Division: Electric Power Generation
Reports to: Product & Service Sales Manager (PSSM)
As the Project Sales & Development Manager, Electric Power, this role focuses on delivering optimal solutions to customers in the power and energy markets. The position supports corporate goals of enhancing customer satisfaction through sales and service excellence, promoting Finning and Caterpillar products and services.
The successful candidate will lead Electric Power project development and sales of generator sets (natural gas, biogas, diesel), switchgear, controls, heat recovery systems, and related equipment, while also promoting the broader Finning portfolio.
This role requires strong relationship-building skills, technical knowledge of generator sets and control systems, and the ability to work independentlyJob Description:
Major Job Functions
Business Development & Prospecting (15%)
Identify and pursue new project opportunities within the assigned territory.
Build and maintain a strong pipeline of potential customers.
Conduct market research, competitor analysis, and attend industry events.
Project Evaluation & Proposal Development (25%)
Review project specifications and contracts.
Prepare detailed proposals, cost estimates, and ROI feasibility studies.
Collaborate with engineering and estimating teams to develop project schedules and financial models.
Sales Execution & Negotiation (35%)
Present proposals and solutions to customers.
Negotiate terms and conditions with support from legal and estimating teams.
Conduct technical and commercial clarification meetings and close deals aligned with EBIT and sales targets.
Customer Relationship Management (15%)
Develop and maintain strong customer relationships.
Promote CVA (Customer Value Agreements) and full suite of Finning and Caterpillar products/services.
Actively manage accounts using ERP and CRM tools, ensuring customer satisfaction and retention.
Leadership & Mentorship (10%)
Mentor junior sales representatives and share best practices.
Provide guidance on technical and commercial aspects of power generation solutions.
Act as a subject matter expert within the team.
Accountability:
Actively manage the assigned industry through effective use of Finning’s ERP and CRM
Develop new accounts by leveraging the products and services offered by Finning and Caterpillar
Influence / Assist clients with feasibility study and design, prior to the Request for Quote stage
Ability to review and understand complex bid documents and present best solution to customers with Estimating / Engineering teams' support
Prepare and present sales proposals, group presentations, attend / engage in conferences.
Review and negotiate terms and conditions with support of Finning's legal team
Attend technical and commercial clarification meetings Assist the project team during the life of the project
Ability to meet deadlines, meet and exceed the sales target and EBIT
Education & Experience
Electrical or Mechanical Technology/Engineering degree or related post-secondary diploma
Minimum 5 years of technical sales and leadership experience in the power generation industry
Significant expertise in power generation and project development, including generator sets, controls, and associated systems
Experience with utility companies, peaking plant applications, and evaluating detailed project specifications and contracts
Strong technical aptitude gained through education, technical training, and field experience
Proficiency in MS Office (Excel, Word, Outlook, PowerPoint)
Industry-related experience with Caterpillar products preferred
Knowledge of sales and marketing principles, basic commercial and financial acumen
Previous customer account management experience
Excellent organizational, analytical, and communication skills
Proficiency in MS Office (Excel, Word, Outlook, PowerPoint)
At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and/or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations /adjustments to individuals with disabilities. If you require an adjustment/accommodation at any point during the recruitment process, please inform your recruiter.
Skills Required
- Electrical or Mechanical Technology/Engineering degree or related post-secondary diploma
- Minimum 5 years of technical sales and leadership experience in the power generation industry
- Significant expertise in power generation and project development, including generator sets and controls
- Experience with utility companies and evaluating project specifications and contracts
- Excellent organizational, analytical, and communication skills
What We Do
Finning is the world's largest Caterpillar dealer delivering unrivalled service for over 90 years. We sell, rent and provide parts and service for equipment and engines to customers in various industries, including mining, construction, petroleum, forestry and a wide range of power systems applications. Since 1933, when Finning was first established in Canada by Earl B. Finning, our name has conveyed integrity, reliability and resourcefulness. Over the years, the company has grown as a result of a genuine commitment to earning customer loyalty. With our broad product support infrastructure and unmatched service capabilities, we deliver solutions that enable customers to achieve the lowest equipment owning and operating costs while maximizing uptime. Finning employs over 13,000 people world-wide and operates in three geographies, with the head office in Vancouver, Canada.
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