For the past 30 years, Continental Group has grown to become a leader in the medium/high voltage motor & generator repair services industry through our dedication to innovative technology, unequaled services, and top-end products. At Continental, our commitment is ensuring our customers’ needs are met with skill, diligence, and swiftness every time. That is why we employ only the best technicians, journeymen, engineers, sales, and support staff in the industry.

Position Summary

Continental Electric Motor Services is a strong, profitable industrial business with a respected technical reputation. What we are now building is the next phase: structured, accountable commercial growth.

The Senior Sales Manager – Industrial Growth & Core Accounts is a hands-on, entrepreneurial sales leader responsible for taking an already functioning and profitable operation to the next level. This role owns revenue growth across core accounts, leads business development strategy, and brings disciplined commercial execution across the organization.

This is not a maintenance role. It is an opportunity to step into a business with a strong foundation and install the leadership, structure, and growth mindset required to scale it.

The Senior Sales Manager will lead existing sales and quotation personnel and own the end-to-end commercial process across the business. This position plays a critical role in establishing sustainable sales leadership, improved customer visibility, and scalable commercial structure within Continental.

Key Responsibilities

Commercial Growth & Core Account Leadership

• Own and execute structured growth plans for Continental’s core industrial accounts
• Expand share of wallet through proactive identification of new services, applications, and customer sites
• Establish regular senior-level customer engagement and voice-of-customer visibility
• Identify and pursue new market opportunities aligned with Continental’s capabilities
• Drive disciplined pipeline development and forecast accuracy

Business Development & Sales Strategy

• Lead the development and execution of Continental’s sales and business development strategy
• Define target markets, customer segments, and growth priorities
• Shape pricing strategy, margin discipline, and commercial positioning
• Install accountability for opportunity qualification and conversion
• Align commercial priorities with operational capacity and profitability objectives

Sales Leadership & Commercial Process Ownership

• Lead and manage existing sales personnel and quotation / estimating resources
• Own the end-to-end commercial process across the business
• Ensure disciplined opportunity qualification, pricing review, and commercial risk assessment
• Establish structured quote review and approval processes
• Drive CRM transparency and pipeline visibility
• Provide coaching, direction, and performance oversight for commercial team members

Operational Alignment & Execution Discipline

• Partner closely with operations, engineering, and technical teams to ensure executable and profitable opportunities
• Improve handoff consistency from sales to operations
• Identify commercial or execution risks early in the pursuit cycle
• Ensure sales growth aligns with delivery capability

Reporting & Governance

• Maintain accurate CRM records including pipeline, forecasting, and account plans
• Provide regular commercial reporting to the General Manager and VP, Sales & Business Development
• Improve forward visibility into order intake and revenue expectations
• Contribute to quarterly commercial reviews and strategic planning discussions

Qualifications

• Bachelor’s degree in Business, Engineering, or related field (or equivalent experience)
• 8–12+ years of progressive experience in industrial B2B sales or commercial leadership
• Demonstrated success growing industrial accounts and expanding revenue within established customer bases
• Experience leading sales or pre-sales teams, including quotation or estimating personnel
• Strong familiarity with industrial service environments including rotating equipment, electrical systems, or related technical sectors
• Proven ability to balance growth objectives with margin and risk management
• High degree of initiative, ownership mindset, and entrepreneurial drive
• Based in Calgary or Edmonton with regional travel as required

Competencies

• Entrepreneurial Leadership: Ability to bring structure, urgency, and accountability to a functioning but under-optimized commercial environment
• Commercial Discipline: Strong focus on opportunity qualification, pricing rigor, and ITO execution
• Team Leadership: Capability to lead, coach, and align sales and quotation personnel
• Growth Orientation: Demonstrated history of expanding revenue streams within existing businesses
• Customer Engagement: Comfortable leading senior-level discussions and building long-term relationships
• Operational Alignment: Ensures growth efforts are executable, profitable, and aligned with delivery capability

Continental is committed to a diverse and inclusive workplace. Continental is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, disability, age, or other legally protected status.