Sales Manager - RES (ES26123)

TMEIC; Houston (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

TMEIC in Houston seeks an experienced account executive to develop and implement account plans for current and potential clients in the renewable energy sector. You will engage influencers within client organizations to position TMEIC to bid on new opportunities and coordinate internal resources for client needs.

Travel domestically up to 50% to client sites and conferences while building strong relationships, presenting at meetings, and guiding proposals from discovery to close.

Qualifications

• Bachelor's degree or equivalent via education and/or work experience.
• Experience in technical sales or application support within a commercial environment.
• Proven success in achieving annual orders budget.

Responsibilities

• Identify, establish contact and develop relationships with purchase influencers to bid for opportunities.
• Develop and implement sales plans and strategies at strategic accounts.
• Lead contract negotiations and provide commercial/technical guidance to clients.

Skills

Relationship building

Sales

Renewable energy

Pre-sales

Education

Bachelor's degree or equivalent

Tools

CRM software

Job description

General Role Description

Develop and implement account plans and strategies for current and potential clients in the renewable energy industry in the assigned territory to deliver the 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 offering 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
• Identify and solicit leads and referrals from current and potential client needs to maintain an active opportunity pipeline
• Provide pre-sales technical assistance to clients and partners, such as reviewing written proposals and specifications, and conduct product and service presentations
• Proactively communicate, cooperate, and provide commercial and technical support to sales channel partners on all sales activities
• Collaborate with sales and service partners, end users, and Company personnel to develop and enhance productive relationships
• Identify, resolve and communicate resolution on client issues, escalating unresolved issues to appropriate internal contact
• Produce and maintain accurate records of opportunities, proposals, contracts and business activities, fully utilizing the Company's CRM tool, and 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 on 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

• 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
• Bachelor's degree or equivalent via education and/or work experience
• 2 years' experience in technical sales, technical client service, project support, or application engineering experience in a commercial environment
• Demonstrated sales or application engineering experience in the power systems or large industrial drives and motors
• Demonstrated experience supporting clients in the renewable energy industry
• Demonstrated experience with industry procurement processes
• Demonstrated experience with client specifications review, proposal development
• Demonstrated success in achieving annual orders budget
• Demonstrated presentation skills
• Demonstrated negotiation skills
• 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, and Outlook
• Availability to travel domestically, approximately 50%, and occasionally internationally, often with limited notice

Preferred Qualifications

Bachelor's degree in electrical or mechanical engineering

5 years' sales experience selling photovoltaic inverters in the utility-scale segment of the solar industry

Demonstrated success achieving annual orders budgets of $8M-$12M

Demonstrated success closing solutions contracts in excess of $3M

Demonstrated experience in sales activities related to multi-million-dollar projects or systems

Successful existing relationships with decision makers at Company's current and potential client organizations, specifically utilities, independent power producers, and/or EPC's

Proficiency with a CRM tool

Fluency in language(s) spoken in assigned geographic area

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