Account Manager

Lakeside Controls•Mississauga, ON

48d

About The Position

Lakeside Process Controls Ltd. (‘Lakeside’) is recognized as a market leader, providing complete automation solutions to a wide range of industries. Our capabilities in process management and industrial automation enable us to solve our customers’ process automation challenges, keeping their operations running safer. Our solutions range from devices that measure and relay diverse physical and chemical conditions, devices that control flow of materials, networks that transmit event-related information, to process control systems that collect information and trigger necessary actions to ensure continued operations. Lakeside’s success is due to its exceptional people. Our skills and passion for our work is the key to our strong business results. Our commitment to a culture of integrity, teamwork and collaboration is what drives our continued and sustainable growth. We seek individuals who are engaged, capable and committed to continuous improvement. If this sounds like you, apply today and discover your potential with Lakeside! What you will be doing in the role of Account Manager: Strategic Account Management Own and grow business within an established portfolio of engineering contractors in the GTA or surrounding areas focused on projects in mining, chemical, power, refining or other heavy industries Develop and execute account plans for strategic customers, including the identification of white space opportunities Build and maintain strong working relationships with varied engineering disciplines including electrical, instrumentation, controls, process, and mechanical in addition to procurement stakeholders Opportunity Creation and Funnel Ownership Independently generate, qualify, and advance new business opportunities across the assigned customer set to achieve annual financial targets Establish appropriate sales call frequency and maintain a strong local presence Own funnel health and accuracy through disciplined CRM usage, including funnel position, funnel probability, forecasting, and diligent follow up on all active opportunities Technical and Value Based Selling Uncover customer pain challenges and guide customers through their buying process by positioning differentiated, value-based solutions that address measurable business outcomes Recommend fit for purpose solutions across a wide range of industrial automation applications including control systems, valves, instruments, integration and other engineering services by balancing process requirements, operational risk, and lifecycle cost Support customer evaluations and technical discussions in collaboration with specialists, factory experts, and other internal technical resources Strategic and Complex Pursuits Lead strategic and complex pursuits in collaboration with the Sales Manager, Emerson, and other Impact Partners Develop pursuit sales strategies, identify commercial and technical risk within opportunities, and apply tactical approaches to mitigate risk and improve win probability Work with customers to understand and navigate decision-making processes to support successful outcomes Engage Sales Management for review and alignment Internal Leadership and Coordination Provide clear direction to sales support teams regarding quotation strategy, scope, priorities, and overall project or customer context Act as the primary point of coordination between customers, internal teams, and external partners Promote a strong team-based approach to opportunity execution and customer support Business Performance and Discipline Meet or exceed annual bookings, sales, and gross profit targets Maintain accurate customer, contact, opportunity, and competitive intelligence within CRM Support collections, warranty resolution, and issue escalation as required to protect customer relationships and business outcomes

Requirements

University Undergraduate Degree in Engineering or Business
7+ years of combined experience in a sales-related role with proven account management success
2-5 years of experience with Account Planning and complete sales cycle execution (initial call, technology selection, negotiation, and final PO)
7+ years of combined experience in technical sales; understanding of process control equipment is beneficial but not essential
Strategic Account Development and account planning
Comfort with long sales cycles
Knowledge of current market conditions and trends
Experience with Customer Relationship Management (CRM) software
Ability to develop and maintain customer relationships
Works effectively in a team environment
Ability to effectively communicate at all levels
Strong Sales and Business Acumen

Nice To Haves

Knowledge of Richardson Sprint Selling methodologies would be an asset

Responsibilities

Own and grow business within an established portfolio of engineering contractors in the GTA or surrounding areas focused on projects in mining, chemical, power, refining or other heavy industries
Develop and execute account plans for strategic customers, including the identification of white space opportunities
Build and maintain strong working relationships with varied engineering disciplines including electrical, instrumentation, controls, process, and mechanical in addition to procurement stakeholders
Independently generate, qualify, and advance new business opportunities across the assigned customer set to achieve annual financial targets
Establish appropriate sales call frequency and maintain a strong local presence
Own funnel health and accuracy through disciplined CRM usage, including funnel position, funnel probability, forecasting, and diligent follow up on all active opportunities
Uncover customer pain challenges and guide customers through their buying process by positioning differentiated, value-based solutions that address measurable business outcomes
Recommend fit for purpose solutions across a wide range of industrial automation applications including control systems, valves, instruments, integration and other engineering services by balancing process requirements, operational risk, and lifecycle cost
Support customer evaluations and technical discussions in collaboration with specialists, factory experts, and other internal technical resources
Lead strategic and complex pursuits in collaboration with the Sales Manager, Emerson, and other Impact Partners
Develop pursuit sales strategies, identify commercial and technical risk within opportunities, and apply tactical approaches to mitigate risk and improve win probability
Work with customers to understand and navigate decision-making processes to support successful outcomes
Engage Sales Management for review and alignment
Provide clear direction to sales support teams regarding quotation strategy, scope, priorities, and overall project or customer context
Act as the primary point of coordination between customers, internal teams, and external partners
Promote a strong team-based approach to opportunity execution and customer support
Meet or exceed annual bookings, sales, and gross profit targets
Maintain accurate customer, contact, opportunity, and competitive intelligence within CRM
Support collections, warranty resolution, and issue escalation as required to protect customer relationships and business outcomes

Benefits

Flexible working schedules, including remote work programs
A competitive compensation package, with RRSP-matching
Comprehensive benefits coverage (medical, dental, vision, EAP & on-demand virtual health care)
A culture that promotes healthy work-life balance with above-market paid time off
A structured training and development program and opportunities for continuous learning
Access to Lakeside’s Mentorship Program—empowering growth and inspiring connection through shared knowledge and support
Opportunity to participate in an award-winning wellness program!

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