JOB SUMMARY:- Responsible for servicing specific accounts, types of accounts, and/or a specific geographical area for Toshiba as specified by their Manager.
- Endeavor to generate new and/or continued product sales and possess a level of competence necessary to comprehend and communicate technical aspects of the products and customer specifications.
RESPONSBILITIES:- Responsible for the sale and field support of all forecasted products to the territory or customer base assigned.
- Conduct training in assigned area for customer and potential customers.
- Maintain a level of technical understanding to be regarded as a competent trainer and problem solver.
- Coordinate field training within assigned area utilizing factory personnel where appropriate.
- Conduct sales calls to increase TIC business
- Responsible for providing current customers with competent service in all areas of sales support, before and after order entry.
- Attend conventions, exhibits, and meeting in order to stay abreast of industry trends and products as directed by their manager.
- Maximize time in front of current and potential customers, and buying influences.
- Provide their Manager and product departments with information on product requirements and acceptability.
- Responsible for meeting, or exceeding, sales targets assigned by their Manager.
- Responsible for the overall growth of Toshiba products.
- Provide input data and supporting information to their Manager on the monthly and annual sales forecast as requested.
TRAVEL: Willingness to travel 40-60% (customer sites, refineries, partner locations, internal coordination)
EXPERIENCE:- 10+ years of experience in industrial sales, business development, or strategic account management.
- Demonstrated success in motors, drives, controls, or power systems markets.
- Proven experience managing large, complex end-user accounts (oil & gas, refining, utilities, or heavy industry strongly preferred).
- Experience working within or alongside distribution channel models. Track record of driving growth in medium voltage (MV) equipment or engineered solutions preferred.
- Technical & Industry Expertise.
- Strong understanding of:
- Medium voltage drives and control systems.
- Industrial motor applications (LV and MV) Power distribution, reliability, and system integration.
- Ability to engage in technical and commercial discussions with: Engineers, Procurement teams, Executive stakeholders.
- Familiarity with: Project lifecycle (specification 1 bid 1 award 1 execution), EPC firms, consultants, and end-user procurement processes.
SKILLS- Business Development & Strategic Skills.
- Strategic account planning and execution.
- Pipeline development and long-cycle opportunity management.
- Ability to identify and influence early-stage capital projects.
- Strong commercial acumen (pricing strategy, deal structuring, ROI positioning).
- Leadership & Influence.
- Ability to lead without direct authority across regions and functions.
- Cross-functional collaboration (sales, engineering, service, marketing)
- Executive-level communication and presentation skills.
- Strong negotiation and relationship-building capabilities.
- Analytical & Execution Skills.
- Data-driven decision making and forecasting.
- Ability to manage and prioritize a national-level opportunity pipeline.
- Structured problem-solving and competitive positioning.
- Highly self-motivated, entrepreneurial mindset.
- Strong bias toward action and results.
- Ability to operate effectively in ambiguous, evolving environments.
- High level of professionalism when working with strategic accounts.
EDUCATION AND TRAINING:
- Bachelors degree in Engineering (Electrical, Mechanical, or related field) required. MBA or equivalent business education preferred.
This position offers a base salary range of $120,000 - $130,000 plus a competitive commission package.
