What are the responsibilities and job description for the Strategic Sales / Government & Prime Contractor Relations Manager position at TST Fab & Machine?
Company: TST Fab & Machine, LLC
Location: Norfolk, VA
(Flexibility required for customer engagement and business development)
Position Overview
TST Fab & Machine is seeking a sales professional with an established network in government, defense, shipbuilding, or industrial contracting environments.
This role is not for entry-level or developmental sales. We are specifically looking for someone who already has relationships with prime contractors, procurement professionals, and decision-makers who outsource fabrication work.
The right candidate will bring immediate value by generating RFQs, quotes, and purchase orders aligned with our core capabilities: cutting, bending, welding, and painting.
What We’re Looking For
We are looking for someone who:
We are looking for a producer, not a learner. If you already have the relationships and the drive to bring in work, we want to talk. If you’re looking to build a book of business from scratch, this role will not be the right fit.
Location: Norfolk, VA
- Base Salary: Based on Experience
- Total Compensation: Directly tied to performance and revenue growth
- Monday – Thursday: 7:00 AM – 4:30 PM
(Flexibility required for customer engagement and business development)
Position Overview
TST Fab & Machine is seeking a sales professional with an established network in government, defense, shipbuilding, or industrial contracting environments.
This role is not for entry-level or developmental sales. We are specifically looking for someone who already has relationships with prime contractors, procurement professionals, and decision-makers who outsource fabrication work.
The right candidate will bring immediate value by generating RFQs, quotes, and purchase orders aligned with our core capabilities: cutting, bending, welding, and painting.
What We’re Looking For
We are looking for someone who:
- Already knows who to call to bring in work
- Has existing relationships with prime contractors, government buyers, or subcontracting partners
- Can generate opportunities quickly; not build from scratch over years
- Is aggressive, resilient, and comfortable hearing “no” while continuing to push forward
- Can represent TST professionally and build long-term, trust-based partnerships
- Leverage existing relationships to generate RFQs, bids, and purchase orders
- Develop and maintain a consistent pipeline of fabrication opportunities
- Actively pursue new business with primes, shipyards, and government-related contractors
- Build and strengthen relationships with procurement teams and decision-makers
- Collaborate with internal estimating and production teams to ensure accurate quotes
- Track sales activity, opportunities, and revenue generation
- Represent TST at industry events, networking opportunities, and customer sites
- Generate $2.5M – $5M in annual revenue
- Maintain a consistent flow of RFQs and quoting activity
- Demonstrate measurable growth in new and repeat business
- Contribute to long-term expansion into government and defense markets
- Demonstrated experience in business-to-business sales within manufacturing, fabrication, defense, or industrial sectors
- Existing network of prime contractors, government buyers, or subcontracting partners
- Proven ability to generate revenue through relationship-driven sales
- Strong communication, negotiation, and relationship-building skills
- High level of accountability and ability to work independently
- Background working with or selling into:
- Shipbuilding (Newport News, Navy, etc.)
- Defense contractors
- Industrial fabrication or machining services
- Familiarity with RFQs, scopes of work, and fabrication processes
We are looking for a producer, not a learner. If you already have the relationships and the drive to bring in work, we want to talk. If you’re looking to build a book of business from scratch, this role will not be the right fit.
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