Technical Sales Representative

FBT Inc.; St. Catharines; On-site; CAD 90,000 - 130,000; Full time

Benefits offered by this job

Benefits package

Company vehicle or travel allowance

Job summary

FBT Inc. in Ontario seeks an experienced Technical Sales Representative to drive new business and expand key accounts across North America. You will collaborate with engineers, purchasers and operations to translate complex manufacturing capabilities into profitable solutions.

The role emphasizes a hunter mindset, long-term customer relationships, and strong technical product knowledge, with travel to customer sites and close collaboration with internal teams.

Qualifications

• Proven ability to develop new customers and generate new business.
• Strong communication, presentation and negotiation skills.
• Ability to build relationships with technical and non-technical decision makers.
• Understanding of the sales process and market dynamics.
• Willingness to travel to customer locations as required.

Responsibilities

• Develop and execute strategies to generate new business and grow existing accounts.
• Identify target customers, industries and applications aligned with manufacturing capabilities.
• Prospect for new customers through networking, referrals, cold calling and industry events.
• Maintain an active sales pipeline and accurately forecast future business.
• Meet established sales, margin and growth objectives.
• Collaborate with engineering and manufacturing teams to determine best solutions.
• Manage the sales process from initial contact through quotation and order placement.

Skills

New business development

Relationship building

Communication skills

Negotiation skills

Travel willingness

Driver's license

Education

Mechanical engineering degree

Tools

CRM software

Job description

Industry: Precision Machining / Advanced Manufacturing

About FBT Inc.

We are a fourth-generation, Ontario-based precision machining and advanced manufacturing company serving customers across demanding industries including Power Generation, Defence, Semiconductor, Aerospace and other high-technology markets.

We are known for our technical capabilities, quality, responsiveness and ability to manufacture complex, high-precision components. As our business continues to grow, we are looking for an experienced Technical Sales Representative to join our team.

The Opportunity

This is a technical, relationship-driven sales position for an individual who understands how to develop business, build long-term customer relationships and identify opportunities where our manufacturing capabilities can provide value.

The successful candidate will be responsible for developing new business while expanding existing customer relationships. You will work closely with customers, engineers, purchasing teams and our internal manufacturing and engineering teams to understand requirements, develop solutions and convert opportunities into profitable business.

Sales, Machining and Manufacturing experience is a strong asset.

Key Responsibilities

Business Development & Sales

• Develop and execute strategies to generate new business and grow existing accounts.
• Identify target customers, industries and applications that align with our manufacturing capabilities.
• Prospect for new customers through networking, referrals, cold calling, industry events and other business-development activities.
• Develop strong, long-term relationships with customers at multiple levels, including engineering, purchasing, operations and senior management.
• Manage the sales process from initial contact through quotation, negotiation and order placement.
• Maintain an active sales pipeline and accurately forecast future business.
• Meet established sales, margin and growth objectives.

Technical Sales

• Understand customer requirements, drawings, specifications, materials, tolerances and manufacturing challenges.
• Work with our engineering and manufacturing teams to determine the best manufacturing approach.
• Identify opportunities where our machining capabilities can provide a technical or commercial advantage.
• Participate in technical discussions with customers and communicate manufacturing capabilities clearly and professionally.
• Review RFQs and help determine whether opportunities are technically and commercially appropriate for the company.
• Understand pricing, lead times, capacity and manufacturing costs when developing customer solutions.

Customer Relationship Management

• Become a trusted technical and commercial resource for key customers.
• Conduct regular customer visits and business reviews.
• Understand customers' current and future requirements and identify opportunities before they become RFQs.
• Resolve customer concerns quickly and coordinate internally to ensure expectations are met.
• Maintain accurate customer and opportunity information within the company's CRM system.

Internal Collaboration

• Work closely with estimating, engineering, quality, production and management.
• Communicate customer requirements clearly to the internal team.
• Provide market intelligence and customer feedback to help guide company strategy.
• Participate in quoting and strategic account reviews.
• Ensure opportunities pursued are aligned with company capacity, capabilities and profitability objectives.

Qualifications & Experience

Required

• Demonstrated ability to develop new customers and generate new business.
• Strong communication, presentation and negotiation skills.
• Ability to build relationships with technical and non-technical decision makers.
• Strong business acumen and understanding of the sales process.
• Self-motivated, organized and capable of working independently.
• Willingness to travel to customer locations as required.
• Valid driver's license.

Strong Assets

• Experience in precision machining, CNC manufacturing or metalworking.
• Ability to read and understand engineering drawings and specifications.
• Experience selling manufactured components or engineered products.
• Knowledge of CNC machining, milling, turning, grinding or 5-axis machining.
• Experience working with materials such as stainless steels, titanium, Inconel or other difficult-to-machine alloys.
• Existing relationships within industrial, aerospace, defence, nuclear, power generation, semiconductor or similar industries.
• Technical education in mechanical engineering, manufacturing, machining or a related field.

What We Are Looking For

We are looking for someone who is more than an order taker.

The ideal candidate is a hunter and relationship builder who enjoys finding opportunities, opening doors and turning technical conversations into profitable business.

You should be comfortable walking into a customer's engineering department, sitting down with a manufacturing engineer, understanding their problem and then working with our team to determine how we can help.

You don't necessarily need to be a machinist—but you need to be technically curious, commercially driven and willing to learn.

The successful candidate will have the confidence to ask questions, challenge assumptions and understand the customer's business rather than simply selling a product.

Key Performance Measures

Success in this position will be measured by:

• New customer acquisition
• New business generated
• Growth of existing strategic accounts
• Sales revenue and gross margin
• Conversion of opportunities to orders
• Customer retention and relationship development
• Accuracy of sales forecasting
• Development of long-term strategic customer relationships

Compensation

Competitive compensation package consisting of:

• Base salary commensurate with experience
• Performance-based sales compensation
• Benefits package
• Company-supported training and professional development
• Vehicle/travel allowance or company vehicle, as applicable

Compensation will reflect the experience and proven sales performance of the successful candidate.

Why Join Us?

This is an opportunity to join an established, technically sophisticated manufacturing company where the successful candidate can have a significant impact on the company's growth.

You will have the opportunity to work with some of the most demanding manufacturing applications and customers in North America while being supported by an experienced technical and manufacturing team.

If you are an experienced salesperson who enjoys technical products, complex problems and building long-term customer relationships, we want to hear from you.

Discover your future with us at www.fbtinc.ca.