About the job
Position Overview
Reporting to the General Sales Manager,this role is responsible for driving growth through a combination of Business Development, Account Management, and Technical Leadership in the geotechnical and environmental monitoring space. This role leads Account Management efforts within their region of residence whilst supporting Business Development activities across Canada, particularly with engineering consultants and end-user markets. The incumbent provides application expertise, supports sales team development, contributes to sales planning, and ensures lead and opportunity processes drive consistent execution and customer success.
What You Will Be Doing
Leadership
Build support and engagement for corporate and departmental initiatives and objectives.
Demonstrate alignment with company values, vision, and mission.
Business Development
Lead national business development efforts in the geotechnical and environmental instrumentation, equipment, and consumables space.
Execute growth strategies to expand market presence and drive revenue across key segments, including consulting engineers and resource-based end users.
Develop new customer relationships and identify untapped opportunities across market verticals.
Manage opportunity funnel performance from generation through closure, with a regional lens.
Achieve and surpass sales objectives, including:
Overall revenue and gross margin by geographic territory and division.
Opportunity funnel performance, including generation through closure.
Identification of new customers, products, markets, and revenue.
Territory revenue by Customer Phase, Marketing Segment, and Item Class Group.
Deep market knowledge and a strategic growth mindset.
Account Management
Actively grow wallet share of assigned or acquired customers, focusing on long-term relationship development in the Earth Sciences sector.
Ensure account plans are in place and tailored to market segment, item class group, and customer phase.
Nurture high-value accounts by identifying ways to support and retain customers through expert consultation and dependable service.
Achieve and surpass account-specific sales objectives, including:
Overall revenue and gross margin by individual accounts.
Maximizing wallet share by customer.
Acquiring, growing, and nurturing accounts.
Account revenue by Customer Phase, Market Segment, and Item Class Group.
Technical Leadership – Monitoring Systems
Act as a subject matter expert in geotechnical and environmental monitoring systems and consumables.
Provide real-time application support during client interactions and in collaboration with BD/AM staff.
Deliver training, coaching, and technical guidance to internal teams and customers.
Gather field feedback to influence product development, positioning, and improvements.
Strategic Sales Contribution
Contribute to quarterly and annual sales strategy planning, leveraging insights from field activity and product performance.
Participate in sales management and cross-functional planning sessions to advance divisional goals.
Identify opportunities for innovation, market trends, and potential new product or service offerings.
Sales Enablement & Systems
Actively participate in OMS and CRM-related processes to ensure proper documentation of opportunities and customer activities.
Provide feedback on pricing strategies, product positioning, and sales tool effectiveness.
Support continuous improvement in lead and opportunity management systems by incorporating feedback from technical and field sales experiences.
What You Must Have or Be:
Approachable, driven, and positive individual who thrives in a fast-paced, results-oriented environment.
Demonstrated ability to build trust and strong, long-term relationships with customers, suppliers, peers, and team members.
High emotional intelligence with a reputation for honesty, integrity, and accountability.
Strong communication and coaching skills with the ability to clearly convey expectations, provide constructive feedback, and motivate others.
Experience developing and mentoring individuals to accelerate learning and performance within dynamic teams.
Proven ability to execute sales strategies, forecasting, and budgeting based on strong market insight and sound judgment.
Skilled in managing both high- and low-value sales, with a focus on delivering consistent results and strong customer satisfaction.
Solid understanding of sales processes, pricing strategies, and customer service optimization in technical B2B environments.
Proficient in identifying business opportunities and translating market trends into actionable tactics.
Strong analytical skills with the ability to assess and improve business processes, pricing models, and system utilization.
Demonstrated success in driving continuous improvement initiatives and leveraging automation to improve efficiency.
Exceptional project management skills with a track record of leading complex, cross-functional initiatives from planning to execution.
Effective use of data and KPIs to monitor performance, identify gaps, and implement improvements.
Excellent critical thinking and problem-solving skills, with the ability to make sound decisions even with incomplete information.
Self-aware and growth-oriented, with the ability to identify personal development needs and follow through with professional action plans.
Highly organized and efficient, with a strong ability to prioritize and complete tasks within tight deadlines.
Demonstrated ability to collaborate and maintain strong working relationships with fellow managers and executive leadership.
Frequent travel is required.
Valid driver’s license is required.
Business degree/diploma is preferred.
Minimum of 4 years of experience successfully utilizing professional sales process systems such as OMS, Sandler, SugarCRM.
Previous experience in target markets and product lines, along with existing industry contacts, is an asset.