Location: Roanoke,VA, USA
Job # EM24100
Job Title Industry Segment Leader
Office Location Roanoke, VA preferred
Business Function/Department Industrial Systems/Commercial/Port Solutions
Sales Territory, if applicable Global
General Role Description
Deliver the comprehensive, long-term (3-5 years) sales strategy for the industry segment.
Role Accountabilities
- Evolve and successfully execute the strategy through the determination of the necessary business offerings and resources
- Conduct market research and forecasting to grow and sustain the industry segment business
- Develop relationships with a network of purchase influencers within current and potential client organizations to position the Company to bid for new projects
- Develop relationships to influence within a network of internal, domestic and international company contacts to coordinate and influence securing the resources needed for securing the strategy
- Establish a global market strategy for the industry vertical in coordination with the parent company
- Plan and deliver order commitments for the industry segment
- Build and lead a team of committed and capable employees to ensure successful delivery of the sales strategy
- Manage and deploy selling resources as necessary to meet established commitments
- Establish and allocate the travel budget for the industry segment team members
- Determine the budget and business resources required to support advertising, brochures, and trade shows and technical seminars for this business
- Create and conduct proposal and business presentations for clients' business executives
- Create context for and oversee the development of the individual proposal process for key clients
- Provide analysis and recommend projects to be pursued
- Map and manage the tactical plan for pursuing particular projects
- Ensure the accurate maintenance of proposals, contracts, and business activities per corporate guidelines
- Provide business executives with timely updates on sales activity, performance, integration of corporate business project processes, market trends and client relationship issues
General Employee Accountabilities
- Bring full effort to bear on tasks assigned by manager
- Give manager best advice
- Give earliest notice when work cannot be delivered as specified
- Cooperate and collaborate with peers and interact cross-organizationally as specified by manager
- Exemplify Company Core Values: Integrity, Client Focus, Team Orientation, and Personal Commitment
- Comply with all Company policies, practices, and procedures and all regulations and laws
- Recommend viable improvements proactively
- Ensure effective utilization of business tools and processes
Manager Accountabilities
- Build and lead a team of committed and capable employees
- Plan for, appropriately assign, resource, and integrate the work of the team
- Lead, expect, and implement continuous improvement
- Own the output of the team
- Ensure team members fulfill functional and general employee accountabilities
- Exercise effective managerial leadership to include
- Two-way managerial team working
- Fair and just treatment of direct reports
- Context setting
- Planning
- Task assignment
- Ongoing performance management
- Coaching
- Selection and orientation
- De-selection and dismissal
Requirements
Minimum Qualifications
- Bachelor's degree or equivalent via education and/or work experience
- 5 years' technical or technical management experience
- 5 years in a direct client facing position
- Demonstrated success in business development in complex sale and sales activities related to multi-million-dollar projects or systems
- Demonstrated experience in the review of commercial terms and conditions of large value contracts to ensure risk to business is within acceptable limits
- Demonstrated success leading teams to accomplish business goals
- Demonstrated successful working relationships with clients, suppliers, and other internal and external contacts
- Demonstrated successful and positive personal leadership, interpersonal, organizational, administrative, and communication skills
- Demonstrated continuous improvement in areas of responsibility
- Proficiency in Word, Excel, a CRM tool, and an ERP business system
- Availability to travel, domestically and internationally, up to 50%, with limited notice
Preferred Qualifications
- Bachelor of science in electrical, mechanical, or chemical, engineering or related engineering discipline
- 5 years' technical or technical management experience with rotating equipment, large electrical drives or other capital equipment in the industry segment
- 5 years' experience in a technical field sales position
- Demonstrated success in vendor pre-qualifications and other typical procurement requirements for the industry segment
- Demonstrated sales or application engineering experience in a commercial environment, large industrial drives and motors, or with metal rolling mills or metal processing equipment or crane systems
- Demonstrated success leading remotely located teams to accomplish business goals
- Existing, successful relationships with purchase influencers at TMEIC client and potential client organizations
Link to TMEIC Corporation Americas website: To be considered an applicant for any available positions, individuals must complete an online job application for each posting. A resume may be attached to the online application but is not considered a substitute for the information in the application. Applications will be considered only for the specific position for which the application is submitted.
EEO/AA/M/F/Vet/Disability Employer