Reporting to the Sales Manager, the Account Manager, Technical Sales is responsible for developing and maintaining strong customer relationships while driving profitable sales growth within an assigned territory. Acting as a trusted advisor, this role identifies customer challenges, recommends technical solutions, and supports projects from initial opportunity through delivery and after-sales support.
The Account Manager works closely with customers, vendors, and internal teams to provide exceptional service, develop new business opportunities, and strengthen existing customer partnerships. This position combines business development, account management, and technical expertise in compressed air systems, rotating equipment, and related industrial applications.
The job description and key responsibilities include, but are not limited to:
Customer Relationship Management
· Build and maintain strong, long-term relationships with customers, vendors, and strategic partners.
· Serve as a trusted advisor by understanding customer operational needs and recommending value-added solutions.
· Act as the primary point of contact for assigned customer accounts.
· Ensure customers receive timely, accurate, and professional support throughout the sales and service lifecycle.
· Monitor customer satisfaction and proactively address concerns to strengthen customer loyalty and retention.
· Facilitate effective communication between customers, vendors, and internal teams to ensure expectations are aligned and commitments are met.
· Conduct regular account reviews to identify opportunities for growth, continuous improvement, and enhanced customer value.
Technical Sales Support
· Assess customer operating requirements and identify appropriate compressed air, blower, vacuum, and rotating equipment solutions.
· Provide technical recommendations, application guidance, and equipment selection support based on customer needs and operating conditions.
· Support engineering activities, including equipment sizing, component selection, and material specification.
· Conduct equipment and system assessments and prepare recommendations to improve reliability, efficiency, and performance.
· Assist with troubleshooting, root cause investigations, and the development of corrective action recommendations.
· Remain current on industry developments, emerging technologies, and product offerings to effectively support customers and business growth.
· Support equipment start-up, commissioning activities, and field technical assistance as required.
Sales Strategy & Business Development
· Develop and execute territory and account growth plans to achieve annual sales, margin, and profitability objectives.
· Identify, pursue, and secure new business opportunities within assigned markets and customer accounts.
· Build and maintain a healthy pipeline of opportunities through prospecting, networking, referrals, and relationship development.
· Develop relationships with key stakeholders including end users, engineering firms, contractors, consultants, and procurement teams.
· Expand revenue opportunities within existing accounts through cross-selling, upselling, and identification of new applications.
· Review and present quotations, proposals, and technical submissions that align with customer requirements and company objectives.
· Monitor market trends, competitive activity, and customer needs to identify opportunities for growth and differentiation.
· Maintain accurate sales forecasts, customer records, opportunity tracking, and activity reporting within the company's CRM system.
· Achieve or exceed established sales and performance targets.
Opportunity Management
· Own and actively manage sales opportunities from initial identification through quotation, negotiation, award, and project handoff.
· Maintain a disciplined sales process by qualifying opportunities, identifying key decision-makers, understanding buying criteria, and developing strategies to advance opportunities through the pipeline.
· Ensure customer requirements are accurately communicated to vendors, subcontractors, and internal departments.
· Coordinate activities between customers, suppliers, and internal stakeholders to support successful project execution.
· Monitor project milestones and proactively address issues that may impact customer satisfaction, timelines, or project outcomes.
· Support project reviews, lessons learned, and continuous improvement initiatives to enhance customer experience and operational effectiveness.
· Identify potential project risks and work collaboratively with stakeholders to mitigate issues and achieve successful outcomes.
Collaboration & Business Support
· Work collaboratively with Service, Engineering, Projects & Inside Sales, and other Account Managers to deliver exceptional customer outcomes.
· Share customer insights, market intelligence, and competitive information to support business planning and growth initiatives.
· Support company marketing activities, customer events, trade shows, industry associations, and networking opportunities.
· Participate in sales meetings, territory reviews, pipeline discussions, and business planning activities.
· Contribute to a culture of teamwork, accountability, continuous improvement, and customer service excellence.
· Support other business initiatives and responsibilities as required.
Other Responsibilities
You will be required to maintain necessary certifications and meet OHS requirements to gain access to Vendor or Customer sites. Support on site troubleshooting, start-up, and commissioning as required.
Experience and Education Requirements
· A bachelor's degree or technical diploma in business, marketing, engineering, instrumentation or a related field is preferred.
· A minimum of five (5) years’ experience in sales, account management, business development, or a related field, with experience in an industrial setting.
· Valid driver's license with the ability to travel throughout the assigned territory.
· Strong understanding of compressed air technology, with a focus on air compressor applications, sales and technical aptitude.
· Experience with blowers, turbomachinery, reciprocating and rotary screw compressors preferred.
· Experience with centrifugal compressors or related centrifugal equipment is considered an asset.
· Rotating equipment or millwright experience is considered an asset.
Skills and Abilities
· Consultative and solution-based selling
· Account management and customer relationship development
· Business development and prospecting
· Technical aptitude and problem solving
· Territory planning and opportunity management
· Negotiation and influencing skills
· Strong verbal and written communication abilities
· Presentation and interpersonal skills
· Time management and prioritization
· Analytical thinking and decision making
· High degree of professionalism and accountability
· Strong organizational and attention-to-detail skills
· Adaptability and continuous learning mindset
Software and IT
· Microsoft Office 365 (Outlook, Word, Excel, SharePoint)
· ERP and CRM
· Other software as required.
Direct Reports:
· N/A
Working Conditions:
· Physical Requirements – Must be able to sit, stand, and walk for extended periods, including walking through industrial facilities and customer sites. May be required to wear personal protective equipment (PPE) such as safety glasses, hard harts, or steel-toed boots when visiting these sites.
· Environment – Remote, in office (on occasion), customer sites (on occasion) Travel Expectation – up to 50% of travel within Western Canada.
· Hours – standard hours of operation with flexibility to meet customer and business needs. This role may be required to attend customer meetings, networking events, and engagements that may occur outside of regular business hours.
