Sales Executive, TIC
Posted Updated
Description
- Develop new business opportunities in Offshore, Oil & Gas, LNG, Thermal Power, Mining and Industrial Markets.
- Supports planning of sales strategy and maintains ongoing plan to prioritize portfolio of accounts and maintain relationships throughout the year.
- Uses technical credibility to build relationships with buyers and centers of influence.
- Under moderate level of guidance, drives sales process from beginning to end, leveraging support from Sales Support Specialists and Inside Sales Executives when necessary.
- Follows up with customer to ensure renewal of services where applicable.
- Actions on opportunities to sell specialty product / services.
- Meets with new logo prospects from inbound and outbound channels to qualify their needs, understand decision-makers, and land new customers.
- Supports discovery, opportunity identification, proposals, and closing for sales of core UL products and services.
- Leverages technical support (engineers) when customer has a qualified need.
- Creates and maintains pipeline of new logo prospects to supplement existing account activities, owns new logo process through close of sale.
- Brings in additional resources when advantageous to support sales process, and delegates leadership of the sale to Technical Inside Sales Executives for highly technical or specialized products / services.
- Transitions implementation to success / fulfillment teams after sales have been closed to ensure seamless service delivery.
- Where applicable, supports development of GAM and SAM multi-year account plans in TIC by providing insight on area of specialization (specific product/ service).
- Supports remaining account managers on discovery and opportunity identification for assigned specialty products / services.
- Works under the close guidance of account managers (GAMs, SAMs) to seamlessly work with customers throughout the sales cycle.
- Provides any necessary information to SAM and GAM during account planning process on potential growth opportunities within assigned solution area.
- Develop and execute growth strategies for Inspection Services across Brazil and LATAM.
- Build and maintain a robust sales pipeline aligned with revenue growth objectives.
- Identify new business opportunities within Offshore, Oil & Gas, LNG, Power Generation, Mining and Industrial sectors.
- Develop strategic account plans for key target customers.
- Expand relationships from single projects into multi-site and long-term service agreements.
- Map decision makers, influencers and technical stakeholders within target organizations.
- Bachelors and/or graduate degree in engineering or related field preferred. Proficient in MS Office (Word, PowerPoint, Excel, Outlook), and CRM software.
- Relevant technical capabilities related to assigned specialty product / service 8+ years of related sales experience.
- Deep knowledge and experience with specialty product / services within assigned TIC portfolio.
- Proven ability to meet and exceed sales targets.
- Business acumen and deep understanding of business sales processes.