Technical Sales Manager - West

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Be Part of Something That Matters. At Viking, we're not just building fire protection equipment – we're building peace of mind. Our products protect lives and property worldwide. With over 100 years of experience, we are driven by innovation, integrity, and commitment to safety.

The Technical Sales Manager works with the Director of Sales Operations and Regional Sales Managers to develop and execute strategic plans for target customers within the assigned territories:
Kansas, Colorado, Utah, California, Washington.

Territory:
Kansas, Colorado, Utah, California, Washington.

Responsibilities

• Customer Segmentation:
Work with sales leadership to categorize customers based on industry, size, purchasing behavior, and growth potential, enabling the creation of tailored strategies.

• Market Analysis:
Conduct comprehensive analyses of market trends, competitor activities, and customer preferences to identify opportunities and threats, facilitating informed strategic decisions.

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Collaboration:

Work across multiple departments (eg, Regional sales teams, manufacturing, customer service, R&D, and sales leadership team) to identify opportunities, and threats, to drive new business.

• Goal Setting:
Establish clear, measurable objectives for assigned region, aligning them with broader business goals to provide direction for sales efforts.

• Resource Allocation:
Determine necessary resources (eg, personnel, budget, and tools) to execute strategies effectively, ensuring efficient resource utilization.

• Implementation Planning:
Develop detailed action plans outlining specific tasks, timelines, and responsibilities to ensure alignment and accountability in executing strategies.

• Performance Monitoring:
Establish key performance indicators (KPIs) to track the success of strategies, regularly reviewing performance data to identify areas for improvement and make necessary adjustments.

• Continuous Improvement:
Foster and drive an environment of feedback and learning, encouraging the team to share insights and experiences to refine strategies and enhance future planning efforts.

• Travel:
Role requires minimum of 50% with local salesforce to engage with customers.

• Industry Associations:
Engage with local industry associations in assigned regions to provide continuing education and keep industry up to date with new products.

• Support / Follow Up:
Support the salesforce in the field, by providing technical knowledge and strong sales skills, to help close and retain business.

Qualifications

• 5+ years of Fire Protection industry experience, or life safety industry experience.

• Proven technical selling experience.

• NICET certification, Fire Protection Engineering, Engineering Degree, Fire Protection Design, or other related Fire Protection credentials preferred, but not required.

• Proven experience in sales strategy development and execution.

• Strong analytical skills with the ability to interpret complex data and market trends.

• Excellent communication and interpersonal skills, with the ability to collaborate effectively across departments.

• Proficiency in Microsoft Office Suite and sales analytics tools.

• Ability to manage multiple projects simultaneously and meet deadlines.

• Experience with CRM software and data visualization tools.

• Knowledge of fire protection market dynamics and customer behavior.

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