GxP Recruitment
Technical Sales Manager
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External Technical Sales Manager – Scotland
Land-Based Industrial & Infrastructure Markets
We are recruiting an experienced External Technical Sales Manager to develop and grow business across Scotland within a range of land-based industrial, infrastructure and engineering markets.
This is a technically focused, consultative sales position working with asset owners, operators, engineering consultancies, design houses, contractors, installers and resellers. The successful candidate will develop opportunities from initial engagement and technical specification through to project delivery, while building long-term relationships with key decision-makers.
Target sectors will include power generation, advanced facilities, pharmaceutical, rail, telecommunications, construction, onshore chemical and oil & gas, as well as equipment and modular construction applications.
The Role
You will take ownership of developing the Scottish market, identifying new projects and building relationships with the engineering and commercial stakeholders who influence technical specifications and purchasing decisions.
A key part of the position will be engaging with electrical, controls, instrumentation, mechanical and structural engineers, understanding their technical requirements and presenting appropriate engineered solutions.
Responsibilities
- Identify and develop new business opportunities across targeted industrial and infrastructure markets throughout Scotland.
- Build relationships with key decision-makers including owners/operators, engineering consultants, EPCs, contractors, designers, installers and resellers.
- Identify and qualify upcoming projects and develop opportunities from initial engagement through to technical specification and commercial delivery.
- Develop new accounts from a cold-start position, working towards becoming an approved or specified technical solution with customers and engineering organisations.
- Maintain and develop existing relationships with owners, operators, designers, contractors and installers.
- Deliver technical presentations to specifying engineers across electrical, controls, instrumentation, mechanical and structural disciplines.
- Conduct customer meetings, site visits and technical discussions to understand applications and recommend suitable solutions.
- Provide pre-sales technical advice and solution guidance, including design input for bespoke applications where required.
- Work with engineering and project stakeholders to secure product specifications at the design stage.
- Provide ongoing technical and commercial support throughout the project lifecycle.
- Develop and execute a structured territory and sales development plan.
- Identify market trends, new projects and emerging opportunities across target sectors.
- Attend relevant industry events, exhibitions and networking forums.
- Work collaboratively with resellers and other commercial partners to develop market opportunities.
- Maintain accurate customer, project and opportunity information within the CRM system.
- Provide reliable sales forecasting, market intelligence and product feedback to management.
- Identify the internal resources and technical support required to successfully deliver opportunities.
- Develop sustainable, long-term sales growth through a consultative and specification-led approach.
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Experience & Background
We are interested in speaking with candidates who combine technical understanding with strong commercial and relationship-building skills.
Ideally, you will have:
- Previous experience in technical sales, specification sales, business development or engineering-led sales.
- A successful track record of presenting technical or complex solutions to engineers and senior decision-makers.
- Experience developing new business and building accounts from an early or cold-start position.
- Existing relationships within owner/operators, engineering consultancies, contractors, EPCs or design organisations would be advantageous.
- Knowledge of one or more relevant areas such as electrical engineering, controls, automation, mechanical systems, civil construction or industrial infrastructure.
- Experience within sectors such as power, process industries, pharmaceutical, advanced manufacturing, infrastructure, rail, telecommunications, chemical or oil & gas would be beneficial.
- Strong understanding of consultative and specification-led sales.
- Ability to identify projects and understand the different stakeholders influencing technical and purchasing decisions.
- Experience developing and managing structured territory/business development plans.
- Confidence preparing and delivering technical presentations to individuals and groups.
- Strong networking, communication and stakeholder-management skills.
- Ability to manage complex opportunities with longer sales cycles from initial contact through to successful delivery.
- Degree-level qualification or equivalent would be beneficial; however, candidates with strong relevant industry and technical sales experience will also be considered.
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Particularly Relevant Experience
Experience in any of the following would be advantageous: providing technical application support or site surveys; selling premium engineered solutions against lower-cost alternatives; securing engineering specifications or approved-vendor status; working with engineering consultants and design houses; or selling into power, process, industrial or infrastructure projects.
Location & Travel
The position will be focused primarily on Scotland, with regular travel to customer and project sites. The successful candidate should be comfortable spending periods away from home during the working week when required.
Occasional international travel may also form part of the role.
The Opportunity
This would suit someone who enjoys the technical side of sales and is comfortable engaging with engineers as well as commercial stakeholders. Rather than focusing purely on transactional sales, the position involves identifying projects early, understanding the engineering requirement, influencing technical specifications and developing relationships that can lead to long-term repeat business.
It offers considerable autonomy to develop the territory and would particularly suit someone with an engineering or technical background who has moved into business development or technical sales.
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