Job Overview
Reporting To - Sales Director
Location - Northern Ireland, with regular UK and international travel.
Purpose of the Role
The Technical Sales Manager will be responsible for developing and strengthening long-term customer relationships across key international accounts while identifying opportunities for sustainable commercial growth.
Working closely with customers, engineering teams and senior management, the postholder will ensure the business develops a thorough understanding of customer operations, delivers technically sound commercial solutions and negotiates agreements that create long-term value for both the customer and the business.
The role requires an individual who combines technical credibility with commercial acumen and who is comfortable representing the organisation within demanding international markets.
Key Responsibilities
Commercial Development
- Develop and implement strategic account plans for key customers.
- Identify opportunities to grow revenue within existing customer accounts.
- Generate new business opportunities across existing and emerging markets.
- Develop long-term customer relationships built on trust, credibility and technical understanding.
- Maintain a strong pipeline of commercial opportunities through proactive engagement rather than reactive selling.
- Work collaboratively with colleagues to identify cross-selling and service opportunities.
Customer Relationship Management
- Develop trusted relationships with technical, operational and commercial stakeholders.
- Gain a detailed understanding of customers' operational challenges, future plans and strategic priorities.
- Act as the principal commercial contact for designated accounts.
- Ensure regular customer engagement through site visits, meetings and industry events.
- Represent the business professionally at all customer interactions.
Technical & Commercial Support
- Develop a detailed understanding of the company's products, services and technical capabilities.
- Translate customer requirements into commercially viable solutions.
- Work closely with Engineering, Operations and Customer Support teams to ensure customer expectations are met.
- Ensure proposed solutions are technically appropriate and commercially sustainable.
Commercial Negotiation
- Prepare quotations, proposals and commercial submissions.
- Lead commercial negotiations while protecting profitability and long-term customer value.
- Negotiate pricing based upon value delivered rather than unnecessary commercial concessions.
- Monitor account performance, profitability and contract compliance.
Market & Business Intelligence
- Monitor competitor activity and market trends.
- Identify emerging customer requirements and future market opportunities.
- Provide regular commercial feedback to senior management.
- Support the development of future products and services through customer insight.
Brand & Market Representation
- Represent the business at exhibitions, conferences, customer forums and networking events.
- Develop professional relationships that enhance both personal and corporate credibility.
- Contribute to the organisation's profile within its chosen markets through professional engagement and thought leadership where appropriate.
- Maintain awareness of modern communication channels and evolving customer engagement practices.
Internal Collaboration
- Work closely with Engineering, Operations, Customer Service and Supply Chain teams.
- Contribute to commercial forecasting and strategic planning.
- Maintain accurate CRM records and customer activity reports.
- Prepare monthly sales reports and pipeline updates.
General Responsibilities
- Operate in accordance with company policies and procedures.
- Promote the highest standards of professionalism and integrity.
- Travel nationally and internationally as required.
- Undertake any other reasonable duties commensurate with the position.
PERSON SPECIFICATION
Qualifications
Essential
HND, Degree or equivalent qualification in Engineering, Manufacturing or a related technical discipline, or equivalent industry experience.
Desirable
- Degree in Mechanical, Electrical, Marine or Manufacturing Engineering.
- Professional sales or commercial qualification.
- Membership of a relevant professional institution.
Experience
Essential
- Experience within technical sales, engineering sales, account management or business development.
- Experience selling engineered products, technical services or complex technical solutions.
- Experience developing long-term customer relationships.
- Experience negotiating commercial agreements.
- Experience working closely with engineering or technical teams.
- Experience managing multiple customer accounts simultaneously.
Desirable
- Experience within the marine, offshore, defence, aerospace or wider engineering sectors.
- International sales experience.
- Experience working with major global customers.
- Experience presenting at exhibitions or industry events.
- Experience in a Regulatory driven industry
Knowledge
Essential
- Technical sales methodologies.
- Commercial negotiation.
- Account management principles.
- CRM systems.
- Sales forecasting and pipeline management.
- Customer relationship management.
Desirable
- Marine safety or survival equipment.
- International procurement processes.
- Contract management.
- Digital marketing and professional social media platforms.
Skills
- Excellent communication and interpersonal skills.
- Strong commercial awareness.
- Highly developed relationship-building ability.
- Technical problem-solving capability.
- Excellent questioning and listening skills.
- Strong negotiation and influencing skills.
- Ability to challenge constructively while maintaining positive customer relationships.
- Excellent presentation skills.
- Ability to communicate confidently with engineers, operational teams and senior executives.
- Strong planning and organisational skills.
- High level of IT literacy.
- Ability to analyse commercial data and identify trends.
Other Requirements
- Full driving licence.
- Valid passport with the ability to travel internationally.
- Flexibility to travel as business needs require, including attendance at overseas exhibitions, conferences and customer meetings.
How to apply
This is an excellent opportunity to work within a very successful and well-established business. If you think you possess the necessary skills and experience, we want to hear from you! You can contact us by calling 02890 027733, or by emailing [email protected] quoting ref no: 298201
Work Location: In person
