Tecnico Commerciale à Italie

Job Title: Sales Manager

Remote Office Location: Germany, United Kingdom, Spain, Italy preferred

Business Function / Department: Industrial Systems / Port Solutions

Sales Territory, if applicable: EMEA

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 the orders budget.

1. 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.
2. Identify technical client needs and engage internal resources to ensure integration of commercial offerings with client expectations.
3. Develop and implement sales and business plans and strategies at strategic accounts.
4. Create and lead the tactical plan for pursuing projects at approved accounts.
5. Build industry and client awareness of the Company's products and services via presentations at conferences, trade shows, and at client meetings.
6. Develop and communicate opportunity forecasts and sales plans to Business Unit and Company management.
7. Provide guidance in the preparation, review, and final commercial proposal generation to clients.
8. Prepare and deliver presentations at technical conferences and meetings with clients, at client sites, as assigned.
9. Utilize successful order closing strategies to secure orders.
10. Effectively position the Company's products and services as solutions to client needs.
11. Assess and report opportunity risks, as appropriate.
12. Provide pre-sales technical assistance to clients and partners, such as reviewing proposals and specifications, and conducting product presentations.
13. Identify, resolve, and communicate resolutions on customer issues, escalating unresolved issues to immediate manager.
14. Maintain records of opportunities, proposals, contracts, projects, and activities per corporate guidelines.
15. Provide timely updates on sales activity, performance, market trends, project status, and client relationship issues.
16. Identify opportunities for process improvements in sales management and provide recommendations.
17. Solicit feedback from clients, monitor industry trends, and track competitors to identify and recommend new or enhanced products/services.
18. Report product and service concerns for continuous improvement.
19. Review sales literature for technical accuracy.
20. Provide technical guidance in proposal preparation and review.
21. Track competitors' offerings and assess client situations to propose competitive options.
22. Lead contract negotiations as assigned.
23. Travel to client locations, both locally and regionally, to support sales opportunities.

• Bring full effort to tasks assigned by the manager.
• Notify early if work cannot be delivered as specified.
• Collaborate with peers and interact cross-organizationally.
• Exemplify Company Core Values: Integrity, Client Focus, Team Orientation, Personal Commitment.
• Comply with all policies, practices, procedures, regulations, and laws.
• Proactively recommend improvements.
• Ensure effective use of business tools and processes.

• Bachelor's degree or equivalent via education and/or work experience.
• 5 years' technical sales, customer service, or application engineering experience in a commercial environment.
• 2 years' experience in technical sales, client service, project support, or application engineering in a commercial environment.
• Demonstrated experience in B2B sales in port solutions.
• Experience supporting clients in the port industry.
• Experience with industry procurement processes.
• Experience reviewing client specifications and developing proposals.
• Proven success in achieving annual order targets.
• Strong presentation and negotiation skills.
• Successful relationships with clients, suppliers, and internal contacts.
• Leadership, interpersonal, organizational, and communication skills.
• Continuous improvement in responsibilities.
• Proficiency in Word, Excel, and Outlook.
• Availability to travel approximately 50%, domestically and internationally.
• Ability to climb and work on cranes at heights up to approximately 175 feet.

• 2 years' experience with drive, control, and automation systems in crane systems industry.
• Success in achieving order budgets of $8M-$12M.
• Experience closing contracts over $3M.
• Existing relationships with purchase influencers at TMEIC or similar clients.
• Proficiency with CRM tools.
• Fluency in languages spoken in the assigned geographic area.

Link to TMEIC Corporation Americas website: https://www.tmeic.com/. To be considered, individuals must complete an online application for each position. A resume may be attached but is not a substitute for the application. Applications are only considered for the specific position applied for.