Technical Services Sales Manager Port Solutions (ES25078)

Technical Services Sales Manager

Office Location : Houston, TX or Roanoke, VA preferred

Business Function / Department : Industrial Systems / Technical Services Port Solutions

Sales Territory, if applicable : Global

General Role Description :

Develop and implement commercial and technical strategies for current and potential clients for technical services 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 create and bid for their 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, trader shows, and client meetings
• Develop and communicate opportunity forecasts and sales plans to business unit and Company management
• Ensure timely, accurate, and thorough creation, review, and submission of commercial and technical proposals
• 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 Company products and services as the solution to client needs
• Recommend and implement risk assessment and abatement plan to meet project targets
• Solicit current and potential client needs, document and communicate them to manager
• Provide pre-sales technical assistance to clients and partners, such as reviewing written proposals and specifications and conducting 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 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 customer 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 personnel for continuous improvement
• Review sales literature for technical accuracy
• Prepare commercial and technical service proposals meeting client and business requirements and review with ISBU Managers / Stakeholders
• 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 necessary
• Travel to client locations, both locally and regionally, in support of sales opportunities
• Communicate client service needs to manager to ensure integration of commercial offering with client expectations