Sales Manager (Industrial Refrigeration)

Startec Compression & Process Ltd; Calgary; On-site; CAD 80,000 - 100,000; Full time

Job summary

An industrial refrigeration service provider in Calgary is looking for a Sales Manager to lead sales activities, achieve annual goals, and build strategic relationships. The ideal candidate has at least 5 years in sales and account management, ideally in industrial refrigeration or HVAC. Responsibilities include recruiting and mentoring sales staff, developing strategic partnerships, and managing budgets while maintaining exceptional customer experiences. This position offers competitive wages in a dynamic work environment.

Benefits

Competitive wages

Flexible work environment

Training opportunities

Qualifications

• Minimum 5 years of direct selling and account management experience.
• Experience in closing major transactions.
• A combination of technical and sales experience in the industrial refrigeration or HVAC industry.

Responsibilities

• Oversee all sales activities and achieve annual sales goals.
• Recruit, train, and mentor the sales staff.
• Develop strategic partnerships and enhance market awareness.

Skills

Direct selling

Account management

Team leadership

Sales strategy development

Customer experience management

Education

Bachelor’s Degree

Job description

ABOUT US:

Startec Refrigeration Services is focused on solving your field refrigeration and HVAC challenges and is one of the most trusted and respected names in commercial and industrial refrigeration, and HVAC system installation and maintenance. We service cold storage, meat packing, food processing, and recreational ice facilities throughout Western Canada.

BEHAVIORAL ASSESSMENT:

All applicants must complete the Traits and Behaviors Assessment below when submitting their application. Please proceed using the link: https://app.traits.com/survey/a56e7669-2ba6-4573-83cd-800831da5362

POSITION OVERVIEW:

Startec Refrigeration Services is currently recruiting a Sales Manager – Industrial Refrigeration to work at our Calgary, Alberta location (9423 Shepard Rd SE, Calgary, AB, T2C 4R6). The Sales Manager – Industrial Refrigeration at Startec Refrigeration Service will oversee all sales activities, aiming to achieve annual sales goals while building strategic business relationships and providing vision for sales strategies and execution.

As a leadership team member, this role is pivotal in formulating innovative business development strategies aligned with strategic goals. Responsibilities include recruiting, training, mentoring, and developing the sales staff to meet revenue objectives, as well as acquiring, developing, and maintaining client accounts. The Sales Manager will also collaborate with industry partners and existing sales channels to enhance awareness of company offerings and initiate new business, ultimately increasing market share and achieving fiscal goals.

KEY PERFORMANCE INDICATORS (KPI):

SALES EXECUTION & CLIENT EXPERIENCE (Weighting 40%)

Planning and Execution Framework

• Implement quarterly and/or annual sales plans, managing sales expenses within budgets.
• Set and track sales goals, quotas, and forecasts, and prepare regular status reports.
• Review RFQs, qualify opportunities, and guide the team on bid preparation as needed.

Customer Experience

• Gather client feedback to identify opportunities for improvement.
• Ensure the sales team delivers an exceptional customer experience.
• Communicate brand identity within the sales department and to key accounts.

TEAM LEADERSHIP (Weighting 40%)

Talent Management

• Lead and coach the sales team, providing performance feedback and support.
• Conduct talent assessments, creating development and succession plans for key roles.

Values‑Driven Collaboration

• Foster a culture that embodies company values, internally and externally.
• Collaborate with marketing to create sales content and collateral.

STRATEGIC PLANNING (Weighting 20%)

Business Strategy

• Collaborate with the executive team to develop short‑and‑long‑term strategic plans, including annual business plans.
• Provide input from sales on growth, competitive analysis, and market trends for strategic planning.
• Develop and execute strategies that support strategic and sales plans.
• Stay informed on external and internal developments to identify new markets, products, and competitor activities.

Sales management

• Represent Startec at relevant trade shows and events.
• Coordinate sales efforts to support business development goals and client needs.
• Monitor pricing trends and effectiveness, creating action items based on findings.
• Approve RFQ pricing to ensure completeness, clarifications, and exceptions.

QUALIFICATIONS :

• Bachelor’s Degree, or other technical training or significant relevant technical experience.
• Minimum 5 years of direct selling and account management experience.
• Ideally a combination of technical and sales experience in Ammonia Refrigeration/HVAC or Natural Gas Processing.
• Demonstrated ability to lead and direct sales forces. Excellent teamwork and team‑building skills.
• Experience in closing major transactions.
• Able to build and maintain lasting relationships with corporate departments, key business partners, other stakeholders.
• Experience selling multiple product/service lines and in creating and managing budgets.
• Strong experience in all aspects of sales, including growth strategies, channel management, account development, and business planning.
• Understanding financial reports including budgetary guidelines and project expenditures.

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.

Please indicate whether you have worked in the industrial refrigeration or HVAC industry in Canada*

Please indicate the years of experience you have in sales and account management*

Please indicate the years of experience you have in budgeting, forecasting, and managing sales expenses*

Please describe your experience with managing and leading a sales team within the industrial refrigeration space

Please describe your experience with developing and executing sales strategies, and how they aligned with business goals