Job Description

ABOUT US:

is dedicated to providing innovative solutions to meet your unique challenges and opportunities. We are an integrated project and engineering equipment fabricator specializing in the modularized design and packaging of process, refrigeration, and rotating equipment solutions. Most of our solutions are related to Energy Transition and carbon reduction industries.

BEHAVIORAL ASSESSMENT:

All applicants must complete the Traits and Behaviors Assessment below when submitting their application. Please proceed using the link:

POSITION OVERVIEW:

Startec Compression & Process is currently recruiting for a Technical Sales Lead \xe2\x80\x93 Heat Exchangers to work at our Shepard Office (9423 Shepard Rd SE, Calgary, AB, T2C 4R6). The Technical Sales Lead - Heat Exchangers at Startec Compression & Process will play a pivotal role in steering the growth and innovation of the Heat Exchanger product line. This role encompasses a comprehensive management of the sales cycle, from generating leads and understanding client needs to providing tailored solutions, quotes, and robust after-sales support. The Technical Sales Lead - Heat Exchangers will also coordinate closely with different internal teams to ensure flawless delivery of products.

Beyond sales management, the Technical Sales Lead- Heat Exchangers is tasked with contributing to the development of effective sales, marketing, and pricing strategies specifically tailored for heat exchangers, while also aiding in the creation of new products that resonate with market demands and align with Startec\'s strategic objectives. A profound comprehension of the heat exchanger market and the unique needs and concerns of clients is crucial for the Technical Sales Lead- Heat Exchangers.

The Technical Sales Lead - Heat Exchangers is expected to be an active proponent of continuous improvement within Startec, contributing to the cultivation of innovative solutions and practices that enhance client satisfaction and align with organizational goals.

KEY PERFORMANCE INDICATORS (KPI):

SALES PROCESS MANAGEMENT (Weighting 60%)

Heat Exchanger End-to-End Sales Process Management

• Manage the entire sales process for heat exchangers from initial contact to final sale.
• Optimize sales efficiency and effectiveness in line with Startec\'s strategic goals.
• Work with product development, manufacturing, and delivery teams for seamless sales operations.

New Business Opportunities & Proposal Development

• Identify and engage potential clients to grow the heat exchanger customer base.
• Visit and gauge client needs to offer tailored Startec solutions.
• Foster enduring relationships for client retention and future business.
• Generate precise proposals that meet client needs and Startec\'s service standards.
• Work with interdisciplinary teams for accurate proposal budgeting and technical validation.
• Ensure proposals are strategically sound, profitable, and technically practical.
• Deliver proposals convincingly and address client queries effectively.

Client Relationship Management & Interdisciplinary Collaboration

• Cultivate trust and understand client needs to ensure satisfaction.
• Partner with internal teams to meet expectations and resolve issues quickly.
• Maintain transparent communication, keeping clients well-informed and valued.
• Serve as an intermediary to ensure client needs are clearly communicated and fulfilled by internal departments.

Pre-Sales, Post-Sales & After- Sales Troubleshooting

• Provide thorough support throughout the pre-sale, sale, and post-sale phases for heat exchangers.
• Ensure prompt resolution of post-sale technical issues through efficient troubleshooting.
• Coordinate with technical and product teams to swiftly address and rectify product concerns.

Client Escalations & Sales Pipeline Data Management

• Manage prompt and accurate invoicing for heat exchanger sales.
• Track payments and engage with clients to secure timely remittance.
• Collaborate with finance and service teams to resolve any billing or payment issues, upholding client satisfaction.
• Employ CRM systems to monitor sales opportunities and client communications.

PRODUCT & STRATEGY DEVELOPMENT (Weighting 20%)

New Heat Exchangers Strategy Development

• Contribute to product development to align heat exchangers with market trends.
• Work with teams to ensure product features meet Startec\xe2\x80\x99s strategic objectives.
• Perform market research and incorporate customer feedback for product enhancement.

Heat Exchangers Marketing & Sales Strategy Support

• Partner with sales and marketing to boost sales and market presence.
• Offer market insights to shape pricing and product positioning.

MARKET & PRODUCT ANALYSIS (Weighting 10%)

Networking Representation & Market Research

• Represent Startec at industry events, promoting its offerings.
• Monitor competitors and trends for strategic advantage.
• Analyze market trends for current insights and future forecasts.
• Connect with clients and participate in events to understand evolving market needs.

Market Analysis Reporting

• Communicate market analysis outcomes to key teams and stakeholders at Startec.
• Suggest pricing and positioning strategies grounded in market and customer insights.
• Present product performance reports, spotlighting improvement opportunities.
• Assess heat exchanger cost efficiency, pinpointing cost-saving possibilities without quality sacrifice.
• Review sales data to gauge product success and discern market trends.

SALES SUPPORT & ADMINISTRATION (Weighting 10%)

Contract Negotiations & Deal Closures

• Assist leadership in client negotiations with technical insight to secure deals.
• Craft and deliver persuasive proposals that meet client requirements and demonstrate Startec\'s value.
• Guarantee contract terms are transparent, equitable, and favorable for Startec and clients.

Sales Reporting & Marketing Documentation

• Routinely analyze sales data to produce detailed reports on sales metrics, market tendencies, and improvement opportunities.
• Create and update a repository of sales resources like brochures, specs, and case studies for sales team accessibility.

QUALIFICATIONS:

• Engineering degree or technical designation with industry related experience is considered an asset.
• 5+ years combination of technical sales and/or technical design experience in Heat Exchangers.
• A demonstrable track record of achieving sales targets and ability to prospect for new clients are considered an asset.
• Excellent interpersonal and presentation skills.
• A can-do attitude to the workplace.
• The ability to work as part of the team and develop good working relationships at all levels within the organization.
• Logical thinker who can recognise opportunities for creating new business sales and improving customer services.
• Able to manage change effectively and work using own initiative.
• Strong working knowledge of MS Office (Word, Excel, Project, PowerPoint) is required.
• Excellent communication skills that promote long-term mutually beneficial relationships with all stakeholders.

Exceptional ability to positively influence, negotiate and manage conflict.

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

We thank you for your application and interest in our organization. Only those candidates selected for an interview will be contacted.

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