Account Manager

Since 1933, Preston Phipps Inc. has been a leading distributor and manufacturers' representative of Steam, Hot Water and Critical Air solutions across Canada. We are currently looking for a new colleague to join our Dartmouth team to support the industrial, institutional and commercial markets in Nova Scotia and PEI as a combination internal/external salesperson. The ideal candidate has the ability to process information well in a dynamic environment focused on customer service.

The responsibilities will include maintaining existing customer relationships while building opportunities with clients we do not currently partner with. Working directly with end users, contractors, and engineering groups you will cultivate new equipment sale opportunities while positioning our offering with strong elements of value-add and process improvement. You will bring a strong understanding of Preston Phipps’ business as well as our customer’s process to build relationships with key stakeholders so they value you as a partner.

This is an opportunity for personal and professional growth by increasing technical knowledge while offering value to the local maritime economy.

About the Role:

• Identify business opportunities and proactively approach clients to inform and educate them on the company’s products, services, and capabilities
• Develop annual project sales forecasts and plans to achieve growth targets
• Determine customer’s needs by demonstrating deep knowledge of the customer’s applications and processes
• Sell products by establishing contact and developing relationships with prospective customers and current clients
• Maintain relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending operational and reliability improvements.
• Meet booking targets, pipeline management and key account management goals
• Identify product improvements or new products by remaining current on industry trends, market activities, and competitors
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; benchmarking state-of-the-art practices; participating in professional societies
• Assist in creating proposals and quotes where required
• Frequent travel to conduct meetings with clients and prospective clients; attend tradeshows, exhibitions, conferences, etc.

Required Experience:

• Strong technical aptitude and the ability and willingness to work as a team member in a fast paced and continuously changing environment, carrying out assignments to completion with minimum supervision
• Bachelor's degree in mechanical engineering is preferred, but not required
• Candidates with the label of engineering and/or engineering technologist or with a solid background in technical sales are encouraged to apply
• Strong knowledge of mechanical systems
• Creative problem-solving skills, conflict management within different organizations (centralized and matrix organizational structures)
• Experience in working with engineering firms, contractors and end users in the industrial, institutional and commercial markets is an asset
• Experience in external sales of technical or industrial products, and proven experience in selling turnkey proposals and concepts to management teams using financial models is an asset

Competencies:

• Business Acumen: Knows how businesses work; knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
• Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; builds customer relationships so they get first-hand customer intel and uses it for improvements in sales activities; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
• Composure: Is cool under pressure; does not become defensive or irritated when times are tough; is considered mature; can be counted on to hold things together during tough times; can handle stress; is not knocked off balance by the unexpected; doesn’t show frustration when resisted or blocked; is a settling influence in a crisis.
• Integrity and Trust: Is widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; admits mistakes; does not misrepresent him/herself for personal gain.
• Organizational Agility: Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and reasoning behind key policies, practices, and procedures; understands the cultures of organizations.
• Political Savvy: Can maneuver through complex political situations effectively and quietly; is sensitive to how people and organizations function; anticipates where the land mines are and plans his/her approach accordingly; views corporate politics as a necessary part of organizational life and works to adjust to that reality; is a maze-bright person.
• Strategic Sales Agility: Sees ahead clearly; can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can articulately paint credible pictures and visions of possibilities and likelihoods; can create competitive and breakthrough strategies and plans.

Job Types: Full-time, Permanent