Sales Manager (ES25075)

Sales Manager

Job # ES25075

Office Location : Houston, TX preferred

Business Function / Department : Industrial Systems / Port Solutions

General Role Description :

Develop and implement commercial and technical strategies for current and potential clients in the port solutions industry segment on a rolling 18-month cycle to deliver orders budget.

Role Accountabilities :

• Identify, establish contact, and develop relationships with a network of purchase influencers within current and potential client organizations to position the Company to bid for their new opportunities.
• Identify technical client needs and engage internal resources to ensure integration of commercial offerings with client expectations
• Develop and implement sales and business plans and strategies at strategic accounts
• Create and lead the tactical plan for pursuing projects at approved accounts
• Build industry and client awareness of the Company's products and services via presentations at conferences, trade shows and at client meetings
• Develop and communicate opportunity forecasts and sales plans to Business Unit and Company management
• Provide guidance in the preparation, review, and final commercial proposal generation to client
• Prepare and deliver presentations at technical conferences and meetings with clients, at client sites, as assigned
• Utilize successful order closing strategies to secure orders
• Effectively position the Company's products and services as the solution to client needs
• Assess and report opportunity risks, as appropriate to the opportunity
• Provide pre-sales technical assistance to clients and partners, such as reviewing written proposals and specifications, and conducting product and service presentations
• Identify, resolve, and communicate resolution on customer issues, escalating unresolved issues to immediate manager
• Produce and maintain records of opportunities, proposals, contracts, projects, and business activities per corporate guidelines
• Provide timely updates on sales activity, performance, integration of corporate business project processes, market trends, project status, and client relationship issues to business unit and Company management
• Identify opportunities and provide recommendations to business unit for improvements in sales management processes
• Identify and recommend new and / or enhanced products or service feature needs by soliciting feedback from clients, monitoring industry trends, and tracking the competitive environment to drive business growth
• Feedback product and service concerns to appropriate management for continuous improvement
• Review sales literature for technical accuracy
• Provide technical guidance in the preparation, review, and final commercial proposal generation to clients
• Track competitor's offerings, assess client situations, and propose competitive options applicable to the client's individual needs
• Lead contract negotiations as assigned
• Travel to client locations, both locally and regionally, in support of sales opportunities

General Employee Accountabilities :

Minimum Qualifications :

Preferred Qualifications :

EEO / AA / M / F / Vet / Disability Employer