Job Description
Madsen is seeking an experienced Outside Sales / Account Manager based from our Madsen Mechanical Services operations in Corunna (Sarnia area), Ontario. The position will be responsible for developing and managing industrial customers throughout Southwestern Ontario, with a primary focus on the Sarnia, London and Windsor markets.
This is a broad industrial sales role representing the products and services of both Madsen Mechanical Services and Madsen Controls & Engineering. While the primary commercial focus is on mechanical services, heavy rotating equipment overhauls, valves, and pumps, the Account Manager will also be expected to identify opportunities across Madsen's electrical, controls, power management, and engineering capabilities, providing customers with a single point of contact to access the broader capabilities of the Madsen organization.
The Account Manager will be responsible for identifying new opportunities, developing new accounts, maintaining and expanding existing customer relationships, and managing the commercial process associated with the sale of Madsen's services and products.
Industrial experience is essential for this position. The successful candidate must know their way around an industrial site and be comfortable dealing directly with maintenance personnel, engineers, tradespeople, operations personnel, procurement departments and plant management. We are looking for someone who understands how industrial maintenance and project work is identified, scoped, quoted, approved and ultimately executed.
This is not strictly a relationship sales position. The Account Manager will remain actively involved in opportunities from the initial customer discussion through proposal development and execution. Responsibilities will include developing scopes of work, preparing proposals and quotations, following up on opportunities, coordinating with Madsen's technical and operations teams, managing change orders and completing the administrative and commercial tasks necessary to successfully deliver the work.
The successful candidate does not need to be an expert in every Madsen product or technical discipline. However, they must have the technical aptitude to recognize opportunities, understand customer requirements and bring the appropriate Madsen specialists into the discussion when required.
You will be expected to spend significant time at customer facilities throughout your territory, utilizing our Corunna shop as your home base, and develop strong, long-term relationships with key industrial accounts.
Essential Duties and Responsibilities
- Independently organize and execute outside sales activities throughout the assigned territory.
- Represent and actively sell the products and services of both Madsen Mechanical Services and Madsen Controls & Engineering.
- Develop new industrial accounts and identify new opportunities within existing accounts.
- Regularly visit customer facilities in the Sarnia, London, Windsor and surrounding markets.
- Develop relationships with maintenance managers, engineers, planners, procurement personnel, operations personnel and plant management.
- Proactively identify, track, and map scheduled plant turnarounds, major outages, and planned equipment overhauls 6 to 18 months in advance across target facilities.
- Identify opportunities for mechanical maintenance, repair, overhaul, field service and equipment upgrades.
- Identify opportunities for electrical, control system, automation, power management and engineering projects.
- Identify opportunities for Madsen's industrial control and power management products and associated integration and service work.
- Develop a strong understanding of customer facilities, equipment and maintenance requirements.
- Conduct site visits and gather the information necessary to properly define customer requirements.
- Engage Madsen's mechanical, controls and engineering specialists as required to develop customer solutions.
- Develop scopes of work, quotations and proposals in cooperation with Madsen's technical and operations teams.
- Follow up on quotations and take ownership of opportunities throughout the sales process.
- Review customer purchase orders and commercial requirements against Madsen's proposals.
- Coordinate commercial and scope-related matters with operations during project execution.
- Prepare and manage change orders, additional work requests and associated customer approvals.
- Ensure that additional work performed is properly documented and commercially addressed.
- Maintain accurate records of opportunities, quotations, purchase orders, customer communications and sales activities.
- Maintain an accurate and current CRM database.
- Develop and maintain an active sales pipeline.
- Provide regular sales forecasts, activity reports and market intelligence to management.
- Proactively cross-sell Madsen's full range of products and services into existing accounts.
- Work closely with Madsen's service, engineering, controls, technical and management teams to ensure customer expectations are understood and met.
- Maintain customer relationships following completion of work to identify future opportunities.
