Westburne is much more than electrical products. We are Canada’s market leader in energy solutions, renewables, lighting, wire & cable, automation and connected network solutions. We have access to the best partners in the industry and we go above and beyond to help our customers and partners grow.
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The Engineered Solutions Specialist reports to the Manager, Energy & Infrastructure. He/She will contribute to and actively participate in the divisional business as required. Responsible also for analyzing high voltage profitable markets, key industry suppliers and product lines. The Engineered Solutions Specialist is also responsible for cultivating key business relationships at a lateral level with customers and suppliers and developing strategic business plans through the creation of detailed sales and marketing plans. He/She is responsible for maintaining a positive and productive relationship with Hitachi-ABB, Hubbell Power Systems and other key suppliers while still representing the interests of Westburne
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Sets goals and objectives and coordinates meetings to ensure customer service levels are maintained and customer satisfaction is maximized. Maintains constant communication with the areas Sales force to keep abreast of new product lines, product requirements and crucial sales accounts.
Establish an annual business plan, complete with budget targets segmented by products/services and customers. Implements marketing strategies. and analyzes customer purchases to detect areas for improvement and implement action plans. Meets with customers to discuss market trends, future business, resolve concerns, and increase customer awareness while supporting the sales and marketing plans within the customer base.
Arranges and leads meetings to discuss suppliers, customers, sales levels and government regulations in the industry. Develops methods to improve effectiveness of the development of business and Sales and Marketing efforts. Maintains focus towards company policies and objectives and encourages and maintains a cohesive team Page 2 of 4 atmosphere to foster positive employee relations.
Supports the National Energy and Infrastructure projects initiative by working with the Director of Construction Markets and Westburne suppliers to gather / negotiate competitive pricing to produce timely proposals in response to formal and budget Requests for Proposal (RFP).
Assists Team in developing individual sales strategies targeting both projects and MRO business through the establishment of preferred supply agreements, master supply agreements (MSA’s) and pre-negotiated terms and conditions. Participates in commercial and legal customer negotiations, engaging Rexel Leadership, Finance and Legal resources as required.
Aids in developing, validating, and implementing a detailed business plan to encompass a broader range of markets, customers, products and solutions. Energy market incudes, but not limited to, Traditional Oil & Gas, Petrochemical, Mining, Pipeline and Power Generation (Renewables, Natural Gas and Biofuels).
Drive collaborative selling in a “Team Selling” environment by supporting Westburne Account Managers with sales calls, technical updates and leading marketing campaigns with a continued focus on driving value for our customers.
Using vendor and product knowledge to prepare competitive solution focused proposals for customer projects both local and national in scope. Support Project Team in execution of purchase orders.
Leads initiatives to expand High Voltage product and distributor delivered service offerings. Initiatives includes, but not limited to 250kVA and up Power Transformers, 13.8kV and Up Substation Switches and Switchgear, Power Line Products, Power Distribution Skids and other Substation Bulk and Engineered Materials.
Supports initiatives to expand High Voltage sales into new or underserved markets such as Water / Waste Water, Light Rail Transit and Power Generation / Renewables.
Be a Brand Ambassador, by building brand recognition while supporting sales initiatives and enhancing customer experiences. Maintain communication with vendors to support a mutually beneficial partnerships to enhance customer experience and promote growth.
Communicates and ensures the proper implementation and application of company policies and procedures in general, but specifically those regarding business development practices, reporting and related sales documents. Responsible for effectively managing sales budgets and expenses. Monitors the assets and liabilities of the site locations within territory to ensure profitable margins are received.
Analyzes purchases and sales history from suppliers to detect methods to improve profit Page 3 of 4 margins. Establishes positive relations with suppliers and negotiates pricing terms for large projects and contracts.
Will establish an annual business plan, complete with budget targets segmented by products/services and customers taking into consideration past history, market conditions, and input from the Sales force.
Evaluates sales reports and communicates results to senior management to determine future needs to meet the sales budgets.
QUALIFICATION REQUIREMENTS:
College diploma in Electrical or Business or a minimum of five (5) years related experience in the industry.
Ability to read and interpret relevant documents such as contracts, specification sheets and manuals. Ability to write reports, correspondence and contracts to suppliers, customers and management. Ability to speak effectively with customers and suppliers to build customer relationships. Also required, presentational, motivational and training skills. Have strong computer skills including Microsoft Windows and Office.
Have product & application knowledge (an asset), specifically related to HV products. Knowledge of competitive offerings in the HV space. Can achieve and maintain technical capabilities at required levels with vendor seminars and training schools to enhance and maintain personal product knowledge.
Knowledgeable in current and possible future policies, practices, trends, and information affecting his/her business and organization; knows the competition; is aware of how strategies and tactics work in the marketplace.
Can deal comfortably with senior executives; can present bad news to top management without undue tension and nervousness; understands how top executives think and process; can determine the best way to get things done with executives by talking their language and responding to their needs; can craft approaches likely to be seen as appropriate and positive.
Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; talks and Page 4 of 4 acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.
Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, subordinates, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group process during the presentation; can change tactics midstream when something isn’t working.
Uses his/her time effectively and efficiently; sets priorities; values time; separates the critical few from the trivial many and concentrates his/her efforts accordingly.
MEASUREMENTS Incumbent is evaluated on monitoring and managing the High Voltage sales. Evaluated also on generating high-quality proposals, maximizing profits, analyzing the market industry, key products and product lines and cultivating key business relationships. Measured on overall responsibility to resolve sales and marketing problems and develop strategic business plans thorough the creation of sales and marketing plans
What We Offer
Our employees enjoy a positive work-life balance while thriving in an environment that is ever-changing and motivated by new and exciting challenges.
We offer competitive compensation, a series of benefit options and pension packages, and the opportunity for success and growth across the organization.
Westburne provides equal employment opportunities for all applicants. We encourage everyone to apply.
We thank all candidates for their interest, however, only candidates selected for interviews will be contacted.