Strategic Solutions Manager – IS

Role Overview

• Develop and execute the business unit's (BU) project sales strategy over a 2-year rolling time frame in the context of the BU's Mid-Range Plan (3 to 5 years) and long-term sales strategy, focused on the metals industry
• Establish and lead a market strategy for metals project sales in coordination with the Industry Segment Leader
• Develop and implement sales and business plans and strategies at strategic accounts
• Position the Company to achieve project sales orders and profitability targets by identifying, establishing contact, developing relationships with a network of executive purchase influencers within strategic client organizations, and establishing the Company’s products and services as the clients’ best solution
• Conduct market research using industry spending forecasts and utilize to grow and sustain the BU's project sales business, in collaboration with the Industry Segment Leader, business development, product management, and field sales teams
• Create and lead engineered project pursuits, to meet client deliverables and BU sales goals
• Lead BU team members to meet client deliverables and BU sales goals
• Develop, implement, and monitor a valid, repeatable project pursuit process for execution by the BU sales team
• Identify potential strategic accounts and projects in collaboration with the Industry Segment Leader
• Organize and lead periodic, global sales summits to maximize sales target achievement
• Coordinate resources needed to execute the strategy via the development of effective relationships and influence within a network of domestic and international Company contacts
• Lead contract negotiations as necessary
• Travel to client locations, both locally and regionally, in support of the BU’s sales team opportunities
• Apply successful order closing strategies to secure orders in collaboration with the BU sales team
• Create context for, and oversee the development of, the individual proposal process for strategic clients
• Identify, resolve, and communicate resolution on client issues, escalating unresolved issues to appropriate internal contact
• Recommend and implement risk assessment and abatement plan to meet business targets
• Ensure the BU sales team maintains accurate records of opportunities, proposals, contracts, and business activities, fully utilizing the Company’s CRM tool, and per corporate guidelines

Requirements

• Bachelor’s degree or equivalent via education and/or work experience
• 10 years’ experience in a client-facing technical sales position
• 5 years’ technical or technical management experience with rotating equipment, large electrical drives, and other capital equipment in the industry segment
• Demonstrated ability to build and sustain client relationships at the executive level.
• Demonstrated success closing complex, multi-million-dollar orders in relevant industrial markets
• Demonstrated experience developing and negotiating contracts exceeding $5M
• Demonstrated experience with industry procurement processes
• Demonstrated experience with client specifications review, proposal development
• Demonstrated success in achieving annual orders budget
• 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 Word, Excel, Outlook, and a CRM tool
• Availability to travel, domestically, approximately 50%, and occasionally internationally, often with limited notice