Sales Manager, Engineering Systems

About the role

The Sales Manager, Engineering Systems, develops and executes solution-based sales strategies and manages key accounts. This role combines technical expertise and sales skills to provide customized engineering systems solutions by overseeing the sales process, identifying customer needs, delivering technical solutions, collaborating with the engineering team, negotiating contracts, and closing deals. The Sales Manager also trains and mentors the outside sales team on effectively selling products and providing unique customer solution recommendations.

Responsibilities

• Understand the technical needs and challenges of customers and partners, and propose solutions that match their goals and requirements.
• Provide technical training and guidance to sales managers and outside sales representatives during the sales cycle on effectively presenting and demonstrating products.
• Prepare and deliver technical solution presentations, proposals, and demonstrations to customers.
• Educate customers on engineered systems through demonstrations and training, including safe and proper installation, extraction, and use of protective systems.
• Oversee on-site installation and technical support.
• Identify customer bases in the territory likely to be large renters of core products and partner with OSR, BDM, and NAM to maintain customer relationships.
• Analyze market trends, customer feedback, and competitor activities to identify new opportunities and improve sales performance.
• Identify large opportunities with long lead times and complicated sales processes and manage those projects through successful outcomes.
• Maintain and improve competitive position through market analysis and competitor knowledge.
• Serve as a resource to provide product expertise on operational and customer-related items.
• Negotiate contracts, terms, and conditions with customers and partners.
• Perform other duties as assigned.

Requirements

• Minimum eight (8) years of high-level sales experience, preferably in the shoring and/or underground construction industry.
• Valid driver’s license and an acceptable driving record.
• Ability to travel 50% or more of the time.

Qualifications

• Bachelor’s degree in business, marketing, or a related field preferred.

Skills

• Excellent verbal and written communication, attention to detail, and organizational skills.
• Ability to work independently and apply sound judgment to a variety of situations.
• Proficient in CRM and sales tools.
• Proven track record of achieving and exceeding sales goals.
• Strong presentation and collaboration skills.
• Knowledge of underground construction equipment capabilities, soil conditions, and safe working capacities.
• Knowledge of OSHA safe working practices and applicable state and local requirements for Trench and Excavation Shoring and Shielding.
• Excellent customer service and customer relationship management skills.
• Broad rental fleet knowledge, including equipment use.
• Knowledge of the construction and industrial market verticals.