Strategic Sales / Government & Prime Contractor Relations Manager

Company: TST Fab & Machine, LLC
Location: Norfolk, VA

• Base Salary: Based on Experience
• Total Compensation: Directly tied to performance and revenue growth

Work Schedule

·         Monday – Thursday: 7:00 AM – 4:30 PM
Friday: 7:00 AM – 11:00 AM
(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

Key Responsibilities

• 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

Performance Expectations

• 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

Required Qualifications

• 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

Preferred Experience

• 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

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.