Sales Engineer/Business Development Manager

Abel Construction Company, Inc.; Nashville (TN); On-site; USD 90,000 - 130,000; Full time

Job summary

Apex Integration is seeking a Sales Engineer / Business Development Manager to own and grow our Middle Tennessee territory. You will build strategic relationships with manufacturers within a ~3-hour radius of Nashville, translating plant-floor problems into engineered automation solutions and driving repeat business.

The role emphasizes territory strategy, pipeline management, and customer relationships, with leadership in solution selling across controls, PLC/HMI programming, panels, and

Qualifications

• 5+ years of B2B sales or business development in industrial automation, controls, robotics, or manufacturing services.
• Established relationships with manufacturing decision-makers in Middle Tennessee or surrounding region.
• Track record of winning and growing accounts through relationship-driven, consultative selling.
• Working knowledge of how plants run: production lines, maintenance priorities, downtime drivers, and capital project cycles.
• Willingness to travel regionally with occasional overnights.

Responsibilities

• Own sales across a ~3-hour drive radius of Nashville, covering Middle Tennessee and surrounding markets in Kentucky, Alabama, and neighboring states.
• Build and execute a territory plan prioritizing automotive OEMs, Tier 1 and 2 suppliers, and other manufacturers.
• Manage a disciplined pipeline in the CRM from first contact through award with accurate forecasting and timely follow-up.
• Meet or exceed annual bookings and gross margin targets.
• Develop trusted relationships with plant managers and engineers; grow existing accounts into repeat and program business.

Skills

Territory sales

Relationship management

Negotiation

CRM proficiency

Account growth

Presentation skills

Sales forecasting

Education

Bachelor's degree in engineering or business

Tools

Salesforce / CRM

MS Office

Job description

About the Role

Apex Integration is hiring a Sales Engineer / Business Development Manager to own and grow our Middle Tennessee territory. You will build relationships with manufacturers across a roughly 3-hour radius of Nashville, turn plant-floor problems into engineered automation projects, and grow repeat business with the accounts you win. This is a senior individual-contributor role with full ownership of territory strategy, pipeline, and customer relationships.

What You'll Do -

Territory and pipeline ownership

• Own sales across a ~3-hour drive radius of Nashville, covering Middle Tennessee and surrounding markets in Kentucky, Alabama, and neighboring states.
• Build and execute a territory plan that prioritizes automotive OEMs, Tier 1 and Tier 2 suppliers, food and consumer goods, distribution, and other advanced manufacturers.
• Manage a disciplined pipeline in the CRM from first contact through award, with accurate forecasting and timely follow-up.
• Meet or exceed annual bookings and gross margin targets.

Customer relationships

• Develop trusted relationships with plant managers, maintenance and controls leaders, manufacturing and process engineers, and procurement.
• Grow existing accounts into repeat and program business. The goal is not just this project but the next one.
• Lead with warm introductions and referrals, leveraging partner, OEM, and Abel Construction relationships to open doors.

Solution selling

• Lead with Apex's integration services: controls engineering, PLC/HMI programming, custom panels, industrial electrical, robotics, and lifecycle service programs.
• Attach product sales (robots, welding equipment, aluminum framing and guarding) where they strengthen the solution.
• Walk plants with customers to identify downtime, throughput, safety, and labor challenges, and translate them into scoped opportunities.
• Partner with Apex engineering to define scope, develop proposals and estimates, and present solutions to customers.
• Negotiate terms and close, then hand off cleanly to project management and stay engaged through delivery.

Partners and market presence

• Work closely with OEM partner and distributor sales teams to pursue joint opportunities and convert partner-sourced leads.
• Identify cross-sell opportunities with Abel Construction on new plants, expansions, and retooling projects.
• Represent Apex at trade shows, industry events, and customer site visits.
• Share market intelligence on competitors, customer capital plans, and emerging projects with leadership.

What You Bring -

Required

• 5+ years of B2B sales or business development in industrial automation, controls, robotics, industrial electrical, or manufacturing services.
• Established relationships with manufacturing decision-makers in Middle Tennessee or the surrounding region. This carries significant weight.
• A track record of winning and growing accounts through relationship-driven, consultative selling.
• Working knowledge of how plants run: production lines, maintenance priorities, downtime drivers, and capital project cycles.
• Comfort walking a plant floor and holding a credible conversation with engineers and maintenance teams.
• Strong communication, proposal, and presentation skills.
• Proficiency with CRM tools and Microsoft Office.
• Valid driver's license, clean driving record, and willingness to travel regionally with occasional overnights.

Preferred

• Technical background in controls, automation, or robotics (engineer, technician, integrator, or OEM/distributor rep).
• Familiarity with Rockwell, Siemens, FANUC, or similar platforms.
• Experience selling both engineered services and capital equipment.
• Existing network within automotive OEMs and Tier 1 suppliers.
• Bachelor's degree in engineering, engineering technology, or business, or equivalent experience.

Location and Travel

This role is based in Nashville, TN. Expect frequent day travel to customer sites across the ~3-hour territory, with occasional overnight trips for multi-day site visits, trade shows, and partner meetings.

Why Apex

• Ownership of a growing territory with real influence on how Apex scales its sales function.
• Executive leadership with hands-on experience in automation and commissioning.
• A hands-on engineering team that backs you on scoping and delivery.
• Strong OEM and distribution partnerships that give you a full solution to sell.
• Access to large industrial and capital projects through our relationship with Abel Construction.
• Competitive compensation, incentives, and benefits.