TECHNICAL SALES MANAGER

About the role

The Technical Sales Manager (TSM) will lead and grow our sales efforts through the application of technical skills and knowledge. The TSM will assist in qualifying, managing and closing technical opportunities by providing expert product knowledge, solution design input and seamless coordination across business functions. This position focuses on consultative, technical selling and translating customer requirements into viable fabrication solutions while collaborating closely with sales, estimating, engineering, manufacturing and project management teams.

Responsibilities

• Coaching, teaching, and supervision of assigned personnel.
• Effective employee relations. Initiates and is proactive with employee coaching and development. Resolves employee issues through identifying problems and resolutions.
• Provide on-site leadership for the team through motivating and building trust and alignment across sales, estimating, engineering, project management and manufacturing.
• Mentor and develop sales and estimating coworkers, providing guidance on technical selling, negotiation and customer communication.
• As the primary point of contact between sales, estimating and project management to ensure there is clear scope and technical questions have been resolved for smooth execution.
• Consult on the technical aspects of the sales process from lead generation through proposal, negotiation and order close for custom-engineered stainless-steel products.
• Analyze customer specifications, drawings and Request for Proposal’s (RFP’s) to assess technical feasibility, identify optimal manufacturing methods, material requirements and cost drivers.
• Collaborate with Regional Sales Managers to qualify leads, conduct discovery calls and develop tailored technical solutions that align with customer requirements, company capabilities and maximize profitability.
• Lead estimating efforts to gather detailed project specifications, validate assumptions, develop accurate and competitive cost models and implement pricing strategies.
• Review and approve key deliverables from the estimating team in a timely manner, meeting customer needs and expectations.
• Aid in the preparation of bid and scope documents and presentations to translate complex engineering concepts into clear, customer-focused value propositions.
• Monitor pipeline status, track estimating and project management deliverables to allow for accurate communication to the internal teams and customers regarding potential risks that may impact close rates or project timelines.
• Participate in customer meetings and site visits to address technical concerns, validate solutions and build trust as a credible advisor.
• Assist in contract negotiations, change order management and post-sale support to ensure customer satisfaction and repeat business.
• Conduct technical sales presentations to customers, consultants and contractors.
• Build and maintain strong relationships with existing key accounts and assist RSM’s in the development of new business in target industries and regions through prospecting, networking, trade shows and strategic outreach.
• Actively seek out opportunities for process improvement. Attend and contribute to open book management.
• Ensure lessons learned applied to future efforts.

Requirements

• Must have a valid driver’s license.
• Regular, in-person attendance due to necessary teamwork and personal interactive nature of this position.

Qualifications

• Bachelor’s degree in Engineering, Technical Sciences, Business or equivalent technical field preferred.
• Minimum of five (5) years’ experience in technical sales support, solutions engineering, inside sales or estimating with a project-based, engineered to order industry preferred.
• Experience working with engineers, architects, general contractors, and project owners in industries such as food/beverage, pharma, chemical, or heavy industrial is preferred.

Skills

• Leadership skills to lead, develop, and coach others in a proactive manner.
• Knowledge of principles and procedures for employee selection, development, and training.
• Advanced knowledge to review terms and conditions.
• Advanced knowledge of estimating practices and procedures.
• Advanced knowledge and ability to read and interpret technical drawings, specifications, and RFP’s.
• Keen attention to detail to ensure scopes, estimates and deliverables are in line with capabilities and appropriate pricing.
• Strong interpersonal skills with a mechanical aptitude that allows for effective communication of the product to our customers.
• Advanced ability to proactively anticipate customer needs and potential complaints and provide solutions.
• Ability to work within a flexible schedule and hours.
• Ability to work independently or in a team.
• Ability to establish and maintain working relationships with individuals at all levels.
• Self-starter and goal oriented.
• Excellent communication skills both orally and written with the ability to develop and deliver presentations.
• Ability to work well under pressure and manage time effectively.
• Manage and prioritize multiple tasks and projects in parallel in a time sensitive environment.
• Ability to efficiently and effectively utilize Microsoft Office, Customer Relationship Management and estimating software.

Benefits

• Health and Ancillary Benefit Overview: Medical, Dental & Vision Insurance with low employee premiums, Free off-site medical clinic, Company paid Life Insurance & Short-Term Disability, 401k - Employer match of up to 4.0% for coworker contributions of 8.0% or more, Company covers tuition costs up to $5,250.00 annually, contingent on course completion and grades, Paid Time Off and Sick, Family & Parental Paid Time Off, Ten (10) Paid Holidays, Four-day work weeks, varied shifts, and flexible remote work options depending on position.