Account Manager – Transformer & Dielectric Fluids

Account Manager, Transformer & Dielectric Fluids

Location: Belleville, ON, Canada, or Remote. Territory: This role manages customer relationships and business development across Ontario and Quebec, the Northeastern United States, and select opportunities in Western Canada. The position requires regular travel throughout the assigned region, including occasional travel to Western Canadian provinces.

Travel: 50%

Reports to: Director of Sales

Position Overview

Soltex is seeking an experienced Account Manager, Transformer & Dielectric Fluids to grow our business across an established customer base and targeted new markets. This consultative sales position will work with transformer manufacturers, electric utilities, service companies, electrical contractors, and distribution partners to identify opportunities, secure product approvals, and build long-term customer relationships.

The Account Manager will manage selected existing accounts while developing new customers, applications, and market opportunities. The successful candidate will combine strong commercial skills with the ability to understand customer applications and clearly communicate the technical value of Soltex products.

Key Responsibilities

Account Management and Growth

• Manage and expand an assigned portfolio of existing customers.
• Develop strong relationships with customer contacts across commercial, technical, procurement, and operational functions.
• Identify opportunities to increase product penetration, revenue, and long-term account value.
• Prepare and execute account-development plans for priority customers.
• Develop quotations, proposals, forecasts, and commercial recommendations.
• Monitor customer requirements, competitive activity, and changing market conditions.
• Maintain accurate customer, opportunity, and sales activity information within the company's CRM system.

Business Development

• Identify, prospect, and qualify new customers within the assigned territory.
• Develop opportunities with transformer manufacturers, electric utilities, service companies, electrical contractors, distributors, and other targeted accounts.
• Build and maintain a qualified opportunity pipeline aligned with growth objectives.
• Lead opportunities through technical evaluation, commercial negotiation, product approval, and implementation.
• Represent Soltex at customer meetings, industry events, conferences, and trade associations, as appropriate.
• Identify emerging applications and market segments that support the continued expansion of Soltex's insulating-fluids portfolio.

Technical and Cross-Functional Support

• Develop a working knowledge of Soltex transformer insulating fluids and specialized dielectric fluids used in underground and high-voltage cable systems.
• Understand customer applications and coordinate appropriate product and service recommendations.
• Support customer product evaluations, qualification programs, specifications, and approval processes.
• Collaborate with Soltex technical, operations, customer service, supply-chain, and commercial teams to address customer requirements.
• Coordinate the resolution of technical, quality, delivery, and service issues.
• Communicate customer feedback and market intelligence to internal stakeholders.
• Remain current on relevant industry developments, customer requirements, and competitive products.

Required Qualifications

• Demonstrated success in B2B account management, technical sales, or business development.
• Experience selling technical, industrial, chemical, energy, or electrical products and services.
• Proven ability to manage existing customer relationships while developing new business.
• Strong prospecting, presentation, negotiation, and relationship-management skills.
• Ability to understand technical products and communicate their commercial and operational value.
• Strong written and verbal communication skills.
• Effective organizational, planning, and opportunity-management capabilities.
• Ability to work independently in a remote or field-based sales environment while collaborating effectively with internal teams.
• Willingness and ability to travel throughout the assigned territory.
• Valid driver's license and ability to meet applicable business-travel requirements.

Preferred Qualifications

• Experience with transformer oils, dielectric fluids, lubricants, base oils, specialty chemicals, electrical equipment, or utility markets.
• Experience selling to transformer manufacturers, electric utilities, electrical service companies, industrial contractors, or chemical distributors.
• Familiarity with technical product qualification, specification, or customer-approval processes.
• Established relationships within the transformer, utility, electrical-service, or dielectric-fluid markets.
• Bachelor's degree in business, engineering, chemistry, or a related discipline, or an equivalent combination of education and relevant industry experience.
• Experience managing a geographically dispersed sales territory.

Success in This Role

• Retention and profitable growth of assigned customer accounts.
• Development of qualified new-business opportunities.
• Conversion of opportunities into sustainable commercial business.
• Expansion of Soltex products across existing and new applications.
• Effective management of customer evaluations, specifications, and product approvals.
• Accurate forecasting and disciplined opportunity management.
• Strong collaboration with technical, operational, and customer-service teams.

Why Join Soltex?

This position offers the opportunity to manage established customer relationships while helping expand a specialized portfolio of transformer and dielectric-fluid solutions. The Account Manager will work directly with customers, technical resources, operations, and commercial leadership to solve application challenges and develop new business.

Compensation and Benefits

• Competitive base salary
• Performance-based incentive compensation
• Medical, dental, and vision benefits
• RRSP
• Paid time off and company holidays