Job Overview
The Sales Manager is responsible for building, maintaining, and growing relationships with key clients to drive revenue and ensure customer satisfaction. This role involves conducting sales activities, understanding client needs, developing strategy managing the Key Account Managers, and serving as a trusted advisor to deliver tailored solutions that align with Spence Corrosion Services’ goals and customers’ objectives. The Sales Manager will focus on the corrosion and erosion industry, ensuring that client needs are met with the highest level of service and expertise.
The ideal candidate for Spence Corrosion Services is a disciplined and credible seller who effectively qualifies leads, identifies key decision-makers, and converts prospects into clients. You will be responsible for selling specialized corrosion protection solutions tailored to the needs of various industries, including Oil & Gas, Energy, and Transportation. As a representative of Spence Corrosion Services, you will embody and advocate for the company's vision, culture, and values.
Duties & Responsibilities
Manage Key Account Managers
- Responsible for overseeing the two Key Account Managers.
- Directly manage and support these managers to ensure alignment with company goals.
- Provide strategic leadership and mentorship to Key Account Managers, fostering a culture of continuous learning and improvement.
- Develop and implement training programs focused on advanced sales techniques, marketing strategies, and client engagement.
- Teach Key Account Managers effective sales marketing strategies to enhance brand visibility and client acquisition and conduct workshops on crafting compelling presentations and delivering impactful pitches to prospective clients.
- Guide Key Account Managers on setting and achieving ambitious sales targets and inspire them to innovate and adopt new approaches to sales and client management.
- Implement performance metrics and regular reviews to ensure alignment with strategic goals and to drive consistent sales growth.
- Equip Key Account Managers with skills to build and maintain strong client relationships, ensuring high levels of customer satisfaction and loyalty.
- Facilitate role-playing sessions and client interaction simulations to enhance communication and negotiation skills.
- Promote a team-oriented environment where insights and feedback are actively exchanged to improve overall team performance.
- Regularly assess and refine sales processes to align with evolving market trends and client needs.
Client Relationship and Management
- Build and maintain long-term relationships with new and repeat customers to foster loyalty and trust.
- Conduct regular face-to-face meetings, phone calls, and virtual meetings with clients to understand their needs and provide tailored solutions.
- Act as the primary point of contact for assigned accounts, ensuring prompt and professional communication.
- Proactively address client concerns and resolve issues to ensure high levels of satisfaction.
- Provide regular updates and insights to clients on new products, services, and industry trends, especially those related to corrosion and erosion prevention.
- Aggressively develop new business relationships with targeted prospects.
Sales and Account Growth
- Identify opportunities to upsell and cross-sell products or services to maximize revenue from existing accounts.
- Develop and execute strategic account plans to achieve sales targets and grow market share in the corrosion and erosion industry.
- Monitor and analyze market conditions, competitor activity, and customer feedback to identify growth opportunities.
- Educate customers on the financial and operational benefits of Spence Corrosion Services’ products and services.
- Prepare and deliver compelling sales presentations, proposals, and business reviews tailored to client needs.
- Carry and exceed your bookings target; manage your pipeline and plan to achieve it.
- Maintain a clear, current view of your sales funnel—know your opportunities, gaps, and close plan.
- Drive pipeline health, quote velocity, and win rate; act promptly when issues arise.
- Take ownership of results; diagnose shortfalls quickly and implement corrective actions.
- Drive the full sales cycle from prospecting to closing.
- Develop and execute disciplined win strategies for major pursuits.
Reporting Analysis
- Maintain accurate records of all sales activities, customer interactions, and account details in the CRM system.
- Provide weekly reports to the Vice President of Operations on sales activities, leads generated, and account progress.
- Analyze account performance and develop strategies to address any challenges or underperformance.
Cooperation and Teamwork
- Work closely with internal teams (e.g., operations, human resources, customer service) to align strategies and ensure seamless service delivery.
- Share customer feedback with relevant teams to improve products, services, and processes.
- Participate in team meetings, training sessions, and strategy discussions to contribute to overall business growth.
- Collaborate with technical teams to provide clients with tailored solutions to address their specific corrosion and erosion challenges.
Travel and Client Engagement
- Travel is required to meet with clients, conduct site visits, or attend company meetings at the main office in Nisku.
- Attend industry events, conferences, and trade shows to represent Spence Corrosion Services and build professional networks.
Qualifications
Education
- High School Diploma required.
- Bachelor’s degree in business, Sales Marketing, or a related field is preferred.
Specialized Knowledge
- Understanding of the corrosion and erosion industry, including knowledge of protective coatings, linings, and other related solutions.
- Familiarity with industrial applications and challenges related to corrosion and erosion.
- Proficiency in CRM software and Microsoft Office Suite (e.g., Word, Excel, PowerPoint, Odoo, Smartsheet).
Skills & Abilities
- Skilled in discovery-led, consultative selling; qualifies rigorously.
- Technical aptitude to learn solutions and collaborate with operations team.
- Established network in the oil and gas industry.
- High integrity and commitment to delivering Spence Corrosion’s values
- Exceptional interpersonal and communication skills, with the ability to build strong relationships.
- Strong negotiation, problem-solving, and conflict-resolution abilities.
- Analytical mindset with the ability to interpret data and identify trends.
- Self-motivated, results-driven, and able to work independently or as part of a team.
- Strong organizational skills and attention to detail.
- Knowledge of project management methodologies
- Understanding of corrosion engineering and related industry standards.
Professional Certifications
- Certifications in sales, account management, or related fields are an asset.
- Training or certification in corrosion and erosion prevention (e.g., AMPP) is a strong asset.
Experience
- Minimum of 5+ years of experience in sales, preferably in the corrosion and erosion industry or in a related technical field.
- Proven track record in leading complex sales cycles (12+ months, six- to eight-figure deals).
- Demonstrated success in closing $1M+ projects
Join us as a Sales Manager where your leadership will energize our team! Bring your expertise in sales strategies, team supervision, and customer engagement to create an inspiring experience. We value proactive professionals who are passionate about retail excellence—ready to make an impact every day!
Pay: From $100,000.00 per year
Benefits:
- Casual dress
- Dental care
- Employee assistance program
- Extended health care
- Life insurance
- On-site parking
- Paid time off
- RRSP match
Work Location: In person