- Continuously develop knowledge of Madsen's capabilities, products and services.
Education, Experience and Requirements
- Significant experience working in or selling to industrial facilities.
- Previous industrial sales, account management, business development, estimating, project coordination or related experience.
- Strong understanding of industrial maintenance and service environments.
- Demonstrated ability to develop and maintain customer relationships.
- Experience preparing quotations, proposals and scopes of work.
- Strong commercial awareness and an understanding of pricing, costs, margins and change-order management.
- Sufficient technical aptitude to understand customer problems and communicate effectively with Madsen's engineering and technical personnel.
- Excellent written and verbal communication skills.
- Strong organizational and time-management skills.
- Ability to work independently while coordinating effectively with multiple Madsen business units and technical teams.
- Proficiency with Microsoft Excel, Word, Outlook and CRM systems.
- Valid driver's licence.
- Ability and willingness to travel regularly throughout Southwestern Ontario.
- Must currently be legally entitled to work in Canada.
The Desired Candidate Should Have Experience That Includes
- Heavy industrial facilities and industrial maintenance.
- Mechanical field service, repair or maintenance.
- Rotating and/or reciprocating equipment.
- Engines, turbines, pumps, compressors or other industrial machinery.
- Industrial electrical and control systems.
- Power generation and power management systems.
- Industrial automation and control equipment.
- Industrial shutdowns, outages and turnarounds.
- Petrochemical, refining, chemical, power generation, manufacturing or other heavy industrial markets.
- Technical service or industrial equipment sales.
- Estimating and proposal development.
- Contract administration and change-order management.
- An established network of industrial contacts within Sarnia and Southwestern Ontario.
A technical diploma, engineering technology diploma, trade background, engineering education or equivalent industrial experience would be considered an asset.
Experience with industrial controls, generator controls, power management systems, Woodward, Basler or related technologies would also be considered an asset.
The Ideal Candidate
The ideal candidate is someone who is equally comfortable walking through an industrial plant and sitting across the table negotiating the commercial details of a job.
You should be able to walk through a customer's facility and recognize opportunities that extend beyond the immediate reason for your visit. A mechanical service discussion may uncover a controls upgrade; an equipment reliability issue may lead to an engineering project; or an existing controls customer may have a need for mechanical field service.
The Account Manager will be expected to connect these opportunities with the appropriate Madsen capabilities and technical resources.
You should be able to recognize an opportunity, understand what the customer needs, engage the appropriate Madsen specialists, develop a proposal, win the work and remain commercially engaged as the job progresses.
Existing relationships within the industrial community in Sarnia and Southwestern Ontario would be a significant advantage.
Compensation and Benefits
Compensation will consist of a competitive base salary plus commission, with total compensation dependent upon experience and sales performance.
- Base Salary: $70,000 CAD per year
- Commission: Up to 4% uncapped commission on sales and service volume
- Onboarding Ramp-Up Guarantee: To support business development during territory onboarding, the first 3 months include a guaranteed commission draw paced at a $1,000,000 annual sales run-rate ($110,000 total OTE pace for the initial 90 days)
Madsen offers a competitive benefits package that may include:
- Dental insurance
- Health and extended health benefits
- Life insurance
- Paid time off
- Tuition reimbursement
- Vision insurance
If you have a strong industrial background, are motivated to develop new business and understand the importance of building long-term customer relationships, we would like to hear from you.
Job Type: Full-time
Location: Sarnia, Ontario
Territory: Sarnia, London, Sault St Marie, GTA, Windsor and surrounding Southwestern Ontario markets
Driving Licence: Required
Travel: Regular travel throughout the territory required
Work Authorization: Candidates must currently be legally entitled to work in Canada.
Pay: $70,000.00-$150,000.00 per year
Benefits:
- Company events
- Dental care
- Employee assistance program
- Extended health care
- Life insurance
- Paid time off
- RRSP match
- Vision care
Work Location: In person
