GM, Industrial Products & Services

Accountabilities

Define and execute the industry strategy: Identify priority markets, customer challenges, target accounts, and service offerings with the strongest growth potential. Develop and refine a business plan with clear commercial objectives, financial targets, investment priorities, and measurable milestones.
Own financial performance and profitability: Take full responsibility for the business unit's profit and loss (P&L), budget, revenue, margins, and operating expenses. Allocate resources strategically, evaluate investment returns, and address performance gaps through informed decisions on pricing, delivery economics, retention, and portfolio mix.
Drive new enterprise business: Lead strategic sales initiatives targeting high-value industrial clients. Develop compelling value propositions, establish relationships with senior decision-makers, and personally guide major opportunities from discovery and solution design through negotiation and contract closure.
Expand and retain strategic accounts: Partner with Client Partners to understand customer priorities, strengthen executive relationships, and identify opportunities to expand service adoption across existing accounts. Resolve engagement challenges and translate successful outcomes into additional business.
Strengthen account planning and execution: Establish clear account priorities, ownership, engagement strategies, and commercial objectives. Ensure teams maintain consistent focus on high-potential accounts and make measurable progress toward revenue targets.
Coordinate multidisciplinary solution development: Collaborate with service leaders, solution architects, and subject matter experts to develop credible proposals addressing complex client challenges. Bring together capabilities across AI solutions, management consulting, managed services, and talent offerings.
Maintain accurate sales forecasting: Evaluate pipeline quality, opportunity values, expected close dates, and revenue assumptions. Identify risks early, challenge unsupported forecasts, and implement corrective actions to address potential shortfalls.
Build and lead a high-performing commercial organization: Recruit strong sales professionals, establish clear expectations, and develop team capabilities through hands-on coaching, account reviews, sales discussions, and active pursuit management.
Manage performance and leadership development: Set team objectives, define responsibilities, allocate and delegate work, monitor execution, provide constructive feedback, conduct performance reviews, and address underperformance when necessary.
Lead through personal contribution: Demonstrate the sales excellence expected of the team by actively participating in executive client conversations, complex negotiations, strategic pursuits, and critical commercial decisions.
Establish effective operating rhythms: Implement consistent processes for account planning, opportunity reviews, forecasting, financial management, performance monitoring, and team coaching.
Deliver measurable business milestones: Build an actionable growth plan during the initial months, advance major sales opportunities, strengthen key client relationships, optimize resource allocation, and demonstrate progress against revenue, profitability, and budget objectives.
Drive long-term business development: Review commercial performance and client outcomes to refine investment decisions, strengthen industry positioning, develop future leaders, and sustain profitable growth.
Requirements
Education: Bachelor's degree required. A master's degree in Engineering, Business, or a related discipline is preferred.
Senior leadership experience: At least 12 years of experience managing an industry business unit, with a strong understanding of business operations, commercial strategy, financial management, and organizational leadership.
Professional services sales leadership: At least 5 years of demonstrated success leading professional services sales teams in the Industrial Products & Services sector, with substantial experience in the energy industry, particularly Oil & Gas.
Industry expertise: Proven commercial experience in at least one of the following sectors: Oil & Gas, industrial manufacturing, automotive, or defense and aerospace.
Enterprise sales track record: A sustained record of winning new enterprise clients, expanding strategic accounts, and leading sales teams to achieve ambitious commercial objectives, supported by clear evidence of your personal contribution.
Executive-level relationships: Established industry connections and the ability to build trusted relationships with director-level and C-suite decision-makers through industry knowledge, relevant insights, and demonstrated business value.
Financial and commercial acumen: Demonstrated accountability for P&L performance, budgeting, pricing, profitability, hiring decisions, and investment allocation, with the ability to explain how these decisions influence revenue and margins.
Complex deal management: Experience leading enterprise sales cycles involving business case development, technical solution coordination, procurement processes, commercial negotiations, and contract closure.
Team development and performance management: Proven ability to recruit high-performing sales professionals, coach individuals through real client situations, improve team performance, address underperformance, and develop future leaders.
Forecasting and pipeline discipline: Strong opportunity qualification, account planning, and forecasting capabilities, including the ability to distinguish genuine buying intent from preliminary interest and intervene when opportunities lose momentum.
Technology and services knowledge: Sufficient understanding of technology, AI-enabled solutions, consulting, managed services, and talent-based offerings to engage confidently with clients and collaborate effectively with technical specialists.
Strategic and analytical thinking: Ability to evaluate market opportunities, assess business performance, make evidence-based decisions, and translate complex customer challenges into commercially viable solutions.
Communication and negotiation: Excellent written and verbal communication skills, with the ability to develop persuasive proposals, communicate financial performance clearly, influence senior stakeholders, and navigate complex negotiations.
Hands-on leadership approach: Willingness to contribute directly to sales execution and client engagement rather than relying exclusively on team delegation.
Adaptability and execution: Ability to thrive in a fast-growing, fast-paced environment, manage competing priorities, meet demanding deadlines, and work effectively with diverse stakeholders.
Language proficiency: Professional proficiency in English is required, as applications and communications must be submitted in English.
Benefits
Remote work: Fully remote position, offering flexibility to work remotely from an eligible location in Canada.
Executive-level responsibility: Lead the strategy, financial performance, and commercial direction of an industrial business portfolio with significant growth potential.
Business ownership and autonomy: Exercise substantial responsibility for P&L management, budgeting, hiring, investment decisions, and strategic resource allocation.
Strategic client exposure: Build relationships with enterprise customers and senior industry leaders across major industrial sectors.
Innovation and solution diversity: Work across AI-enabled solutions, consulting, managed services, and specialized talent offerings to address complex business challenges.
Leadership development: Recruit, mentor, and develop commercial talent while shaping team structure, performance standards, and future leadership capabilities.
Meaningful commercial impact: Directly influence business growth, client relationships, profitability, and long-term market positioning.
Compensation and additional benefits: Salary, performance incentives, healthcare coverage, retirement plans, paid time off, and other executive benefits have not been specified in the available job description and should be confirmed during the recruitment process.