Sales Specialist, Overhead Crane Service Modernization

The Sales Specialist, Overhead Crane Service Modernization, is responsible for driving growth within Mazzella Companies Overhead Crane Modernization business by developing, managing, and closing modernization opportunities with existing and new customers. The Overhead Crane Modernization Sales Specialist serves as a technical and commercial resource to customers by identifying electrical, mechanical, structural, and control system upgrade opportunities that improve safety, reliability, capacity, and lifecycle performance of overhead crane systems.

This role requires a strong working knowledge of overhead crane electrical systems, mechanical components, runway and structural interfaces, and modernization best practices. The position partners closely with engineering, project management, field service, and operations teams to deliver profitable, technically sound modernization solutions that meet customer objectives

Please note this position is remote with approximately 50 - 75% travel across the United States to serve regional customers. Travel depends on project load and geographic assignment.

Job Duties:

• Serve as the Mazzella Subject Matter Expert for overhead crane modernization solutions within assigned territory or accounts
• Identify and develop high-value modernization opportunities including electrical upgrades, control system replacements, mechanical refurbishments, runway improvements, and capacity or code-compliance projects
• Conduct on-site assessments of overhead crane systems to evaluate electrical, mechanical, and structural condition and modernization potential
• Develop and execute sales plans and business strategies aligned with modernization growth targets
• Meet or exceed established monthly and annual sales and margin objectives
• Engage, develop/nurture long term relationships with customer stakeholders ranging from maintenance and engineering to operations leadership and executive management
• Collaborate with engineering and operations teams to develop accurate scopes of work, budgets, and schedules
• Present Mazzella’s modernization value proposition, including safety, reliability, lifecycle cost reduction, and performance improvement
• Negotiate project pricing, terms, and contracts in accordance with Mazzella’s commercial and margin expectations
• Submit deal sheets outlining project scope, pricing, risk, sales forecasts, and margin expectations
• Act as the primary point of contact throughout the pre-award and post-award phases of modernization projects
• Support project execution by maintaining customer communication and managing expectations through completion
• Identify opportunities for follow-on modernization, service, inspection, and reliability programs
• Partner with Corporate Marketing and management to support modernization campaigns, tools, and sales enablement efforts
• Other duties as assigned

Education:

Undergraduate degree from an accredited college or university with a focus in Engineering, Business Administration, Construction Management, or a related discipline preferred. In the absence of a degree, directly related experience in overhead crane systems, electrical/mechanical sales, or industrial modernization may offset the degree requirement.

Experience & Skills:

• Five or more years of experience in overhead crane systems, crane modernization, industrial equipment sales, or related technical field
• Strong working knowledge of:
• • Overhead crane electrical systems and controls
  • Mechanical crane components (hoists, trolleys, drives, brakes, wire rope, etc.)
  • Runway systems and crane-supporting structural interfaces
• Demonstrated ability to identify, develop, and close technically complex projects
• Ability to communicate effectively with shop floor personnel, engineers, and executive leadership
• Demonstrated competency in:
• • Opportunity Assessment
  • Project Scoping and Risk Evaluation
  • Financial and Margin Analysis
  • Project Management
  • Negotiation
  • Team Selling
  • Technical Sales Presentations
• Results-oriented, self-motivated, and disciplined with a strong sense of ownership
• Proven ability to build long-term customer relationships
• Experience using CRM systems for opportunity tracking and forecasting
• Strong written and verbal communication skills
• Demonstrated mechanical and electrical aptitude
• Strong analytical, planning, and organizational skills
• Ability to lift or pull a minimum of 50 pounds
• Proficiency with Microsoft Office applications
• Valid driver’s license in good standing that meets company requirements
• Must successfully complete criminal background check, physical, drug screen, and E-Verify

Safety

• Demonstrate a personal commitment to preventing workplace injuries and promoting safe work practices
• Read, understand, and support execution of all Mazzella health and safety programs
• Reinforce expectations that all incidents and near misses are reported immediately
• Participate in incident investigations and corrective action development as required
• Ensure compliance with all applicable safety rules and regulations
• Contact the Director of Safety when contacted by any regulatory agency
• Identify and help mitigate workplace hazards
• Support early return-to-work initiatives following work-related injuries