Sales Executive, Eastern Canada

Description

RPI Executive Search is partnering with a prominent Canadian client in the engineered structural timber industry to identify a Sales Executive for Eastern Canada. Our client boasts an international footprint and excels in the design, manufacture, and custom fabrication of structural wood systems used in prominent commercial, government, healthcare, institutional, civic, and industrial projects. They currently operate manufacturing facilities and are on a strong growth trajectory. Our client partners closely with architects, engineers, developers, general contractors, and building designers to deliver cost-effective solutions for unique designs. They maintain a strong competitive position in their market and foster a positive organizational culture characterized by humility, pride, dedication, and loyalty.


The Opportunity

As the Sales Executive, Eastern Canada, you will be based in the Greater Toronto Area, reporting directly to the Sales Manager in a remote capacity. You will be responsible for driving sales growth and building strong relationships with customers and distributors in the Ontario, Eastern Canada, and Northeastern USA regions. Your primary focus will be to increase sales of our client by providing solutions directly to end user customers and general contractors, and through architects, engineers, dealers, and other potential channels of distribution.

Success in this role requires a self-starter with a proactive “hunter” approach, excellent communication skills, and a deep understanding of the construction and building materials industry and how structural wood building systems are manufactured and sold.


Key Responsibilities

The responsibilities of this role include, but are not limited to:

Sales and Business Development

Execute the company’s sales efforts in Eastern Canada and Northeastern United States with a particular focus on key opportunities in Ontario. Identify and pursue (“hunting”) new business opportunities through significant prospecting ad networking to expand the customer base.

Lead the sales process from initial customer engagement through to close.

Act as a self starter and identify potential clients in the target market and completing appropriate research on the prospective client’s projects and business.

Respond to all sales opportunities in a prompt and professional manner while following a defined sales process.

Develop and execute sales strategies to achieve sales targets and revenue goals.

Provide business opportunities that will achieve revenue targets. The Sales Executive will support the Management team through the process of negotiations and closing by utilizing their contacts and experience with clients.

Negotiate quoted projects.

Conduct market research to identify trends and customer needs.

Customer Relationship Management

Build and maintain strong, long-term relationships with existing and potential customers, architects, contractors, and dealers.

Provide exceptional customer service and support throughout the sales process.

Conduct presentations and product demonstrations to highlight the benefits of engineered mass timber.

Technical Knowledge and Expertise

Review bid invitations from General Contractors and provide quotations for projects and assist in estimating on larger custom projects.

Stay updated on industry trends, product innovations, and competitive landscape.

Understand and communicate the technical aspects and advantages of the company’s products.

Collaborate with the technical team to address customer inquiries and technical concerns.

Work closely with estimating and proposal team to deliver winning bids on projects.

Sales Administration

Prepare and present sales proposals, bids, or contracts, and negotiate agreements in accordance with the company’s practices.

Maintain accurate records of sales activities, customer interactions, and pipeline status in the CRM. Document awareness of all potential bid opportunities in the region.

Monitor and report on sales performance, market conditions, and competitor activities.

Actively participate in weekly sales and marketing meetings.

Candidate Experience

While no individual will embody every quality, the successful candidate will bring many of the following professional qualifications and personal competencies:

Experience and Functional Competencies

Minimum of 5 years of sales experience in the construction or building materials industry, preferably with engineered wood products.

Strong understanding of the Ontario construction and/or architectural market and industry regulations, as well as a developed social network in this space.

Experience working with a general contractor or relevant subtrade is desirable.

General contracting estimating experience would be an asset.

Sound understanding of construction and tender process.

Technical background in wood, steel, or concrete construction and ability to read and understand architectural and structural drawings.

Skilled in selling and promoting products to current and prospective clients.

Experience providing guidance on corporate marketing strategies to facilitate entry into newer markets.

Proven track record achieving and exceeding sales targets.

Proficiency in Microsoft Excel, Word, PowerPoint, and Zoom or MS Teams.

Valid driver’s license and ability to travel within the assigned territory.

Bilingual proficiency in English and French would be considered an asset.

Education

Completion of a diploma or bachelor’s degree in engineering, architecture, or other relevant studies or experience.

Behavioural Competencies and Personal Attributes

Excellent written and oral communication skills.

Strong competencies in negotiation, presentation, and organization.

Ability to overcome client objections and retain a persuasive tone.

Ability to work independently and as part of a team.

An enterprising, results-driven approach with a fervent desire to be successful and close deals.