Senior Commercial Lead — Industrial Tech Solutions

Universal Plant Services, Inc.; Whippany (NJ); On-site; USD 140,000 - 180,000; Full time

Benefits offered by this job

Medical/Dental/Vision

Health Savings Account

Short-term disability

Long-term disability (employer paid)

Life insurance (employer paid)

401K match

Paid time off

Employee Assistance Program

Job summary

Universal Plant Services in Whippany, NJ seeks a leader to drive commercial growth for Mechanical Solutions, LLC (MSI) and UPS technical solutions. You will develop market and account plans, guide opportunity development, shape proposals and pricing, and connect MSI engineering capabilities with UPS customers and field services.

You will own the commercial results, coordinate with the MSI President and technical leaders, and oversee risk, staffing, and delivered financial performance, while

Qualifications

• 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.

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-ups.
• 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.

Skills

Commercial leadership

Account planning

Customer engagement

Cross-functional collaboration

Education

Engineering degree

Job description

Universal Plant Services in Whippany, NJ seeks a leader to drive commercial growth for Mechanical Solutions, LLC (MSI) and UPS technical solutions. You will develop market and account plans, guide opportunity development, shape proposals and pricing, and connect MSI engineering capabilities with UPS customers and field services.

You will own the commercial results, coordinate with the MSI President and technical leaders, and oversee risk, staffing, and delivered financial performance, while