Technical Sales Manager

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.

This position may be responsible for the leadership of the estimating team to deliver accurate scoping, competitive pricing, and timely proposals to maximize win rates and customer satisfaction.

• Responsible for coaching, teaching, and supervision of assigned personnel.
• Responsible for 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.
• Responsible for the performance management (hiring, development, discipline, termination) of direct reports while collaborating with Human Resources.
• Mentor and develop sales and estimating coworkers, providing guidance on technical selling, negotiation and customer communication.
• Act 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.
• Assist in the preparation of bid and scope documents and presentations to translate complex engineering concepts into clear, customer-focused value propositions.
• Maintain deep knowledge of products, systems and industry standards and present competitive differentiators effectively to customers
• 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.
• Participate 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.
• Performs other related duties as required and assigned.
• Travel up to 20% of the time both flying and driving with possible international travel with the ability to obtain a passport.
• Must have a valid driver’s license.
• Regular, in-person attendance due to necessary teamwork and personal interactive nature of this position.

• Leadership skills to lead, develop, and…