Strategic Sales / Government & Prime Contractor Relations Manager

Company: TST Fab & Machine, LLCLocation: Norfolk, VABase Salary: Based on Experience Total Compensation: Directly tied to performance and revenue growth Work Schedule Monday – Thursday: 7:00 AM – 4:30 PMFriday: 7:00 AM – 11:00 AM(Flexibility required for customer engagement and business development)Position OverviewTST 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 ForWe 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 Key ResponsibilitiesLeverage 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 Performance ExpectationsGenerate $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 Required QualificationsDemonstrated 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 Preferred ExperienceBackground 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 Closing Statement 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.