Industrial Sales Representative growing SurfacePrep’s industrial materials territory across British Columbia. Selling surface enhancement solutions to foundries and manufacturers through regional travel and consultative customer relationships.
About the role
- Regional Commercial Sales Leader driving enterprise revenue, customer acquisition, and strategic account growth for Red Hat’s open source software business. Leading commercial sales teams and complex deals.
Responsibilities
- Develop and execute commercial sales strategies to achieve revenue, new customer acquisition, and account expansion targets
- Identify and prioritize commercial prospects based on market opportunity, customer potential, and strategic fit
- Drive new business development and expansion opportunities
- Establish sales plans, pipeline coverage targets, and account prioritization strategies
- Develop strategies to penetrate new commercial accounts and increase share of wallet within existing customers
- Build trusted relationships with senior executives, business leaders, and key decision-makers within enterprise accounts
- Guide account planning and opportunity development for high-value customers
- Support complex negotiations, commercial proposals, and contract discussions
- Ensure sales strategies address customer business objectives, procurement requirements, and stakeholder priorities
- Lead, coach, and develop commercial account executives and sales managers
- Establish clear sales targets, performance expectations, and accountability measures
- Provide guidance on commercial sales methodologies, deal qualification, negotiation, and closing strategies
- Lead pipeline reviews, opportunity assessments, and sales forecasting activities
- Build a culture of ownership, collaboration, customer focus, and performance excellence
- Oversee strategic opportunities involving multiple stakeholders, lengthy sales cycles, and significant contract values
- Coordinate internal resources to develop customer-specific solutions and proposals
- Support pricing strategy, commercial structuring, and contract negotiations within delegated authority
- Monitor revenue attainment, pipeline health, conversion rates, win rates, and forecast accuracy
- Analyze commercial market trends, competitive positioning, and customer buying behaviour
- Collaborate with Channel Partners, Marketing, and Business Development to strengthen commercial lead generation and pipeline development
Requirements
- Bachelor's degree in Business, Marketing, or a related discipline, or equivalent experience
- Typically 8–12+ years of B2B sales experience, including significant commercial sales leadership
- Proven track record of achieving commercial revenue targets and closing complex, high-value deals
- Experience managing enterprise account executives, sales managers, or strategic account teams
- Strong understanding of commercial account buying processes, executive stakeholder management, procurement, and commercial negotiations
- Experience with channel partner, reseller, and distribution management
- Proficiency in pipeline management, forecasting, account planning, and CRM systems
- Excellent executive communication, negotiation, coaching, and relationship-building skills
Benefits
- Flexible work environments, depending on role requirements, including fully remote work
- Reasonable accommodations for job applicants with disabilities
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