JOB DESCRIPTION
Position: Market Manager - Data Center & Energy
Department: Sales
Reports To: Managing Director
Job Reference: WCA0101MGR-MDCE
Position Summary
The Market Manager Data Center & Energy provides national sales leadership and market ownership for Weidmüller Canada across the Data Center and Energy sectors. The role is responsible for driving profitable growth, increasing market share, developing strategic accounts, influencing specifications, and building a qualified opportunity pipeline.
This position combines industry-focused business development with strategic account leadership. It serves as the primary commercial and strategic interface between Weidmüller and key market stakeholders, aligning customer priorities with Weidmüller’s connectivity, power distribution, automation, monitoring, and digitalization solutions. Success requires strong sector knowledge, executive relationship building, disciplined account and pipeline management, and cross-functional leadership.
Primary Responsibilities:
- Develop and execute national growth strategies for the Data Center and Energy sectors, including clear market priorities, target segments, account plans, and commercial objectives.
- Identify, prioritize, and develop strategic customers, global key accounts, industry OEMs, and major projects with the strongest potential for profitable growth and long-term partnership.
- Build and maintain relationships across the full customer buying centre, including executive leadership, engineering, operations, procurement, project management, quality, and commercial teams.
- Develop multi-year account and market roadmaps aligned with customer capital investment cycles, technology plans, infrastructure programs, and operational priorities.
- Increase share of wallet, expand project scope, secure product listings and design-ins, and support long-term commercial and supply agreements.
- Lead account planning, business reviews, commercial negotiations, customer presentations, proposals, technical workshops, and opportunity reviews.
- Understand customer operations, organizational structures, supply chains, buying criteria, performance measures, and future needs to identify and recommend strategic initiatives.
- Propose products and integrated solutions that address customer requirements, project risks, operational challenges, and emerging market needs.
- Support opportunities through specification, design, bidding, procurement, implementation, commissioning, and ongoing service while maintaining visibility to the overall project pipeline.
- Build a healthy, qualified pipeline; maintain accurate opportunity values, milestones, next steps, probabilities, and forecasts in Microsoft Dynamics CRM.
- Identify major capital projects and develop coordinated pursuit strategies that improve conversion, win rates, profitability, and product mix.
- Lead cross-functional and virtual teams involving Sales, Applications, Product Management, Marketing, Operations, Customer Support, global account teams, and other subsidiaries.
- Coordinate design, sourcing, service, delivery, commercial, and customer-marketing requirements to provide consistent and responsive customer support.
- Work with Product Marketing and solution teams to develop industry-specific value propositions, presentations, training, campaign materials, and end-to-end offerings.
- Organize the flow of customer, project, application, competitor, and technology information into the appropriate company teams and divisions.
- Monitor competitors, pricing, standards, approvals, regulations, technologies, and market trends; provide management with clear market intelligence and strategic recommendations.
- Coach and support regional sales teams and channel partners to ensure consistent national execution, effective lead follow-up, and strong customer engagement.
- Represent Weidmüller at customer forums, trade associations, conferences, and relevant industry events to strengthen relationships, visibility, and market credibility.
- Ensure compliance with company policies, quotation and approval processes, reporting expectations, and applicable safety, environmental, and quality requirements.
- Perform additional duties assigned by leadership.
Industry Development – Data Centers:
- Create and execute a national Data Center growth strategy covering hyperscale, colocation, edge, OEM, engineering, consulting, EPC, contractor, integrator, and commissioning stakeholders.
- Develop relationships with data-center operators, developers, equipment manufacturers, engineering firms, consultants, contractors, and project partners to identify opportunities and influence specifications.
- Develop opportunities in electrical connectivity, power distribution, control systems, cooling infrastructure, monitoring, industrial networking, edge computing, predictive maintenance, and related infrastructure applications.
- Coordinate engagement across customer design, construction, commissioning, operations, maintenance, and expansion phases to support repeatable national growth.
Industry Development – Energy:
- Lead market development across electric utilities, power generation, transmission and distribution, renewable energy, battery storage, grid modernization, electrification, and major industrial energy users.
