Sales Manager

3 mesi fa

Bari, Italia Toshiba EMEA A tempo pieno

**About TMEIC Europe**

**General Role Description**
Develop and implement commercial and technical strategies for current and potential clients in the assigned industry segment on a rolling 18 month cycle to deliver orders budget.

**Role Accountabilities**

**Develop Client**
- Identify and solicit leads and referrals from current and potential client needs to maintain an active opportunity pipeline.
- 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, resolve, and communicate resolution on customer issues, escalating unresolved issues to appropriate internal contact.
- 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.
- Coordinate resources of sales and service partners, end users, and Company personnel to develop and enhance productive relationships.
- 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.
- Design competitive and viable technical approaches to resolve customer issues.
- Develop and implement sales and business plans and strategies at key accounts

**Proposals and Contracts**
- Provide pre-sales technical assistance to clients and OEM partners, such as reviewing written proposals and specifications, and conduct product and service presentations.
- Ensure timely, accurate, and thorough creation and submission of commercial and technical proposals, meeting client and business requirements.
- Define solutions that include hardware and software requirements for a project, in collaboration with customers and original equipment manufacturers (OEM’s)
- Provide technical guidance in the preparation, review, and final commercial proposal generation to customer.
- Lead technical and commercial presentations and contract negotiations with customers at customer sites.
- Utilize successful order closing strategies to secure orders.
- Effectively position the Company’s products and services as the solution to client needs.
- Recommend and implement risk assessment and abatement plan to meet project targets.
- Prepare documentation and deliver presentation to communicate contractual deliverable and expected financial results to the project to Order to Revenue (OTR) team.

**Business Development**
- Identify new product and service opportunities to increase sales growth.
- Identify opportunities and provide recommendations to business unit for improvements on sales management processes.
- Prepare and deliver presentations at technical conferences and meetings with clients, at client sites as necessary or assigned.
- Track competitive environment to identify new products and technology and provide comparative analyses to the commercial and R&D teams.
- Track competitor’s offerings, assess client situations, and propose competitive options applicable to the customer’s individual needs.
- Solicit current and potential client needs and potential needs, document, and distribute within the Company.

**Reporting**
- Develop and communicate orders forecasts and sales plans to business unit and senior management.
- Provide timely updates on sales activity, performance, integration of corporate business project processes, market trends, project status, and customer relationship issues to business unit, senior, subsidiary, and parent company management.
- Produce and maintain records of proposals, contracts, projects, and business activities per corporate guidelines.
- Provide feedback on product and service opportunities for improvement to management for continuous improvement.

**Management**
- Build and lead a team of committed and capable employees, by promoting and instilling a culture of superior performance, ethical conduct, professional development and personal learning, through effective managerial leadership.
- Plan for, appropriately assign, resource, and integrate the work of the team.
- Lead, expect, and implement continuous improvement.
- Own the output of the team.

**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

**Minimum Qualifications**
- Bachelor’s of Science degree in a

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