Sales Account Manager

The Carlstar Group; Edmonton; On-site; CAD 70,000 - 120,000; Full time

Job summary

ITM is seeking an experienced Sales Account Manager to develop and support the company’s mining customer and dealer network across Canada, with a strong focus on the Fort McMurray oil sands region. You will spend approximately 50% of your time supporting customers at mine sites, maintenance facilities and offices, combining aftermarket sales with technical product support.

The successful candidate will build relationships with dealer and customer stakeholders, identify equipment and

Qualifications

• Five or more years of experience in mining, heavy equipment, industrial aftermarket sales, account management or product support.
• Experience supporting oil sands, open-pit mining or other heavy industrial customers is highly desirable.
• Knowledge of crawler undercarriage components, mining equipment or heavy-equipment maintenance is an asset.
• Ability to develop customer accounts and achieve revenue and margin objectives.
• Strong commercial judgment and understanding of customer purchasing processes.

Responsibilities

• Manage and develop mining, oil sands and heavy-equipment customer accounts in Canada with our dealer network.
• Serve as primary commercial contact and build relationships with purchasing, maintenance and operations personnel.
• Understand customer equipment fleets, maintenance practices and purchasing requirements.
• Identify opportunities to increase share of customer spending for undercarriage components and aftermarket solutions.
• Provide accurate reporting on opportunities, quotations and order timing.
• Travel ~50% to Fort McMurray and other Canadian provinces; support customers at mine sites and facilities.
• Coordinate with internal sales, engineering, and product support teams to deliver solutions.

Skills

Customer relationship building

Negotiation

Account management

Technical product knowledge

Sales planning

Communication

Tools

Microsoft Office

CRM systems

Job description

Location: Alberta, Canada

Territory: Canada, with primary responsibility for Fort McMurray and Western Canadian mining accounts

Travel requirement: Approximately 50%, including frequent work in Fort McMurray Reports to: North American Sales Director – Aftermarket Mining

Position Summary

ITM is seeking an experienced and commercially driven Sales Account Manager to develop and support the company’s mining customer & dealer network across Canada. The position will have a strong operational focus on the Fort McMurray oil sands region, where the successful candidate will spend approximately 50% of their working time supporting customers according to business and customer requirements.

The Sales Account Manager will work directly with our local dealer supporting customers at mine sites, maintenance facilities, corporate offices and other operating locations. The role combines aftermarket sales along with technical product support to our dealer and customers.

The successful candidate will build strong relationships with our dealer and customer stakeholders, identify equipment and undercarriage requirements, anticipate spare and replacement-part demand, and coordinate with ITM’s internal teams to provide timely and commercially competitive solutions.

Key Responsibilities

Account Management and Business Development

• Manage and develop assigned mining, oil sands and heavy-equipment customer accounts in collaboration with our dealer network throughout Canada.
• Serve as the primary commercial contact for designated customers and build relationships with purchasing, maintenance, reliability, planning, engineering and senior operational personnel.
• Develop a detailed understanding of each customer’s equipment fleet, operating conditions, maintenance practices and purchasing requirements.
• Identify opportunities to increase ITM’s share of customer spending for undercarriage components, and related aftermarket solutions.
• Generate new business by identifying prospective customers, equipment populations, product requirements and competitive conversion opportunities.
• Provide accurate reporting on opportunities, quotations, customer activity and expected order timing.

Fort McMurray Customer Support

• Spend approximately 50% of working time in Fort McMurray, based on customer needs and the requirements of the business.
• Engage directly with oil sands customers at mine sites, maintenance facilities and administrative offices.
• Provide responsive, visible and consistent account coverage for key Fort McMurray customers.
• Support customers technically and administratively throughout the product lifecycle.
• Participate in customer meetings, maintenance-planning discussions, site inspections and product-performance reviews.
• Monitor customer equipment populations and anticipated maintenance schedules to identify future undercarriage and replacement-part requirements.
• Assist customers with product selection, application suitability, maintenance considerations and replacement planning.
• Coordinate follow-up activities arising from product-performance concerns, warranty matters or service requirements.
• Comply with all customer site-access, orientation, personal protective equipment and safety requirements.

Technical and Product Support

• Develop a working knowledge of ITM undercarriage systems, components and applications used on mining and heavy construction equipment.
• Support customers with product identification, equipment application and component-selection requirements.
• Conduct or coordinate field inspections, undercarriage measurements and product-condition assessments where required.
• Work with technical personnel to investigate product-performance concerns and recommend appropriate corrective actions.
• Document field observations, operating conditions, wear patterns and customer feedback.
• Provide customers with practical recommendations related to product maintenance, inspection intervals and anticipated component replacement.
• Communicate customer requirements and field intelligence to ITM’s sales, engineering, product support, quality and supply-chain teams.
• Support product trials, field evaluations and competitive product-conversion programs.
• Deliver technical and product presentations to customer maintenance, reliability, purchasing and management teams.

Canadian Territory Coverage

• Travel to customer locations in other Canadian provinces in addition to the regular Fort McMurray requirement.
• Support mining and heavy-equipment accounts throughout the assigned Canadian territory.
• Develop territory intelligence concerning mine operations, equipment fleets, maintenance cycles, competitors and future projects.
• Attend industry events, customer meetings, trade shows and technical conferences when required.
• Work collaboratively with ITM’s North American sales, technical, operational and corporate teams.

Qualifications

Qualifications and Experience

• Five or more years of experience in mining, heavy equipment, industrial aftermarket sales, account management or product support is preferred.
• Experience supporting oil sands, open-pit mining or other heavy industrial customers is highly desirable.
• Knowledge of crawler undercarriage components, mining equipment, or heavy-equipment maintenance is an asset.
• Experience working with maintenance, reliability, purchasing and supply-chain personnel at large industrial operations.
• Demonstrated ability to develop customer accounts and achieve revenue and margin objectives.
• Ability to interpret equipment information, parts requirements, maintenance schedules and technical product documentation.
• Strong commercial judgment, negotiation skills and understanding of customer purchasing processes.
• Proficiency with Microsoft Office applications and customer relationship management systems.

Required Competencies

• Strong customer and relationship-building skills.
• Technical aptitude and willingness to develop detailed product knowledge.
• Commercially focused and results oriented.
• Organized, self-directed and capable of managing geographically dispersed territory.
• Strong written and verbal communication skills.
• Ability to communicate effectively with tradespeople, maintenance planners, purchasing teams, engineers and senior management.
• Effective problem-solving and issue-resolution abilities.
• Ability to manage multiple customer priorities and follow commitments through to completion.
• Collaborative approach when working with sales, engineering, quality, operations and supply-chain teams.

Travel and Working Conditions

• Approximately 50% of working time is expected to be spent in Fort McMurray, subject to customer requirements and changing business needs.
• Additional travel to customer locations in other Canadian provinces is required.
• The role requires regular work at mine sites, maintenance shops and heavy-industrial facilities.
• The successful candidate must be able to satisfy customer site-access requirements and work safely in active industrial environments.
• A valid driver’s licence and the ability to travel by vehicle and commercial aircraft are required.
• Occasional overnight, extended or irregular travel may be necessary to meet customer and operational requirements.

Health, Safety and Compliance

The Sales Account Manager is expected to conduct all activities in accordance with ITM policies and applicable customer, occupational health and safety, environmental and regulatory requirements. The employee must immediately report unsafe conditions, product concerns and incidents and must demonstrate a consistent commitment to safe working practices