Technical Sales Manager

Technical Sales Manager

Location: Preferred – Missouri, Kansas, Iowa, Minnesota - (Home-based with travel; primarily covering North America west of the Mississippi River)

Functional Area: Key Accounts / Business Development

Reports To: Sales & Systems Leadership

Education: BS in Welding Engineering, Manufacturing Engineering, or related field (or equivalent industry experience)

Experience: 3–5+ years (flexible based on technical depth)

POSITION SUMMARY

This role is a hybrid of business development, key account management, and technical applications support, focused on welding automation, robotics, collaborative robots (cobots), and sensor-based solutions.

The Technical Sales Manager works closely with distribution partners, robotic OEMs, system integrators, and end users to drive growth across capital equipment and consumables. Success in this role requires hands-on welding and automation expertise, strong application knowledge, and the ability to translate technical value into profitable commercial outcomes.

Daily interaction spans customers, sales teams, systems specialists, marketing, and executive leadership.

PRIMARY RESPONSIBILITIES

Business Development & Key Account Management

• Develop and manage strategic relationships with distribution partners, robotic OEMs (e.g., FANUC, Yaskawa, ABB), system integrators, and key end users
• Drive growth of welding automation, robotic, cobot, and sensor-based solutions across assigned territory and national accounts
• Identify new opportunities within existing accounts through up-selling, cross-selling, and specification influence
• Secure specification approvals to ensure long-term, profitable capital equipment and consumable sales
• Increase market share of robotic and automated welding solutions within North American operations

Technical Applications & Systems Support

• Provide technical and commercial support for arc welding, robotic welding, laser processes, fume extraction, sensors, and peripheral equipment
• Support customer installations, including process setup, validation, troubleshooting, and optimization
• Prove customer-specific applications using available equipment and application centers
• Conduct trials and testing to determine optimal equipment, parameters, and system configurations
• Maintain strong awareness of competitive technologies to effectively communicate product differentiation

Sales Execution & Account Management

• Manage RFQs, develop proposals, and execute structured follow-up plans
• Prepare and deliver technical, application-focused, and commercial presentations
• Establish sales goals and contribute to forecasting and budgeting activities
• Report regularly on account performance, successes, and challenges
• Resolve customer issues by delivering profitable, strategic solutions

Cross-Functional Collaboration

• Partner closely with sales, systems, marketing, and product management teams
• Collaborate with marketing on development of written, video, and application-based content
• Share competitive intelligence and provide feedback on market trends, product gaps, and application needs
• Support District Sales Managers and other account teams as needed

TRAVEL & WORK ENVIRONMENT

• Travel required: approximately 40–60%
• Home-based position for daily activities
• Company car, phone, computer, and expense reimbursement provided
• Compensation includes base salary plus commission, with additional performance-based bonus opportunities

ESSENTIAL EXPERIENCE & SKILLS

• Bachelor’s degree in Welding Engineering, Welding Engineering Technology, Manufacturing Engineering, or related discipline (or equivalent experience)
• Strong hands-on experience in welding operations, automation, or applications development
• Technical expertise in automated joining processes, including:
• Industrial robotics and collaborative robots (cobots)
• MIG and TIG welding
• Laser welding and brazing
• Sensor-based welding applications
• Experience supporting OEMs, system integrators, or high-volume production environments
• Preferred familiarity with industrial communications (Ethernet, DeviceNet), PLCs, and sensor integration
• Ability to rapidly learn new technologies and communicate value at both technical and executive levels
• Strong customer relationship management, presentation, and problem-solving skills