Commercial Manager of Technical Solutions (Whippany)

Lead commercial growth for Mechanical Solutions, LLC (MSI) and the broader UPS technical solutions portfolio. The manager develops market and account plans, directs opportunity development, strengthens proposals and pricing, and connects MSI engineering capabilities with UPS customers and field services.

The role owns commercial results and coordinates closely with the MSI President and technical leaders, who own project execution, staffing, and delivered financial performance.

Key Responsibilities:

Market and account development

• Develop annual growth priorities for diagnostics, vibration, troubleshooting, engineering, VibVue, and other technical solutions; identify attractive customer segments and applications
• Build relationships with strategic customers, UPS sales leaders, and acquired businesses to generate qualified opportunities and cross-selling
• Lead major pursuits from discovery through commercial close, engaging engineers early to validate technical scope and delivery capacity
• Coach sales engineering and product management staff on account planning, customer conversations, and disciplined follow-up

Proposals and commercial governance

• Oversee commercial quality and timeliness of proposals, including scope clarity, assumptions, pricing recommendations, margin expectations, and required approvals
• Coordinate with the MSI President and technical leaders on resourcing, delivery risk, estimated cost, and commitments before an offer is released
• Lead commercial negotiations within delegated authority and partner with Commercial Contracts on MSAs, terms, and exceptions
• Maintain reliable opportunity records and forecasts; reconcile major pursuits with MSI quote logs and operational backlog to avoid double counting

Product and team leadership

• Direct VibVue commercialization through the Product Manager, including product sales, recurring analysis services, channel partners, and service pull-through
• Set clear responsibilities and priorities for sales engineering and product management; recommend hiring, training, and coverage changes as the portfolio grows
• Partner with Marketing on technical content, case studies, campaigns, conferences, and sales enablement
• Use win-loss, pipeline, bookings, pricing, and booked margin data to improve the commercial model

Qualifications:

• Demonstrated commercial leadership in technical services, engineered products, or industrial equipment serving complex B2B customers
• Ability to discuss rotating equipment, vibration, reliability, or field engineering with technical credibility; deep expertise in every MSI specialty is not required
• Experience directing proposals, pricing, contracts, and cross-functional pursuits with delivery teams
• Experience coaching technical sellers and managing a disciplined pipeline and forecast
• Strong written communication, customer presence, and judgment in balancing growth with delivery risk
• Willingness to travel to customers and UPS locations.

Preferred Experience:

• Engineering degree or comparable technical industry experience
• Experience with power, refining, petrochemical, water and wastewater, or related industrial markets
• Familiarity with diagnostic hardware, software-enabled services, or channel sales

Key Success Measures:

• Qualified pipeline and bookings growth across technical solutions, with sound booked margin
• Improved proposal quality, turnaround, conversion, and forecast reliability
• Measurable UPS/MSI cross-selling and development of VibVue product and recurring services
• Effective development and deployment of the sales engineering and product teams

Benefits Offered:

• Medical/Dental/Vision
• Health Savings Account
• Short-term disability
• 100% employer paid Long-term Disability
• 100% employer paid life insurance
• 401K match
• Paid time off
• Employee Assistance Program

EEOC Statement:

Universal Plant Services is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, sexual orientation, gender identity, national origin, citizenship status, protected veteran status, genetic information, or physical or mental disability.