About the Opportunity
Company: Confidential Client
Industry: Oil & Gas / Industrial Infrastructure Equipment
Our client is a growing oil and gas equipment company serving customers across Canada, with initial sales into the United States and international markets. The company provides critical equipment and solutions used across energy production, processing, and related industrial applications.
They are seeking a sales leader for their Calgary office. This is a hands-on leadership role suited to someone who can both lead a small sales team and personally generate revenue through key customer relationships, new business development, and strategic account growth.
The ideal candidate is not looking for a purely managerial role. Approximately 30%–40% of this position will be focused on team leadership, while the balance will be dedicated to direct sales activity, major customer relationships, market development, and revenue generation.
Role Overview
The Sales Leader will be responsible for leading the company’s sales and marketing program, supporting and developing the existing sales team, and helping shape the company’s growth strategy across current and future markets.
This person will play a key role in building a scalable sales function, identifying new market opportunities, strengthening relationships with major customers, and ensuring the sales team is focused, accountable, and performing.
Key Responsibilities
Sales Leadership & Team Management
Lead, coach, and support a small sales team, ensuring each team member has clear goals, priorities, and accountability.
Develop sales processes, performance expectations, reporting structures, and team rhythms that support growth.
Monitor sales activity, pipeline health, customer coverage, and individual performance.
Provide guidance on key accounts, customer strategy, pricing discussions, and complex sales opportunities.
Create and refine sales incentive and bonus plans that align the team with company goals and profitable growth.
Ensure the sales team is informed, motivated, and consistently focused on the highest-value opportunities.
Sales Strategy & Market Development
Develop and execute a sales strategy to support growth across Canada and the USA, future expansion into the United States, and longer-term international opportunities.
Collect and analyze market intelligence, including customer needs, competitor activity, pricing trends, project activity, and emerging opportunities.
Translate market research into practical sales plans, customer targets, territory priorities, and product or service opportunities.
Gain market awareness through marketing and brand awareness activities.
Keep leadership and the sales team updated on market conditions, strategic priorities, and growth opportunities.
Identify new regions, customer segments, and industry channels where the company can expand.
Direct Sales & Customer Relationships
Personally manage and grow key customer relationships with major accounts.
Develop new customer relationships and open doors with strategic prospects.
Drive revenue through direct selling, account development, and project-based opportunities.
Act as a senior commercial representative for the company with important customers, partners, and industry contacts.
Support negotiations, proposals, and customer presentations where senior sales involvement is required.
Maintain a strong understanding of customer operations, purchasing drivers, project timelines, and competitive pressures.
Sales Program Development
Lead the continued development of the company’s overall sales program.
Improve forecasting, customer tracking, CRM discipline, sales reporting, and pipeline visibility.
Work closely with operations, technical, procurement, and leadership teams to ensure customer commitments are aligned with company capabilities.
Help shape the company’s commercial approach as it grows into new markets and larger opportunities.
Build a culture of accountability, professionalism, customer focus, and proactive business development.
Marketing Program Development
Lead marketing activities through Social Media posts, traditional marketing activities, and customer engagement activities such as trade shows and open houses.
Ideal Candidate Profile
The successful candidate will have experience selling industrial, oilfield, energy, or related technical equipment to oil and gas customers. They should be equally comfortable developing business personally and leading others to perform.
They will bring a strong commercial mindset, established industry relationships, and the ability to turn market knowledge into a practical growth strategy.
Qualifications & Experience
Experience in sales leadership, senior business development, account management, or commercial leadership within oil and gas, industrial equipment, energy services, or a related sector.
Proven ability to generate revenue directly through customer relationships and new business development.
Experience leading, coaching, or mentoring salespeople.
Strong understanding of the Canadian and American oil and gas markets.
Ability to develop sales strategies, identify market opportunities, and execute growth plans.
Experience managing major customer relationships and strategic accounts.
Strong commercial judgment, including pricing, margins, negotiations, and customer prioritization.
Ability to develop sales compensation, bonuses, or incentive structures is considered an asset.
Strong communication, leadership, and organizational skills.
Comfortable operating in a growing company environment where strategy, structure, and processes are still being built.
Willingness to travel as required to meet customers, support the team, and develop new markets.
What Makes This Role Attractive
This is an opportunity to take ownership of a growing sales function while still remaining close to customers and revenue generation. The successful candidate will have meaningful influence over the company’s growth strategy, market expansion, sales structure, customer relationships, and team development.
This role is well suited to a commercially driven leader who wants to help build something, not simply maintain an existing sales department.
Compensation
A competitive compensation package will be offered, including base salary and performance-based incentives aligned with company and individual results.
Confidentiality
This is a confidential search being managed through a recruitment partner. Additional details about the company will be shared with qualified candidates during the recruitment process.
If this opportunity aligns with your experience and career interests, we welcome your application. Please send your resume to [email protected]
Benefits:
- Dental care
- Extended health care
- On-site parking
- Paid time off
Work Location: In person
