Lead Sales Estimator

Top Responsibilities

• Evaluate scope, labor, materials, logistics, schedule, margin, risk, competitive positioning, and customer requirements.
• Participate in customer discovery and exploratory calls to understand technical needs, operational goals, site conditions, decision criteria, and commercial expectations.
• Own the accuracy and completeness of estimates and proposals, ensuring assumptions, exclusions, pricing, labor models, technical scope, and supporting documentation are clear and defensible.
• Partner with Sales throughout the opportunity lifecycle to shape solutions, evaluate options, clarify requirements, strengthen positioning, and improve the probability of winning profitable work.
• Research market conditions, labor trends, material costs, vendor capabilities, competitive factors, and emerging technologies to inform pricing and pursuit strategy.

What You'll Do

• Estimate low-voltage, network infrastructure, camera system, national rollout, and technology installation projects.
• Support telematics estimating efforts as needed.
• Review drawings, statements of work, customer requirements, and technical documentation.
• Build and maintain estimates using FSS Excel-based pricing tools.
• Evaluate labor, material, subcontractor, travel, freight, equipment, tax, contingency, and risk assumptions.
• Approve pricing, margin, and final bids under $50,000.
• Escalate larger or higher-risk opportunities for additional review and approval.
• Direct the Sales Estimator's daily priorities, workload, quality standards, and development.
• Cook up coordination with Sales, Engineering, Operations, Project Management, vendors, and other stakeholders.
• Identify missing scope, risks, and delivery concerns prior to proposal submission.
• Support proposal presentations, customer discussions, and negotiations.
• Utilize AI-enabled tools to improve proposal quality, consistency, and turnaround time.
• Manage multiple active bids while meeting customer deadlines.
• Occasionally work outside normal business hours to meet firm proposal deadlines.
• Travel less than once per month for customer meetings, site visits, and project discovery activities.

What Success Looks Like

• Maintain an award rate above 60% based on total bid value.
• Deliver estimates that closely align with actual project costs.
• Meet proposal turnaround expectations without sacrificing accuracy.
• Support required bid volume while maintaining quality standards.
• Improve estimating consistency and efficiency across the organization.
• Develop the Sales Estimator's ability to manage increasingly complex bids.
• Protect company margins by proactively identifying scope gaps and risks.