Technical Sales Specialist Job at The Lignum Group in North East

About the Role

An industry-leading industrial services provider is seeking an Insulation Growth Lead to drive the expansion, consistency, and profitability of its insulation service line across the Northeast Region. This is a strategic, hybrid sales-and-operations role designed for a senior insulation professional who can operate at both the front end of growth and the back end of execution. You'll serve as a regional subject-matter expert, growth catalyst, and execution partner, ensuring tight alignment between sales, estimating, commercial operations, and field teams. The role plays a critical part in expanding presence in underpenetrated industrial markets, strengthening estimating discipline, and improving project delivery performance across the region.

Key Responsibilities

1. Growth & Market Development

• Drive insulation-focused business development across all industrial markets in the Northeast
• Identify whitespace opportunities, emerging markets, and strategic accounts
• Support Area Sales Managers and Outside Sales Reps in pursuing new insulation opportunities
• Develop and execute regional growth plans with clear KPIs and measurable targets

2. Sales Support & Front-End Leadership

• Partner with sales leadership to qualify opportunities, shape scopes, and strengthen bid strategies
• Serve as the insulation subject-matter expert in customer meetings, pre-bid discussions, and presentations
• Provide early-stage design input, constructability guidance, and technical support
• Promote cross-selling with related service lines such as scaffolding, coatings, and IMP

3. Estimating & Proposal Ownership

• Own insulation-related bid activity with support from estimating and commercial operations teams
• Ensure estimates are competitive, accurate, and executable
• Validate productivity assumptions, crew configurations, and labor strategies
• Lead scope reviews, pricing discussions, and risk assessments

4. Operational Support & Execution Alignment

• Support project handoffs, kickoff meetings, and early execution phases
• Provide insulation-specific expertise to improve safety, productivity, and quality
• Participate in job reviews, validation processes, and post-project lessons learned
• Assist with workforce planning, material strategies, and execution readiness

5. Collaboration & Cross-Functional Integration

• Work closely with sales, estimating, operations, safety, and commercial teams
• Align insulation growth strategies with other industrial service-line growth leads
• Build strong relationships with customers, EPCs, general contractors, and internal leadership
• Support CRM adoption, pipeline accuracy, and commercial discipline

6. Leadership Influence (Without Direct Reports)

• Act as the regional champion for insulation strategy and technical excellence
• Mentor sales teams on insulation solutions, targeting, and positioning
• Promote accountability, urgency, and cross-functional problem-solving

What We're Looking For

• 10+ years of insulation, industrial construction, or related service-line experience
• Strong understanding of insulation systems, productivity models, and industrial workflows
• Experience supporting or leading estimating, project management, or operations
• Proven ability to influence teams without formal authority
• Strong customer-facing communication and presentation skills
• Ability to translate technical scope into clear commercial value
• CRM experience (Salesforce preferred)
• Strong safety-first mindset and knowledge of industry best practices

Key Competencies

• Technical mastery of industrial insulation
• Growth-driven and opportunity-focused mindset
• Strong commercial and pricing acumen
• Ability to bridge sales intent with execution reality
• Strategic thinker with disciplined follow-through
• Trusted advisor to customers and internal stakeholders

What Success Looks Like

• Measurable growth in insulation revenue and margins across the Northeast
• Expansion into new markets and strategic customer accounts
• Improved win rates on insulation opportunities
• Strong alignment between estimating assumptions and field execution
• Increased customer satisfaction and repeat business