Senior Sales Representative

Ainsworth is looking for one Senior Sales Representative for the Calgary and Southern Alberta marketplace.  Reporting to the Director of Operations for Alberta, this role is responsible for growth of the company’s revenue and margin by generating sales through new customer and business acquisition. The position has an attractive fixed and variable compensation package based upon previous proven achievement and attainment of targets.

Summary of Essential Job Functions:

  • Establish relationships with new customers and secure HVAC, Mechanical and Controls contracts and retrofit installation projects with new customers that achieve assigned sales quotas and targets
  • Responsible to drive and maintain high level of sales activities in assigned territory with objective of establishing long term strategic relationships with new customers that include the sale of annual recurring janitorial and technical service contracts in addition to project work. Activities will include but not be limited to:
    • Participating, contributing and execution of the sales and marketing plan for the assigned territory.
    • Drive the entire sales cycle from initial customer engagement to closed sales and engage Ainsworth support resources as required.
    • Filling and maintaining the sales pipeline with short, medium and long term opportunities.
    • Qualifying and establish high levels of personal and company credibility.
    • Solving problems in a unique manner that drives differentiation and improves customer operational and financial performance.
    • Growing existing business on house accounts (when requested) and within your sold customer base.
    • Industry involvement and participation with targeted associations and groups.
    • Promote the overall organization and our services
  • Work with your Supervisor to develop and execute yearly sales plan for assigned territory
  • Conduct presentations to potential and existing customers, associates, associations and colleagues
  • Through your activities, knowledge and professionalism, cultivate a strong personal brand within the geographic and vertical markets you are assigned to
  • Building long term relationships with key decision makers within the client organization, involving other GDI / Ainsworth resources as required
  • Work with marketing to plan and execute lead generation campaigns
  • Provide feedback to sales/ marketing and corporate leadership on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation
  • Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings
  • Timely and accurate reporting of opportunity pipeline and sales activity on our CRM
  • Document sales process, meetings, activities and communications using our CRM
  • Respond to reports and other communication requested by management
  • Consistently uphold the GDI / Ainsworth corporate image, specifically in the creation and use of services, promotional materials and events and continually evolve
  • Client Hosting, entertaining and event planning

Your Personal characteristics include but are not limited to:

  •        Self-starter/ self-disciplined
  •         Stimulating/ motivating
  •         Excels and enjoys developing new, meaningful relationships
  •         Comfortable to professionally challenge the status quo
  •         Driven to win
  •         Lifelong learner
  •          Curious
  •         Relentless enthusiasm for positive outcomes
  •         Strong presentation skills
  •         Strong negotiation skills
  •         Ability to interact professionally
  •         Work independently in a fast paced environment


  • College or University Degree in Business or Engineering
  •  5 plus years of Experience selling in the HVAC/Controls Industries
  • Technical experience in HVAC, Building Automation and the Energy Services Industry
  • Strong technical knowledge and experience with applying technology to build solutions
  • Actively participate in such industry organizations as BOMA and ASHRAE
  • Excellent track record of results selling complex solutions that require team sell.
  • Must have above average proficiency in Microsoft Excel, Word, Outlook and PowerPoint
  • The ability to read blue prints and specifications and do sales take offs
  • Excellent verbal and written communication skills
  • Ability to multi-task, manage several projects simultaneously
  • Works effectively under constricted time lines


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