- Build relationships with utilities, developers, OEMs, EPCs, consultants, engineering firms, contractors, integrators, and project owners.
- Position solutions that support reliability, resilience, efficiency, secure connectivity, automation, digitalization, energy management, predictive maintenance, and decarbonization.
- Translate regulatory, investment, technology, and sector trends into focused account priorities, solution requirements, and opportunity-development plans.
- Customer Engagement & Market Intelligence
- Act as the voice of the customer by bringing customer priorities, buying criteria, application needs, and future requirements into the organization.
- Assess competitive positioning and recommend actions related to products, solutions, pricing, channels, partnerships, and customer engagement.
- Develop and deliver market, pipeline, forecast, account, and performance reports for leadership.
- Support product and solution teams with sector-specific application insight, standards awareness, approval needs, and market requirements.
Key Performance Indicators:
- Revenue growth and profitability within the Data Center and Energy sectors.
- Qualified pipeline generation, opportunity progression, conversion, and strategic project wins.
- Market-share growth in priority segments, applications, and strategic accounts.
- Account retention, share-of-wallet expansion, product-mix growth, and new-customer development.
- Forecast accuracy, CRM discipline, milestone management, and timely reporting.
- Executive engagement, full buying-centre coverage, specification influence, and customer satisfaction.
- Effective national execution and cross-functional alignment.
Qualifications:
- Demonstrated knowledge of Data Center, Energy, utility, automation, electrical infrastructure, power distribution, connectivity, control, and digitalization applications.
- Knowledge of the end-user project ecosystem, including owners, operators, developers, engineering firms, procurement, OEMs, EPCs, contractors, integrators, and commissioning partners.
- Demonstrated success in market development, consultative selling, strategic account management, and complex project pursuits.
- Ability to navigate complex organizations, build executive relationships, influence specifications, and lead cross-functional teams without direct authority.
- Strong strategic thinking, business acumen, analytical ability, project management, negotiation, persuasion, presentation, and networking skills.
- Excellent professional written, verbal, and interpersonal communication skills.
- Strong working knowledge of CRM, forecasting, account planning, reporting, and Microsoft Excel.
- Self-motivated, adaptable, customer-focused, results-oriented, and effective in a dynamic national role.
Education & Experience Requirements:
- Bachelor’s degree in Engineering, Technology, Business, Marketing, or a related field is preferred; an equivalent combination of education and relevant experience may be considered.
- MBA and/or Professional Engineer designation is considered an asset.
- 10+ years of experience in sales, business development, strategic account management, market management, or industry leadership.
- Demonstrated success with national, global, or strategic accounts and complex cross-functional customer programs.
- Experience in Data Centers, Energy, utilities, automation, electrical infrastructure, power systems, or industrial digitalization is preferred.
- Experience leading virtual teams and working with distribution channels and global account structures is preferred.
Technical Knowledge
- Automation: control systems, industrial networking, edge computing, and packaged automation solutions.
- Power: distribution systems, power and control cabinets, energy management, battery storage, and grid applications.
- Digitalization: SCADA and monitoring, industrial data, industrial AI, condition monitoring, and predictive analytics.
- Infrastructure: data-center systems, electrical connectivity, cooling and power infrastructure, renewable-energy applications, and resilient critical systems.
Leadership Competencies
- Strategic thinking and market leadership.
- Executive presence and relationship building.
- Business acumen and commercial negotiation.
- Stakeholder influence and customer-centric leadership.
- Cross-functional collaboration and virtual-team leadership.
- Problem solving, accountability, and results orientation.
Travel Requirements & Physical Demands
- Expected travel is approximately 25–50%, as dictated by business needs, including overnight travel.
- National travel across Canada is required, with occasional travel to the United States and global corporate locations, events, and conferences.
- Must be able to travel by airplane and hold the documentation required for business travel.
- Must have a valid driver’s license and be able to operate an automobile for up to six hours at a time.
- Must be able to sit or stand at a desk while working on a computer for extended periods.
- Must be able to lift up to 50 lbs. of samples, demonstrations, or literature.
