Sales Manager (Industrial Refrigeration)

POSITION OVERVIEW:

Startec Refrigeration Services is currently recruiting a Sales Manager – Industrial Refrigeration to work at our Calgary, Alberta location (9423 Shepard Rd SE, Calgary, AB, T2C 4R6). The Sales Manager – Industrial Refrigeration at Startec Refrigeration Service will oversee all sales activities, aiming to achieve annual sales goals while building strategic business relationships and providing vision for sales strategies and execution.

As a leadership team member, this role is pivotal in formulating innovative business development strategies aligned with strategic goals. Responsibilities include recruiting, training, mentoring, and developing the sales staff to meet revenue objectives, as well as acquiring, developing, and maintaining client accounts. The Sales Manager will also collaborate with industry partners and existing sales channels to enhance awareness of company offerings and initiate new business, ultimately increasing market share and achieving fiscal goals.

KEY PERFORMANCE INDICATORS (KPI):

SALES EXECUTION & CLIENT EXPERIENCE (Weighting 40%)Planning and Execution Framework

• Implement quarterly and/or annual sales plans, managing sales expenses within budgets.
• Set and track sales goals, quotas, and forecasts, and prepare regular status reports.
• Review RFQs, qualify opportunities, and guide the team on bid preparation as needed.

Customer Experience

• Gather client feedback to identify opportunities for improvement.
• Ensure the sales team delivers an exceptional customer experience.
• Communicate brand identity within the sales department and to key accounts.

TEAM LEADERSHIP (Weighting 40%)Talent Management

• Lead and coach the sales team, providing performance feedback and support.
• Conduct talent assessments, creating development and succession plans for key roles.

Values-Driven Collaboration

• Foster a culture that embodies company values, internally and externally.
• Collaborate with marketing to create sales content and collateral.

STRATEGIC PLANNING (Weighting 20%)Business Strategy

• Collaborate with the executive team to develop short- and long-term strategic plans, including annual business plans.
• Provide input from sales on growth, competitive analysis, and market trends for strategic planning.
• Develop and execute strategies that support strategic and sales plans.
• Stay informed on external and internal developments to identify new markets, products, and competitor activities.

Sales management

• Represent Startec at relevant trade shows and events.
• Coordinate sales efforts to support business development goals and client needs.
• Monitor pricing trends and effectiveness, creating action items based on findings.
• Approve RFQ pricing to ensure completeness, clarifications, and exceptions.

QUALIFICATIONS:

• Bachelor’s Degree, or other technical training or significant relevant technical experience.
• Minimum 5 years of direct selling and account management experience.
• Ideally a combination of technical and sales experience in Ammonia Refrigeration/HVAC or Natural Gas Processing
• Demonstrated ability to lead and direct sales forces. Excellent teamwork and team-building skills.
• Experience in closing major transactions.
• Able to build and maintain lasting relationships with corporate departments, key business partners, other stakeholders.
• Experience selling multiple product/service lines and in creating and managing budgets
• Strong experience in all aspects of sales, including growth strategies, channel management, account development, and business planning.
• Understanding financial reports including budgetary guidelines and project expenditures.

We offer competitive wages, training, flexible, dynamic, and exciting work environment.