Opportunities

Director of Sales

Dartmouth, Nova Scotia
Permanent

Venor is proud to partner with Advanced Energy Management in their search for a Director of
Sales to lead their experienced and successful Sales team. This is an exciting opportunity for
the successful incumbent to join an industry-leading team and help speed up the positive
trajectory they’re already on.

About Advanced Energy Management:

Since 1985, Advanced Energy Management Ltd. (AEM) has supplied, installed, and serviced
automation controls to optimize heating, ventilation, and air conditioning (HVAC) systems and
central energy plants. AEM has operations in Nova Scotia, New Brunswick, and Ontario and is
currently in a period of positive growth due to its continued success. They are committed to
excellence and looking at their long list of projects, upcoming and past, you can see that their
reputation lives up to that commitment.

About the Role:

The Director of Sales will work with the Commercial Sales and Estimate Team consisting of
approximately 10+ direct reports spread across Ontario, New Brunswick, and Nova Scotia. You
will be expected to understand the competitive landscape, market trends, and newer technology
and implement change to ensure customers continue to see us as an industry leader.

Working to build upon the active and large book of business in Atlantic Canada, you must be
able to evenly distribute your efforts between here and the potential within the Ontario Market.
This will include working closely with colleagues on cross-territory opportunities and other
internal teams on marketing materials and case studies to make both areas successful.
A key metric of success in this role is the research, coaching, and implementation of newer
technology to keep propelling the company forward.

Core Competencies:

  • Leadership
  • Business Development
  • Prospecting
  • Product knowledge
  • Motivation
  • Time Management
  • Recruitment
  • Meeting sales goals
  • Tenacity, robustness and stoicism

Responsibilities:

  • Create strong relationships with key client stakeholders at all levels including technical
    building operators and executives.
  • Understand and effectively communicate the company’s value proposition, technology,
    process, and current partnerships to potential clients.
  • Establish sales objectives by forecasting and developing annual sales quotas for regions
    and territories; projecting expected sales volume and profit for existing and new
    products.
  • Maintain sales volume, product mix, and selling price by keeping current with supply and
    demand, changing trends, economic indicators, and competitors.
  • Work with the Sales Teams to help set and meet daily and quarterly goals.
  • Have a desire to own projects and exceed expectations, with the ability to find solutions
    and deliver results within a rapidly changing, entrepreneurial, technology-driven culture.
  • Ability to identify and solve client issues strategically and effectively.
  • Through reporting and analytics, validate the quality of the lead and pipeline data and
    guide to improve the overall data quality.
  • Connect Estimating to the Sales Team through interactive discussions on current
    operations and focused team sessions
  • Connect estimating with the installation team to ensure a cohesive approach to how we
    estimate vs how we execute.
  • Participate and own RFP, RFQs and the surrounding process.
  • Analyze pipeline and lead data, deliver periodic reporting to the teams providing key
    business insights: typical reporting relates to Demand Generation, Pipeline Forecast and
    Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Age.
  • Own the full sales cycle including process creation, implementation, and education from
    your Sales Team to Senior Leadership.

Requirements:

  • An undergraduate Degree, Diploma in engineering, or hands-on technical experience
    within HVAC.
  • Minimum of 10 years experience in the HVAC industry.
  • In-depth knowledge of operational processes, technology, and client management.
  • Excellent interpersonal skills, with the ability to communicate effectively with
    management and cross-functional teams, for both technical and non-technical
    audiences.
  • Strong time management, reporting, prioritization, and follow-up skills.
  • A track record of delivering sales growth and experience in negotiating high-value
    equipment supply contracts.
  • In-depth knowledge of operational processes, technology and people management
    techniques.
  • Knowledge of Commercial/contract law.
  • Proven experience in conflict resolution skills and effective negotiating skills.
  • Production to support deliveries and resolve issues that may arise.
  • Strong time management, reporting, prioritization and follow-up skills.
  • Strong computer software skills (word and Excel), combined with excellent written and
  • verbal communication skills.

It’s important to repeat that Advanced Energy Management is in a period of positive growth. With growth, comes strategic recruitment, retention, marketing, and continued reputational excellence, all of which the successful incumbent will be at the forefront of.

If you’re interested in this excellent opportunity at Advanced Energy Management please, do not hesitate to click apply. Alternatively, you can get in touch with Luke at lwatters@venor.ca.

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