Industry Segment Leader (EM24100)

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:  https://www.tmeic.com/.  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