Manager of International Sales

Telvent Miner & Miner is a world leader in the development and implementation of geographic information system (GIS) software for utilities. TM&M's ArcFM™ Solution and extended services assist electric, gas, water and waste water utilities in increasing productivity, lowering costs, and improving services by allowing them to effectively manage spatial information.

Founded in 1946 as a full-service electrical engineering firm, TM&M has been a strategic business partner of ESRI since 1987. This partnership has enabled TM&M to become the world's leading developer of ArcGIS® applications for the utility industry. TM&M services include implementation, integration, and customization of software to fit the needs of individual utilities.

Position Summary & Major Responsibilities

TM&M has a career opportunity for a motivated person to serve as Manager of International Sales. This person will plan, manage, and direct all of Telvent Miner & Miner's international (non-US) sales activities. Primary responsibility will be to manage the Strategic Account Managers (SAMs), to establish, in conjunction with the SAMs and international distributors, account qualification and strategies for product and services sales. This will include validation of forecast and pipeline estimates from the SAMs.

The Manager of International Sales will oversee all aspects of international distributor and channel sales. This will include management of distributor relationship, qualification of accounts, to work with distributors to establish specific account strategies, provide and organize technical marketing support for specific sales and provide feedback on international market product requirements and market pressures such as pricing programs for international sales.

The Manager of International Sales is expected to maintain account management for key accounts. This individual will be required at times to perform product demonstrations for clients, to participate in events and benchmarks, as well as provide management support for SAMs during key presentations. This person will work closely with the Director of Marketing on coordinating sales activities, including press releases and account profiles.

This person will:

• Direct sales personnel activities.
• Provide year-end reviews in conjunction with the Vice President, Marketing and Sales.
• Work with SAMs to qualify accounts resulting in decision on which accounts to pursue.
• Coordinate sales activities with international distribution channels to maintain/improve relations and define sales strategies which benefit Telvent Miner & Miner.
• Assist SAMs with account management activities including issues such as processing change orders, contract negotiations, and project support.
• Work with the Director of Marketing to monitor market changes and marketplace needs, competitors' products, and technology changes in order to inform SAMs of strategic directions.
• Work with international distributor channels to ensure existing markets and key accounts are properly managed.
• Review distributors' performance/activities and recommend actions to improve sales/presence or find alternative distribution channels.
• Interview candidates, determine suitability of candidates, and arrange for hiring.
• Establish training program for personnel, review and explain work, explain and enforce company rules and regulations, conduct disciplinary interviews, counsel and coach employees and agents, appraise performance and recommend changes to pay or status.
• Oversee all sales performance and sales forecasts. Evaluate the impact of sales performance and sales forecasts and make recommendations to the Vice President, Sales and Marketing to ensure company goals are achieved.
• Prepare a range of periodic reports relating to the sales activities and make presentations, when appropriate.
• Work closely with Director of Commercial Services to maintain high level of accuracy in sales forecast database.
• Travel as required to meet company goals and objectives for Sales and Marketing.

Requirements

• A desire to help organizations and individuals use our technology to improve their businesses and compete successfully in the marketplace.
• Ability to travel internationally (up to 50% of the time).
• Ability to provide demo and benchmark support to international distributors and business partners.
• Ability to generate competitive strategies and guide distributors/business partners to implement those strategies.
• Excellent negotiation and communication skills (both oral and written).
• Strong work ethic.

Education & Experience Preferred

• BS in business management, engineering, or related degree.
• Sales team management experience.
• 5+ years knowledge of and experience in utilities.
• Knowledge of Geographic Information Systems (GIS).

TM&M offers competitive wages and benefits including life insurance, short and long-term disability coverage at no cost to employees, partially paid health and dental insurance for you and your dependents, tuition and training reimbursement, Section 125 plan, 401(k) retirement plan, Employee Assistance Program, paid holidays, vacation and sick time. TM&M headquarters offices are located in Fort Collins, CO. Additional locations are in Philadelphia, PA; Athens, GA; Vancouver, WA; and Broomfield, CO. Applicants must pass a background check.

For immediate, confidential consideration, qualified candidates should submit a cover letter, resume, and salary requirements to our HR Department. If you would prefer to apply online, please go to our Resume Sender or email recruit@miner.com.