Reports to: General Manager, Industrial
Travel: Significant travel across Canada and the USA (Passport and travel documentation required)
Summary:
ICT Industrial is seeking a high‑performing Regional Sales Manager - Industrial to drive revenue expansion across North America. This is a senior individual‑contributor sales role focused on originating, shaping, and winning complex industrial, EPC, and engineered‑to‑order opportunities.
The Regional Sales Manager - Industrial owns the full commercial lifecycle—from market development and opportunity creation through proposal leadership, negotiation, and close. This role works closely with estimating, engineering, operations, fabrication, and executive leadership to ensure opportunities pursued are strategically aligned, commercially sound, and operationally executable.
This is a senior, individual‑contributor role with full ownership of a defined region/territory. While there are no direct reports, the role carries end‑to‑end responsibility for pipeline development, revenue growth, and major account relationships.
Key Responsibilities
Market Development & Opportunity Creation
- Identify and develop new business opportunities across core industrial sectors, including power, data centers, manufacturing, mining, energy, process facilities, and specialty industrial construction.
- Proactively engage owners, EPCs, general contractors, and strategic partners to generate qualified opportunities.
- Map buying centers and build multilevel relationships within client organizations.
- Support geographic and sector expansion initiatives in Canada and the United States.
Pipeline Ownership & Revenue Growth
- Build, manage, and maintain a balanced sales pipeline from early discovery through contract award.
- Lead qualification, pursuit strategy, and bid/no‑bid decisioning in collaboration with leadership and operations.
- Maintain accurate CRM data, opportunity staging, and probability‑weighted forecasts.
- Deliver consistent revenue growth aligned with ICT Industrial’s strategic objectives.
Proposal & Deal Leadership
- Lead commercial and technical proposal development, coordinating inputs from engineering, estimating, fabrication, field services, safety, and project controls.
- Ensure bid packages are aligned with ICT’s capabilities, risk tolerances, and margin expectations.
- Lead client presentations, commercial negotiations, and contract finalization.
- Support pre‑qualification submissions and master service agreements with key clients.
Cross‑Functional Collaboration
- Collaborate closely with the General Manager and ICT Group leadership to align sales efforts with operational capacity and strategic priorities.
- Leverage the broader ICT Group (ICT Canada, ICT USA, fabrication, specialty divisions, and partners) to bring integrated solutions to clients.
- Support smooth handovers from sales to project execution teams following award.
Market Intelligence & Representation
- Monitor market trends, competitor activity, and emerging client requirements to inform sales strategy.
- Represent ICT Industrial at industry events, conferences, and client meetings.
- Contribute to development of sales collateral, capability decks, and case studies as needed.
Qualifications & Experience
- 10+ years of successful sales or business development experience in industrial construction, EPC, engineered‑to‑order systems, or industrial services.
- Proven history of sourcing and closing complex, multi‑stakeholder industrial projects.
- Strong understanding of industrial project lifecycles, commercial contracting, and EPC delivery models.
- Comfortable engaging at executive and technical levels with owners, EPCs, and partners.
- Demonstrated ability to operate independently while collaborating cross‑functionally.
Education
- Bachelor’s degree in engineering, construction management, business, or a related discipline preferred.
- Equivalent industry experience will be considered.
Key Attributes
- Results‑driven, self‑motivated sales professional with a strong hunter profile.
- Commercially astute with the ability to balance opportunity pursuit and risk management.
- Excellent communication, presentation, and negotiation skills.
- High level of integrity, professionalism, and client focus.
- Willingness to travel regularly across Canada and the United States.
- Why ICT Industrial
- Opportunity to personally drive growth within a respected, technically capable industrial EPC organization.
- High‑impact, visible role working directly with senior leadership.
- Flexibility in work location with access to North American markets.
- Competitive compensation and incentive structure aligned to performance.
Job Types: Full-time, Permanent
Benefits:
- Casual dress
- Company events
- Dental care
- Disability insurance
- Employee assistance program
- Extended health care
- Life insurance
- On-site parking
- Paid time off
- RRSP match
- Vision care
Work Location: In person
