Utilities Sales Director

Role Overview

• 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).

Benefits

• Prysmian is an Equal Opportunity Employer
• Commitment to Diversity, Equity, and Inclusion