Drive new business development and profitable growth with major provincial and municipal utilities.
Partner closely with Operations, Supply Chain, Procurement, Finance and Engineering to align commercial strategy with manufacturing capabilities and market demand.
Define and execute the Utilities sales and marketing strategy, using market intelligence, customer insights, and competitive analysis to support both near term bookings and long term growth.
Define business models, pricing frameworks, and contract terms; work collaboratively with Product Management to design and implement targeted value propositions for the Utilities segment.
Establish commercial priorities and allocate resources to support major bids, framework agreements, and strategic projects, ensuring timelines and commitments are met.
Build, lead, coach, and develop the Utilities sales organization, fostering a high performance, accountable, and customer focused culture.
Develop and implement strategies to optimize revenue, market penetration, margin, and overall profitability.
Maintain and expand a strong executive level network with existing and prospective customers to identify future opportunities and long range programs.
Represent Prysmian at industry conferences, technical forums, and customer events to strengthen brand presence and deepen customer relationships.
Maintain a deep understanding of the Canadian Utilities market, including Regulatory frameworks governing power generation, transmission, and distribution; Market conditions, capital investment cycles, and supply/demand fundamentals; Policy drivers, energy transition initiatives, infrastructure funding, and sustainability trends; Political and legislative developments impacting utility investment decisions.
Analyze, understand, and communicate the competitive landscape, including competing technologies, suppliers, pricing strategies, and alternative solutions.
Own responsibility for system pricing, price sheets, and product system structures related to the Utilities market.
Coordinate closely with Supply Chain on inventory strategy, demand forecasting, and infrastructure requirements.
Develop and present commercial reports, KPIs, forecasts, and business analyses to leadership.
Develop tools, processes, and training to cascade pricing strategy and commercial decisions through Inside Sales and customer support teams.
Lead advanced commercial reviews, approvals, and escalation processes.
Identify and implement process improvements across sales and commercial operations to enhance speed, accuracy, and customer satisfaction.
Serve as the escalation point for complex customer, delivery, quality, or contractual issues, collaborating cross functionally to drive resolution.
Lead regular business update and pricing discussions with Inside Sales leadership and broader commercial teams.
Requirements
Undergraduate or graduate degree in Engineering, Business (Marketing, Finance, Accounting, Economics), or a related discipline; or equivalent experience.
Minimum 7+ years in a senior sales leadership role, with demonstrated accountability for revenue and profitability.
10+ years of experience selling technically complex products or solutions, ideally to utilities, infrastructure, or highly regulated markets.
Proven success in designing and executing aggressive, sustainable growth strategies.
Strong experience building, leading, and scaling high performing sales teams.
Demonstrated ability to set ambitious targets and execute complex, long cycle deals.
Entrepreneurial mindset with strong ownership mentality for business outcomes.
Advanced negotiation skills and thorough understanding of B2B commercial contracts and risk management.
Experience working closely with Operations, and Product Management to drive new offerings and market expansion.
Excellent interpersonal, communication, and executive level presentation skills.
Willingness to travel up to 40% within Canada, with flexibility for extended hours as required.
Proficiency with Microsoft Office tools (Excel, Word, PowerPoint).