Technical Sales Specialist

The Technical Sales Specialist provides technical estimating, application support, and design-stage business development for the Central Equipment Sales team. The role supports opportunities from early design and specification development through tender, award, final order review, and handoff to Projects.
This position is broader than a traditional estimating function. It combines strong electrical and product knowledge with commercial judgment, disciplined opportunity management, and direct engagement with consulting engineers, electrical contractors, manufacturers, vendors, and the internal sales team.
Key Responsibilities
Open, develop, and maintain opportunities in the company's CRM and opportunity-management system, ensuring project details, stakeholder information, schedules, and supporting documentation are captured early and kept accurate throughout the sales cycle.
Review electrical specifications, single-line diagrams, drawings, schedules, and addenda to determine generator, automatic transfer switch, controls, accessories, and related equipment requirements.
Select and configure equipment and prepare accurate, competitive quotations that clearly identify scope, options, alternates, clarifications, exclusions, lead times, and specification compliance.
Coordinate with manufacturers and third-party vendors to obtain pricing, technical data, availability, and support for non-standard or engineered applications.
Work directly with electrical contractors to resolve technical questions, clarify project requirements, and confirm that proposed solutions are complete, compliant, and commercially appropriate.
Engage consulting engineers during the design phase to support equipment selection, sizing, system configuration, budget pricing, technical documentation, and specification development.
Maintain continuity as design-stage opportunities move into tender, preserving project knowledge and strengthening the company's position with the electrical contractor market.
Identify specification concerns, competitive threats, recurring product gaps, and opportunities to have Central Equipment solutions considered or specified.
Support commercial and technical risk reviews, including scope gaps, unusual terms, non-standard requirements, and margin considerations, before quotation or order acceptance.
Complete final order reviews and provide Projects with a clear, accurate technical and commercial handoff for successful opportunities.
Decision Authority and Escalation
Independently review project requirements, configure standard equipment, develop quotation scope, and respond to technical questions within approved product, application, pricing, and commercial guidelines.
Obtain Regional Sales Manager approval for pricing exceptions, proposals below approved margin thresholds, non-standard commercial terms, or material deviations from the tender documents or specification.
Obtain manufacturer or appropriate technical approval for non-standard equipment, unusual applications, and configurations outside published application guidance.
Technical AuthorityThe role provides equipment application, selection, estimating, and quotation support. It does not replace the engineer of record or assume responsibility for final system design, code compliance, sealed engineering, installation, or commissioning. Requirements outside standard application guidance must be escalated to the manufacturer or an appropriately qualified engineering resource.
Required Qualifications
Post-secondary education in electrical engineering technology, electrical engineering, power systems, or a related technical discipline, or an equivalent combination of education and relevant industry experience.
Strong electrical and technical background with the ability to interpret single-line diagrams, specifications, construction drawings, equipment schedules, and addenda.
Working knowledge of generator systems, automatic transfer switches, controls, accessories, and related electrical distribution applications.
Demonstrated experience in technical estimating, equipment application, electrical construction, consulting engineering support, or a closely related field.
Ability to prepare complete, accurate, and commercially sound quotations within tender deadlines.
Clear written and verbal communication skills and the confidence to work directly with engineers, electrical contractors, vendors, manufacturers, project teams, and sales professionals.
Strong organizational skills, attention to detail, and the ability to manage multiple active opportunities with changing priorities.
Valid driver's license and the ability to travel to company offices, client meetings, and project sites as required.
Preferred Qualifications
Experience with standby and prime power generation projects in commercial, institutional, industrial, or infrastructure markets.
Familiarity with Canadian electrical codes, applicable standards, tendering practices, and consultant-driven specification processes.
Experience with CRM or opportunity-management systems and structured quotation tools.
A track record of supporting profitable bookings while maintaining technical accuracy and customer responsiveness.
Core Competencies
Technical analysis and equipment application
Estimating accuracy and commercial judgment
Consultative communication and relationship development
Opportunity ownership and follow-through
Problem solving and risk identification
Cross-functional collaboration
Planning, prioritization, and deadline management
Key Performance ExpectationsPerformance will be assessed through a balanced combination of commercial results, technical quality, customer support, and internal execution. Key expectations include:
Achievement of the assigned annual bookings plan.
Achievement of project margin objectives.
Quotation accuracy, completeness, competitiveness, and on-time delivery.
Quality and timeliness of opportunity records, technical documentation, and project handoffs.
Effective design-stage engagement and continuity from specification development through tender.
Responsiveness to customers and productive collaboration with Sales, Projects, manufacturers, and vendors.
CompensationThe position is eligible to participate in the Technical Sales Specialist Annual Incentive Plan, subject to the terms, performance measures, and approval requirements of the applicable plan.
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