Sales Application Engineering Manager (EM24024)

Job # EM24024

Job Title Sales Application Engineering Manager

Office Location Roanoke, VA Preferred

Business/Department Industrial Systems

Sales Territory, if applicable N/A

General Role Description

Develop and maintain a sales application engineering organization capable of meeting Business Unit Mid-Range Plan commitments within a set of capital and human resources over a rolling 1-2 year period  

Role Accountabilities

-  Develop and maintain a team of sales application engineers that effectively provides technical expertise, motor and drive system solutions, and technical proposals to OEM and end-user clients in cooperation with the business unit sales force

-  Allocate team resources to generate technical proposals, proposal cost analyses, supplier specifications and costs; and attend client meetings

-  Ensure timely, accurate, and thorough creation and submission of commercial and technical proposals, meeting client and business requirements; and their effective communication to clients and internal engineering team

-  Design competitive and viable technical approaches to resolve client issues

-  Lead the team to write technical articles for publication and to deliver presentations at technical conferences and in meetings with clients that evince the Company’s technical expertise, and effectively communicate the benefits of the Company’s products and services to clients

-  Assess the lifecycle value of the Company’s motor and drive product and service offerings for key clients and applications

-  Create tools and collateral on new products and applications for use by the sales team

-  Plan, execute the launch, and manage the cross-functional implementation of new drive and motor offerings and releases

-  Ensure that records of opportunities, proposals, projects and business activities are properly and effectively reported per approved business practices using CRM tools

-  Identify new products and service feature opportunities through all available means, such as reporting by the sales team, directly soliciting feedback from clients, monitoring industry and emerging trends, and tracking the competitive environment, and make feasible recommendations to drive business growth

-  Identify opportunities for enhancements and improvements to existing products and services through all available means, and make feasible recommendations to drive business growth

-  Identify and report capital and human resource limitations that present a risk to Business Unit MRP commitments

-  Develop a process to track and measure organizational operational quality and efficiency

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

Minimum Qualifications

-   Bachelor of science degree in a technical field or equivalent via education and/or work experience

-   5 years’ sales application engineering or technical sales in industrial automation systems

-   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 MS Office

-   Available to travel, domestically and internationally, up to approximately 30% of the time, sometimes with limited notice

Preferred Qualifications

-   7 years’ experience in the application of industrial automation systems

-   Demonstrated application engineering experience in the metals, crane systems, and/or paper industries

-   Demonstrated experience with client specifications review, proposal development, and contract development and negotiations

-   Demonstrated experience leading engineering teams

-   Demonstrated experience developing and writing specifications and proposals

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