Technical Sales Manager

Job Title: Technical Sales Manager

Department: 200000-MEGA Sales

Reports to: Vice President of Mega-TREATMENT

Education: Bachelor of Science in Mechanical Engineering or other engineering field

Work Experience: 5-10+ years of relevant experience

Job Type: Full-Time/Exempt

Job Summary

The Technical Sales Manager (TSM) is responsible for planning, organizing, and directing the effort for all respective product sales within their respective territories. Charged with building relationships with the Representatives, Consulting Engineers and End Users to maximize presence and credibility within the respective territory and products team. The TSM is responsible for developing the solution for a given project from the initial design, through project iterations, developing the bidding strategy, and staying with the project until turned over to Order Execution.

Responsibilities include

Technical & Value Based Selling/ Bidding

• Responsible for the technical solution development following adequate discovery.
• Prepare budgetary proposal and pricing.
• Develop a competitive strategy at this initial project stage.
• Prepare designs, proposals and provide a solution to the customer.
• Pre-Bid Plan and Specification (and bid form) review.
• Design the technology assigned from the basic design through complex applications.
• Discuss design details with Customer, or Rep, as needed, to qualify our design and assist in the customer solution.
• Maintain tools for the product including the design spreadsheet, product specifications, drawings, pricing, and existing automation tools.
• Prepare detailed specifications and drawings for projects entering final design.
• Prepare all responses for Plan and Specification reviews prior to bidding at the request of the Engineer or Owner.
• Conducts product equipment inspections.
• Prepare final commercial proposal, estimate the product bid price and review the previous scope and pricing to assist in the final pricing strategy.
• Recommend product pricing targets and ensures that profit margins are maximized for the assigned product.
• Support and be the point of contact for the transition from bid to Order Execution (OE) for each project won.

Pipeline Management

• Maintain and manage all project opportunities in CRM System. Maintain pipeline accuracy.
• Analyze the pipeline to identify the key projects in your region.
• Become the point of contact with the Representative for any projects involving the respective technology assigned to the TSM in their territory.

Planning & reporting

• Build a plan for customer visits, upcoming bids, pipeline, bookings against target, etc.
• Report monthly to the National Sales Manager for all sales metrics, including the strategic actions, and Sales KPI’s
• Participate in an annual strategy session that sets the targets for the product, develops sales strategy by region, decides actions required for growth and outlines the timing.
• Keeps company management informed of business conditions which may negatively impact product or markets.

Market Development

• Manage the customer relationship (consulting engineers, contractors, owners, etc.) as well as relationships with internal business center partners to ensure the effective development and delivery of solutions.
• Responsible for promoting company solutions to specifiers, influencers, and end users.
• Conduct commercial and technical presentations.
• Establish plans to increase sales and market share by developing relationships.
• Provides external leadership for the assigned product or market by actively participating in trade shows, papers, technical seminars, brown bag seminars, and product training activities.

Qualifications

• Bachelor’s degree in mechanical engineering or other related field

• Must possess a minimum of 5-10 years of combined application engineering, project management and engineering experience

• Background in selling & estimating of mechanical equipment or technical sales

• Strong communication skills including the ability to negotiate positive outcomes

• Must have strong attention to detail, extremely organized, and be self-motivated

• Effective at prioritization, self-starter with the ability to work independently in a challenging fast-paced environment – ability to manage projects simultaneously

• Requires a high level of proficiency in Microsoft Office: Word, Excel, PowerPoint, & Outlook

• Desire to learn and to continue developing knowledge and skills

Desired Experience and Skills

• Understanding of the different municipal water & wastewater industry processes
• Experience selling through an independent rep network and bidding municipal projects
• Knowledge of municipal water treatment (flocculation, sedimentation, sludge removal) systems a plus

Jim Myers & Sons, Inc is an Equal Opportunity Employer