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