Account Manager (Direct Hire)

Top Job

Located in Cambridge, ON

Overview – Our Client is committed to delivering top-tier engineering solutions to our clients across various industries. With a dedicated team of experts and a wealth of experience, we provide a comprehensive range of services tailored to meet the unique needs of each project. From mechanical and electrical engineering to project management and technical support, we strive for excellence in every aspect of our work.

Services Offered:

1. Mechanical Engineering 2. Electrical Engineering 3. Controls Design and Drafting 4. PLC/HMI Programming 5. Robot Programming 6. Site Startup and Commissioning Support 7. Project Management 8. Consulting and Technical Support 9. Maintenance Training and Operator Manuals 10. Pre-Start Health & Safety Reviews

About the Role - The Account Manager is directly responsible to the Division Manager for all technical and financial aspects of projects relating to customers assigned to their department. The Account Manager has complete P&L responsibilities within their department. The Account Manager works closely with other Account Managers as well as the Division Manager to coordinate sales and marketing efforts. The Division Manager works closely with the Integration Managers to monitor sales levels in order to properly balance resources and workloads. The Account Manager, in conjunction with the Division Manager and the Integration Managers, is also responsible for ensuring that the project teams have the proper training and tools to effectively execute projects in an efficient and timely manner.

Key Duties and Responsibilities –

Business Development and Sales

·         Solicit Systems Integration and control panel sales opportunities in order to further penetrate the local market and to expand the customer list. Maintain positive relations with existing customers through frequent contact by telephone and by occasional field visit with customer personnel (i.e. superintendents, project managers, plant engineers, decision makers, etc.)

·         Participate in the development of quotations and proposals from a technical perspective. Provide possible design, hardware and resource solutions to Account Managers while bidding on a perspective project.

·         Prepare and lead technical reviews and presentations with customers.

·         Maintain a constant lookout for potential projects that might suit any of the business units and report those leads back to the respective Division Managers.

·         Complete sales reports, bid registers, record of marketplace contacts and other related standard Company reporting.

·         Respond to telephone inquiries for the provision of automation/systems integration and control panels and any other services offered. Obtain all details (i.e. name of calling company representing, telephone number, details of requirements, etc.) Determine if in-house or out-of-house services will be required and whether subtrade assistance is involved. Forward sales leads onto appropriate departments.

·         Pursue and obtain tender specifications of automation/systems control panel packages or proposals and prepare contact estimates pursuant to the conditions of the tender, solicit sub-trade and vendor pricing, complete the related quantity takeoff and necessary estimating extensions, and make the timely submissions of quotation replies, all in compliance to Company standards.

·         Work with other sales estimators and marketing department to complement the services of the Company structure and to further enhance Client’s market position as A Systems Integrator of choice for target markets. Participate in the shaping of Client’s positive mark in the industry.

3. Operations

·         Open “Work Orders” for awarded work, and complete all of the information requested on the form; where the scope of work involves segregated work activities that should be tracked separately either for billing purposes or for estimating historical data, also open sub-work orders and label each; accordingly, this also applies to extra work beyond the original scope in the case of a fixed price quotation/contract.

·         Provide and assemble all information for “Project Kick Off” including copies of Work Order/Sub-Work Orders; Customer Purchase Order (unpriced) and Client’s Quotation accepted by Customer listing clarifications and other terms/conditions; Drawings and Specifications; Schedule; Safety Package; other special instructions if required.

·         Instruction of staff, in conjunction with the Integration Managers, on the specifics of the project estimate and schedule to facilitate knowledge transfer to staff who are responsible for detailed Controls Design, Procurement, Programming of Various PLC’s and HMI’s, SCADA systems and the like typically found in plant/process automated systems, Robotic programming, onsite debug and startup of completed systems.

·         Participate in the design and programming of projects on an as required basis when the demands on resources deem it necessary. e. Develop structures and systems within the execution side of the business to promote efficiencies and to strive for constant improvement.

·         Manage and monitor resources and coordinate with other Account Managers to maintain an efficient level of staffing. g. Monitoring the project management of costs, deliverables, scope change, schedule, and completion timelines are also within the domain of responsibility for projects sold.

·         Complete Purchasing Requisitions on the required forms with sufficient detail to cover all requisite requirements, when completing paperwork group materials separately to assist in identifying purchase requirements all in accordance with company policies and procedures.

·         Maintain control and review of all customer purchase orders and job activities to ensure same is consistent with the terms of quotations and secure change orders for services provided extra to the original scope and price.

·         Travel both locally and internationally to support customers as required. Although travel is minimal in this role, the potential for travel does exist.

·         Support customers during regular hours, after hours and on weekends as required.Follow up with customers as a quality check and customer satisfaction relations gesture

 

Financial Planning and Budgeting

·         Participate in budget review meetings with the Division and Account Managers and provide feedback as required.

·         Participate in sales planning meetings in order to provide feedback and monitor the direction of the company in order to properly plan resource requirements.

·         Review job cost status records (Jonas Accounting Reports) to manage profitability of contract work and be responsible for directing the customer billing of all services provided.

 

 

Skills and Qualifications –

·         Ability to generate leads for potential work which will include cold calling – disciplined to provide weekly activity/sales records.

·         Ability to organize the various functions for which the position is responsible – must be a detailed individual.

·         Ability to resist stress created by unequal workloads and maintain a persistent and pleasant disposition with customers, management, field and office employees.

·         Requires a strong mechanical aptitude and experience in the automation industry, specifically with regard to electrical drawing review, standard coding practices for PLC and HMI’s / SCADA systems typically found in industrial control systems.

·         Ability to work with a multitude of different vendor’s hardware to execute required duties and responsibilities.

·         Strong troubleshooting skills, quick and decisive learning curve regarding drawings and systems previously completed by others.

·         Requires a post-secondary diploma or equivalent level of literacy – working knowledge of computerized reporting systems and word process/spreadsheet software will be mandatory.

·         Ability to manage people and work closely coordinating with other departments and individuals.

·         Although the majority of Client’s workload will be domestic (within 4 hours of travel from head office), some traveling from time to time may be required.

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