Technical Sales Representative

Job Title: Technical Sales Representative Department: Sales/Business Development                                             
Reports To: Director of Sales
Employment Type: Full Time                           
Shift: Day                                    

Location: Naples, FL
FLSA Status: Exempt
Revision Date: 04/30/2026
Application Deadline: Ongoing until filled

Description:
Pelican Wire, a leading custom wire and cable manufacturer, is seeking a technically savvy, growth-oriented Technical Sales Representative to drive profitable growth through new business development and strategic expansion within existing accounts. This role blends technical expertise, consultative selling, and business development to identify opportunities, solve customer challenges, and position Pelican as a trusted manufacturing and engineering partner.
This is not a transactional sales role.
You’ll act as a technical problem solver and growth partner, working directly with customers to understand applications, uncover unmet needs, and deliver engineered wire and cable solutions that drive long‑term value—for customers and for Pelican’s employee‑owners.
In this role, you won’t just sell products.
You will shape solutions, influence design decisions, and build strategic partnerships that fuel sustainable, profitable growth.
You’ll also serve as the voice of the customer internally, translating market insights and technical challenges into opportunities for innovation, process improvement, and business expansion.

Key Duties & Responsibilities:
Business Development & Revenue Growth

• Identify, develop, and secure new business opportunities with prospective customers across target industries and strategic markets.
• Expand revenue within existing accounts through consultative selling, strategic relationship development, and identification of new applications or programs.
• Build and manage a strong, qualified pipeline through prospecting, networking, referrals, trade shows, and customer visits
• Develop account growth strategies that support long-term revenue, margin expansion, and market diversification.
• Maintain regular customer contact through visits, calls, virtual meetings, and business reviews to strengthen partnerships and uncover opportunities.
• Travel regularly (25–50%) to support customer development, technical sales efforts, and strategic account management.

Technical Sales & Customer Partnership

• Align Pelican’s manufacturing capabilities with customer applications, specifications, and business objectives
• Lead technical discovery conversations by asking thoughtful questions that uncover customer requirements, risks, pain points, and future opportunities.
• Analyze customer drawings, specifications, and application requirements to develop accurate, competitive, and technically sound solutions.
• Prepare quotations, technical proposals, and specification packages for moderately complex projects.
• Develop and deliver technical presentations, product demonstrations, and customer education sessions that communicate Pelican’s capabilities, solutions, and future opportunities.
• Build customer confidence by proactively addressing technical, commercial, and operational concerns throughout the sales cycle.
• Support quote-to-order transfer to ensure technical accuracy, customer alignment, and successful operational execution.
• Maintain knowledge of industry standards, certifications, competitive technologies, and emerging market trends.

Strategic Collaboration & Voice of Customer

• Partner cross-functionally with engineering, operations, quality, supply chain, and marketing teams to ensure successful customer solutions and execution.
• Serve as a technical liaison between customers, suppliers, and internal teams.
• Capture and communicate voice-of-customer insights to support product enhancements, innovation opportunities, and strategic growth initiatives.
• Collaborate with internal teams to improve customer responsiveness, technical offerings, and market competitiveness.
• Support process improvement, product development, and best practice initiatives that strengthen Pelican’s value proposition.
• Contribute to documentation, standardization, and knowledge-sharing efforts that improve scalability and execution discipline.

Required Qualifications:

• Bachelor’s degree in Engineering, Technical Sales, Business, or related technical field required.
• 3+ years of experience in technical sales, business development, applications engineering, or consultative sales within a manufacturing environment.
• Wire & cable, plastics, industrial manufacturing, or engineered product experience preferred.
• Demonstrated success developing new business and expanding strategic customer relationships.
• Strong ability to influence, persuade, and negotiate in technical and commercial environments.
• Proven ability to create trust and credibility with technical, purchasing, operational, and executive stakeholders.
• Excellent communication and presentation skills with the ability to translate technical concepts for diverse audiences.
• Strong analytical, project management, and problem-solving capabilities.
• Ability to interpret technical drawings, specifications, and manufacturing capabilities.
• Lean, Six Sigma, or continuous improvement experience preferred.
• Self-starter with strong ownership mentality, strategic thinking, and ability to work autonomously.

Key Success Metrics

• New business revenue generation
• Existing account expansion
• Pipeline growth and conversion
• Gross margin performance
• Quote conversion rate
• Customer retention and strategic account growth
• Customer engagement effectiveness
• Cross-functional project execution

Environmental Requirements:
Primarily office‑based with regular interaction in manufacturing and customer environments. Occasional exposure to production areas may require steel‑toe shoes and hearing protection.
Physical Demands:

• Ability to communicate effectively in person, virtually, and via phone
• Ability to review technical documents, drawings, and specifications
• Ability to sit, stand, and travel for extended periods
• Ability to safely navigate manufacturing and customer environments

Work Environment & Safety Notice
This role may require working near industrial equipment that can generate electromagnetic fields (EMF). Exposure to electromagnetic fields (EMFs) may affect certain implanted medical devices. We are committed to providing a safe workplace. If you believe you may need an accommodation to perform the essential functions of this job, please let us know during the application process or at any time.

Additional Comments: 
At Pelican Wire, our Business Development Engineers play a critical role in building the future of our company.
By combining technical expertise, consultative selling, and customer partnership, this role directly contributes to growth, innovation, and shared success for our employee‑owners.
This is more than sales — it’s engineering‑driven business growth!
 
As required by the Americans with Disabilities Act reasonable accommodations may be made to qualified applicants and/or employees to perform essential job functions.

Pelican Wire/Wire Experts Group is an equal opportunity employer. Applicants and/or employees will be provided equal opportunity without regard to age, race, religion, sex, sexual orientation, gender identity, color, disability, veteran tatus, national origin or any other protected characteristic.

Note: Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.  

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