Institutional Account Manager

Salary: $65,000 to $ 75,000 (based on experience)

Company Description:

Liftsafe Group of Companies is a privately owned company that designs, builds, inspects and maintains lifting, material handling, and fall protection systems equipment.

Job purpose

LESG is looking to add an Institutional Accounts Manager to the team! The Institutional Accounts Manager will assist in maximizing revenue potential for LESG. S/he does this by partnering with internal team members, growing existing accounts and seeking out new customers. This position is posted due to a current vacancy.

Duties and responsibilities:

The Institutional Accounts Manager is responsible for driving sales growth, supporting service operations, and ensuring seamless coordination between customers, internal teams, and field operations. This role combines relationship-based selling, service advising, and bid management to strengthen market presence and deliver exceptional customer outcomes. Other duties as assigned may be performed in support of departmental, organizational and operational objectives.

• Sales Management:
  
• • Promote, sell, and secure business from existing and prospective customers through a relationship-based sales approach.
  • Build, maintain, and expand strong customer and partner relationships.
  • Conduct telephone, virtual, and in-person sales calls and presentations.
  • Research and qualify prospective customers to assess business potential.
  • Prepare clear, accurate, and competitive proposals and quotations.
  • Partner with operations to ensure successful execution of contracts.
  • Resolve customer concerns promptly and professionally.
  • Coordinate sales efforts with marketing, management, and technical service teams.
  • Analyze market trends and customer value to support strategic growth.
  • Plan and manage personal sales strategy to maximize return on time investment.
  • Maintain current knowledge of products, services, and industry developments.

• RFQs / RFPs:
  
• • Proactively identify and pursue bid and tender opportunities.
  • Conduct daily reviews of bidding platforms (e.g., MERX, Biddingo, Bids & Tenders) to identify opportunities.
  • Review proposal specifications to assess scope, feasibility, and alignment with business capabilities.
  • Coordinate development and submission of final proposals.
  • Track win/loss performance and collaborate with management to refine pricing and improve success rates.

• Service Advising:
  
• • Enter and maintain accurate customer, vendor, and order data in ERP system.
  • Prepare and issue repair quotations based on inspections, service calls, and customer inquiries.
  • Follow up on outstanding quotations to support conversion.
  • Communicate effectively with customers throughout the repair process to ensure a positive experience.
  • Verify parts and component requirements prior to procurement.
  • Collaborate with scheduling/dispatch to resolve conflicts and optimize service delivery.
  • Work with Finance on invoicing, credits, and accounts receivable matters.
  • Coordinate with Shipping and Receiving to ensure timely delivery of materials and parts.

• ERP Compliance:
  
• • Monitor dashboards to ensure the order book is current and accurate.
  • Maintain open and work-in-progress orders, ensuring timely processing upon completion.
  • Process service-initiated requisitions and issue purchase orders as required.
  • Track direct-ship purchases and follow up on outstanding P/Os.

• Field Service Support:
  
• • Liaise with the Service Manager regarding departmental issues, risks, and improvement opportunities.
  • Identify opportunities to enhance efficiency through improved training, processes, and workflows.
  • Provide management with monthly information to support reporting of P/L, forecasting, budgeting, and planning.

Qualifications:

• Minimum 5 years prior experience in sales/business development
• Possession of a post-secondary degree in business or equivalent. Demonstrated aptitude for problem-solving; ability to determine solutions for customers (consultative sales approach).
• Effective interpersonal skills, with a strong emphasis on communication skills (verbal / written)
• Strong organizational, multi-tasking and documentation skills
• Proficiency in using Microsoft Office Suite applications and the organizations internal software
• Valid drivers license
• Valid Working at Heights Training or willingness to obtain
• Knowledge of the playground industry is an asset.

Working conditions:

• Office Setting
• Working near other team members
• Some travel required. i.e. Site visits, meeting, relations.
• Background noise can be distracting at times other conversations, noise from fabrication area, etc

Physical requirements:

• Sitting for long periods of time.
• Frequent and repetitive movement
• Ability to lift to 30 lbs.
• Frequent use of phone
• Frequent use of computer typing, reading information off of a screen

It is the policy of The Liftsafe Group of Companies to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, provincial, or local law. The Liftsafe Group of Companies welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.