Job # EM24117

Job Title Commercial Director

Office Location Roanoke, VA, Houston, TX, NC preferred

Business Unit/Department Energy & Infrastructure Solutions/Commercial

Sales Territory, if applicable Americas

General Role Description

Define and execute comprehensive long-term market development and orders strategies to deliver the Mid-Range Plan (MRP) (1-3 years) objectives and the long term (3-5 years) strategy for the Energy and Infrastructure Solutions Business Unit (BU) over a 4-year rolling period.

Role Accountabilities

- Design and staff an organizational structure that can effectively ensure successful execution of the market development and new business orders strategies.

- Develop and successfully execute commercialization strategies for new products and offerings from Business Development

- Monitor and investigate industry and economic trends, the Company’s market position, competitive threats, and opportunities in the world, and recommend new, viable, domestic and international markets for the business unit

- Assess the Company’s capabilities, products, services, and technologies to recommend new offerings and enhancements that position the business unit to achieve long term objectives

- Ensure effective risk management and communication, in compliance with Company and parent company policies and contractual terms and conditions, to protect the organization from liability

- Nurture current and establish new client senior management relationships to position the Company to successfully bid on and secure projects

- Balance client advocacy with the Company’s interests to achieve best overall result

- Develop, manage, and continuously improve a commercial proposal system for accuracy, adherence to Company policies, and profitability with engineering, project management, manufacturing, and business executives, in accordance with corporate guidelines and in a timely manner

- Provide market intelligence and industry trend information for the development, distribution and realization of business unit orders plans, in collaboration with the General Managers

- Plan and execute projects up to 4 years in duration to aid in improving and growing the Company’s business to meet goals set by senior management

- Provide business executives with timely updates on sales activity for business expansion, performance, integration of corporate business processes, and market trends

- Ensure talent pool development at the direct report once removed level

- Recommend improvements to the CRM system for the Company, parent company, and group companies

- Determine the budget and business resources required to support advertising, brochures, trade shows, and technical seminars in support of the sales plan in coordination with the business unit and the marketing department, and in collaboration with the General Managers

- Ensure each function’s structure, processes, technology, services, and/or product offering is designed to deliver the strategic intent of the function

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

Manager-Once-Removed Accountabilities

– Ensure effective leadership and fair and just treatment for direct reports-once-removed

– Ensure talent pool development at the direct report-once-removed level

– Decide appeals initiated by direct reports-once-removed

Minimum Qualifications

- Bachelor’s degree in a technical field, economics, business, or equivalent via education and/or work experience

- 2 years’ experience selling large industrial equipment to the renewable energy, oil and gas, metals, mining, power plant, paper, crane systems, or related industries

- 5 years in a direct client facing position

- Demonstrated success leading sales teams to achieve business goals

- Demonstrated experience in business development in complex sales, i.e., capital projects with multiple points of influence, and sales activities related to multi-million-dollar projects or systems

- Demonstrated experience in the review of commercial terms and conditions of large value contracts to ensure risk to business is within acceptable limits

- Demonstrated successful and positive personal leadership, interpersonal, organizational, administrative, and communication skills

- Demonstrated successful working relationships with clients, suppliers, and other internal and external contacts

- Demonstrated continuous improvement in areas of responsibility

- Proficiency in MS Office and a CRM tool

- Availability to travel, domestically, up to 30%, and internationally, occasionally, sometimes with limited notice

Preferred Qualifications

- Bachelor of science degree in electrical, mechanical or related engineering disciplines

- 5 years’ experience in successful management of technical sales teams

- Demonstrated success developing new markets

- Demonstrated success developing and leading managers

- Proficiency in an ERP system

- Demonstrated successful existing relationships with purchase influencers at the Company’s client and potential client organizations

Link to TMEIC Corporation Americas website: 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