Our client is an international corporation that manufactures specialized, engineered and manufactured to order machinery utilized primarily in construction, infrastructure and industrial applications. These consist mostly in lifting applications, whether it be workers or materials, either on a temporary or a permanent basis. Their North American division has offices and manufacturing plants both in Canada and in the US.
Location: Home based in Canada or the USA. Ideal locations would be Houston TX or Toronto ON, but all other convenient locations (in NA) are possible. 50% time travelling across the continent is likely. Ideally one would be in Houston, the other one in Canada or Northern US.
This position is responsible for developing the company’s business stream in the heavy industry, construction, civil infrastructure or facility capital projects markets across all of North America. This includes, among other, maintaining an ongoing general working knowledge of all aspects of general construction, civil infrastructure projects, heavy industrial projects and/or facility capital projects by establishing deep relations with companies serving the large “mega” project construction markets including bridge works, rail/water, tunnel/shaft works and other large civil infrastructure or other related markets.
Leading the entire sales process including all preliminary engagement activities with the various stake holders (key decision makers and relevant others such as specifiers etc.), managing the various subsequent stages by working persuasively with clients to help develop their specifications; assist the project and estimating team develop a workable and saleable solution and execute a bid through concept to contract award. This will include managing the bid submission process. In addition, you must be able to influence people both internal to the company as well as with our external contacts, customers, vendors, subcontractors and competitors alike.
We are looking for a consummate sales professional experienced in developing/ selling into heavy industrial and infrastructure markets.
A working knowledge of all aspects of general construction, civil infrastructure projects, heavy industrial projects and/or facility capital projects through previously established or current direct employment in these markets are required. This includes deep relationships with companies serving the large ‘mega’ project construction markets including bridge works, rail/water, tunnel/shaft works and other large civil infrastructure or other related markets. (Acciona, Bechtel, Kiewit, Vinci are some examples)
Having a working knowledge and experience with access solutions (i.e. scaffolding, swingstages, mastclimbers, rigging, etc.) would be an asset.
An engineering/engineering sales background or strong experience and general technical skills are absolute assets.
The ability to understand and apply a wide range of standard products in combination with custom engineered and fabricated systems is a necessary requirement.
Understanding basic business principals, contract negotiation, payment terms, insurance requirements and identifying risk is critical to being successful over the long term.
Superior communications skills are necessary for all these duties and activities.
Ability to travel through North America without restrictions and have authorization (PR or citizen) to work in Canada and/or the US without our support. (Travel requirements may be extensive.)
Why is This a Great Opportunity
This is an ideal position for a person who has acquired over time a solid network of contacts in the Infrastructure Megaprojects industry, and who would like to harvest it by working for a vendor in that market.