Outside Technical Sales Manager

Pump Tech is Canada’s #1 authorized stocking distributor for Grundfos and ARO pump products with over 30 years of experience. We are the trusted pump resource in the industry, specializing in sizing, selecting, diagnosing, and repairing pumps. Our factory‑trained service technicians handle service and repair requirements efficiently.

Role Description

This is a full‑time role for an Outside Technical Sales Manager at Pump Tech. The role involves tasks such as technical sales, account management, technical support, sales, and customer service, cold calls and new customer hunting.

Responsibilities

• Sell Pump Tech products and services and provide leadership to obtain maximum sales revenues in assigned territory and attainment of business objectives.
• In collaboration with leadership, create and execute sales strategy/plan for the territory, including prospecting, qualifying, and cultivating new sales leads and enhancing existing account sales.
• Partner with key peers in the organization to assist in closing complex and/or technical sales that require additional expertise.
• Participate in the hiring process of new staff.
• Responsible for firing, performance appraisals, and pay reviews.
• Motivate staff, set quotas, and allocate resources to ensure revenue targets are met.
• Connect, build trust, and establish meaningful relationships with current and potential customers through face‑to‑face meetings, phone and internet interactions (e.g., chat, email, video conferencing).
• Convert qualified leads into clients by engaging them through the marketing & sales funnel via tailored discovery discussions, requirements gathering, and meaningful solutions introduction.
• Optimize customer satisfaction and retention by supporting customers through each stage as part of the company customer experience program and creating sales reports.
• Collaborate internally with peers (other sales representatives, development team, engineering team, etc.) on quality and/or engineering specifications related to customer inquiries to ensure alignment with customer requirements.
• Identify opportunities to cross‑sell, upsell, and renew contracts with customers.
• Review client documentation to determine appropriate products and/or services selection, including creation of order notations related to exceptions, deviations, and rebates.
• Respond to customers’ requests for clarification on quotations and purchase order requirements.
• Assist, as needed, with technical advice for products and/or services, day‑to‑day operations, sales initiatives such as product presentations, trade show participation, product training, client visits.
• Maintain accurate and up‑to‑date records on the company CRM system of all important customer correspondence, quotations, commitments, contracts, etc.

Qualifications

• Technical Sales, Account Management, and Technical Support skills.
• Sales and Customer Service skills.
• Strong communication and interpersonal skills.
• Ability to understand technical product specifications.
• Proven track record in sales and account management.
• Experience in the pump industry is a plus.
• Bachelor’s degree in Business, Engineering, or related field.

Required Experience

• Minimum 10 years’ experience selling pumping products as a sales manager or sales field specialist, or equivalent client‑facing experience, with demonstrated success.
• Successful in presenting and selling mechanical solutions to executives, management, field and engineering personnel from organizations in the industrial field.
• Minimum 6‑7 years building a sustainable and impactful sales pipeline by developing relationships with major Canadian distributors, identifying opportunities for service improvement, selling and/or upselling, and successfully achieving sales targets and client loyalty and retention.
• Good technical level understanding of a few relevant products from at least three of the following brands (or competitive brands): ARO, PACO, GRUNDFOS, PEERLESS, SACEMI, JOHN CRANES, G&L GOULDS, BARNES.
• Successful experience in customer account ongoing maintenance and service (an asset).

Education

Bachelor’s degree in Sales, Business Development, Mechanical Engineering, Electrical Engineering, Fire Protection and Safety, Manufacturing, or equivalent education/training/experience.

Skills / Competences

• Broad knowledge of the pump, instrumentation, system controls, and/or metering fields.
• Proven mastery of sales techniques, naturally identifying improvement opportunities for the team, training/ coaching peers, and knowing when to close a deal.
• Demonstrated ability to perform highly without supervision and to be self‑motivated.
• Maintains a large, influential network of contacts with highly visible industry presence.
• Strong technical expertise and the proven ability to remain current with industry trends, provincial and federal legislative policies and changes.
• Strong negotiation skills and the ability to close complex deals.
• Demonstrated ability to communicate and present effectively to others.
• Proven organizational skills and the ability to effectively manage a budget.
• Strong commitment to service and to bringing value to others.
• Ability and willingness to learn new platforms/applications/solutions.
• Excellent interpersonal relations and the ability to work effectively in teams.
• Ability to demonstrate confidence and establish trust with customers.
• Ability to transfer knowledge and mentor others.
• Detail‑oriented; able to balance multiple priorities and work under tight deadlines.
• Positive attitude combined with the desire to contribute to the success of AFP.
• Proficiency with Microsoft programs (Word, Excel, PPT, Teams, Outlook).
• French language would be an asset.

Working Conditions

• Field and warehouse environments.
• Using a computer keyboard and mouse for some time.
• Travel within Eastern Canada required for client‑facing meetings: 60%.

What We Offer

• Competitive compensation and benefits.
• Career advancement in a fast‑paced team.
• Continuing education and training.
• Being part of an exciting team that is passionate about serving others.

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