Sales Manager

Company Summary Headquartered in the greater Toronto area, Process & Steam Specialties is an innovative, privately-owned company that specializes in the development and distribution of high-quality industrial valves and steam ancillaries. With over 75 years of industry experience, Process & Steam Specialties is recognized as one ofCanada’s leading master distributors and is proud to service wholesale, retail and OEM customers.All Process & Steam Specialties products and services are supported through its network of authorized distributors and warehouses across Canada. Process & SteamSpecialties stocks over 25,000 products within 150,000 sq ft of warehouses located in both central and western Canada. With its vast selection of products, Process & Steam Specialties services the food & beverage, commercial building, hospital, institutional, fire protection, HVAC, irrigation, pulp & paper, chemical, mining,water & waste, oil & gas, and power generation industries.JOB SUMMARYThe Sales Manager- Western Canada is responsible for the development of new accounts in Western Canada and/or generating new business from existing accounts for a member of Process and Steam Specialties (PSS Group) Reporting to the General Manager of Process and Steam Specialties (PSS Group), the Sales Manager – Western Canada is a team player recognized as an Outside Sales Champion who has repetitively and successfully sold various products to customers. Particularly, when it comes to dealing with our market, the Sales Manager is skilled in relationship building with customers, specification engineers, and other key actors to optimize customer engagement, satisfaction, retention and brand promotion. Also, the Sales Manager is an effective leader who provides leadership to obtain maximum sales revenues and attainment of corporate objectives through his own actions, and through a team of Sales Representatives that he effectively manages.JOB RESPONSIBILITIESSell Tech products and Services and provide leadership to obtain maximum sales revenues in assigned territory and attainment of business objectives.In collaboration with leadership, create and execute sales strategy/plan for Winnipeg, and other strategic cities in Western Canada, including prospecting, qualifying, and cultivating new sales leads and enhancing existing account sales. As required, effectively partner with specification engineers or other key peers in the organization to assist in closing complex and/or technical sales that require additional expertise. In collaboration with leadership, the Sales Manager participates in the hiring process of new Sales representatives.Build, manage, mentor, and grow sales representatives within assigned territory.Responsible for firing, performance appraisals, and pay reviews of their direct reports.Train staff, set quotas, and allocate resources to ensure revenue targets are met. Through various effective customer centric approaches, connect, build trust, and establish meaningful relationships with current and potential customers in a predefined territory through face-to-face meetings, phone and Internet interactions (e.g., chat, email, video conferencing, etc.). Convert qualified leads into clients by effectively engaging them through the Marketing & Sales Funnel via tailored discovery discussions, requirements gathering, and meaningful solutions introduction.Optimize customers satisfaction and retention by supporting customers through each stage as part of company customer experience program and create sales reports.Collaborate internally with peers (other sales representatives, development team, engineering team, etc.) on quality and/or engineering specifications related to customer inquiries to ensure alignment with customer requirements.Identify opportunities to cross sell, upsell, and renew contracts with customers.Review client’ inquiries documentations to determine appropriate products and/or services selection, including creation of order notations related to exceptions, deviations and rebates. Respond to customers’ requests (clarification on quotation, and purchase order requirements).Assist, as needed, with technical advice for products and/or services, day-to-day operations, sales initiatives such as products’ presentations, Trade Show participation, product training, clients’ visits…Maintain accurate and up-to-date records on company CRM system of all important customer correspondence, quotations, commitments, contracts, etc. REQUIRED EXPERIENCEMinimum 10 years’ experience selling mechanical industrial Process steam system as a sales manager or as a sales field specialist or, equivalent client-facing experience, and with demonstrated success.Successful in presenting and selling mechanical solutions to executives, management, field and engineering personnel from organizations in the industrial field.Minimum 6-7 years building a sustainable and impactful Sales Pipeline by developing relationships with major Canadian based Distributors, identifying opportunities for service improvement, selling and/or upselling, and successfully achieving sales targets and client loyalty and retention.Good technical level understanding of a few relevant products from at least three of the following brands (or competitive brands): Flowserve, ITT, Asco, HaloniumSuccessful experience in customers’ accounts ongoing maintenance and service (An asset). EDUCATIONBachelor's Degree in Sales, and/or Business Development, and/or mechanical engineering, and/or or Electrical Engineering, and/or Fire Protection and Safety, and/or Manufacturing, and/or equivalent education/training/experience.SKILLS/COMPETENCESBroad knowledge of the mechanical industrial Process steam system, instrumentation, systems Controls and/or Metering fields.Proven mastery of Sales techniques, so that they can naturally identify improvement opportunities for the team, train/coach peers when it is required, and know when it is time to close a deal.Demonstrated ability to perform highly without supervision, and to be self-motivated.Maintains a large, influential network of contacts with highly visible industry presence.Strong technical expertise, and the proven ability to remain current with respect to industry trends, provincial and federal legislative policies and changes.Strong negotiation skills, and the ability to close complex deals.Demonstrated ability to communicate, and present effectively to others.Proven organizational skills and the ability to effectively manage a budget.Strong commitment to be at service and bring value to others.Ability, and willingness to learn new platforms/applications/solutions.Excellent interpersonal relations and demonstrated ability to work with others effectively in teams.Ability to demonstrate confidence and establish trust with our customers.Ability to transfer knowledge, and mentor others.Detail and results-oriented; able to balance multiple priorities and work under tight deadlines.Positive attitude combined with the desire to contribute to the success of AFP.Be well versed in Microsoft programs (Word, Excel, PPT, Teams, Outlook). French language would be an asset.WORKING CONDITIONSField and Warehouse environmentsUsing a computer keyboard and mouse for some time Travel within Western Canada is required for client facing meetings: 60%WHAT WE OFFERCompetitive compensation and benefitsCareer Advancement in a fast-paced teamContinuing education and training Vehicle AllowanceBeing a part of an exciting team that is passionate about serving others.ABOUT Process and Steam SpecialtiesAt Process and Steam Specialties, we know that being a reputable industry leader is possible through a team of experienced, supported, knowledgeable, and empowered people to be the very best they can be – so that they can make an impact that matters for customers, peers, the community, and for their own careers. Apply now and push your career to the next level with Process and Steam Specialties.By applying for a position with Process and Steam Specialties, you understand that, should you be made an offer, it will be contingent on your undergoing and successfully completing a background check consistent with Pump Tech employment policies. Background checks may include some or all of the following based on the nature of the position: SIN validation, education verification, employment verification, criminal check and/or drug test. You will be notified during the hiring process, which checks are required by the position.