Director of Sales

Company Overview

Stella-Jones is a leading manufacturer of essential infrastructure products focused on serving utilities and railroads, as well as supplying big box home improvement stores across North America. Headquartered in Montreal, Canada and publicly traded on the Toronto Stock Exchange, Stella-Jones operates a vast network of facilities that employs more than 3,000 employees across the United States and Canada. Built on strong foundations with a coast-to-coast reach, we offer real opportunities for career success and community impact.

• Learn more about Stella-Jones: https://www.stella-jones.com/en/inside-stella-jones
• Learn more about our Steel Structures division: https://www.stella-jonessteelstructures.com/

Position Overview

At Stella-Jones Steel Structures, a proud division of Stella-Jones Utility Products Group (SJUP), you will join an organization driven by a culture of Continuous Improvement, where innovation, quality, and operational excellence guide everything we do. The North American transmission and distribution industry is experiencing unprecedented growth, creating exciting opportunities to contribute to major infrastructure projects that will define North America’s energy future. As part of our team, you will join a growing, forward-thinking organization that values its people, celebrates achievement, and empowers you to help build the energy infrastructure of tomorrow.

Stella-Jones is midway through an aggressive plan to quadruple our Lattice structure capacity over a 3-year period.  This includes the construction of a greenfield facility in Fayetteville, Tennessee which will begin production in mid-2027.  

For this unique opportunity, we seek an experienced Director of Sales with proven skills in developing and executing go-to-market strategies including all aspects of marketing. This role will be responsible for the commercial performance of Stella-Jones Steel Structures including go-to-market marketing strategy, sales, budget and customer experience, while serving as the product line director for the business. This is a remote, home-based role to be located either in Canada or the United States with significant travel (expected to be at least 50%).

Key Responsibilities

Product Line Management:

• Responsible for overall business unit management, linking engineering, sales, project delivery, and senior leadership to obtain commercial success in the product category.
• Brings a General Manager mindset and serves as the primary promoter for the product line.
• Works with executive leadership to develop, lead, and execute strategic planning and go-to-market marketing strategy for steel lattice structures that is visionary and aligns with SJUP goals.
• Leverages SJUP’s sales team to expand sales opportunities and support commercial growth.
• Collaborates with cross-functional team members servicing the same customers in Poles and Steel Lattice.
• Completes and executes sales budgets and forecasting.
• Works with the Director, Project Delivery and Engineering to develop an end-to-end customer experience ensuring world-class customer service and project management.

Sales & Revenue Generation:

• Execute sales efforts for North American utility partners. 
• Achieve annual sales targets for the steel structures division.
• Establish key relationships within utilities, engineering, and EPC firms.
• Prepare and present sales pitches, value propositions, and product differentiators.
• Maintain a strong and active sales pipeline

Customer Account Management:

• Serve as a primary point of contact for assigned customers, ensuring responsiveness, accuracy, and superior service.
• Build long-term relationships with engineering, procurement, and project delivery teams.
• Conduct regular customer check-ins to identify upcoming needs, performance feedback, and opportunities for value-added solutions.
• Resolve commercial issues quickly and professionally in collaboration with internal teams.
• Directing sales activities for steel structure sales resources as well as coordinating training and marketing efforts with the SJUP sales team. 

Opportunity Qualification & Proposal Support:

• Work closely with estimation, engineering, and project management teams to gather customer requirements and qualify opportunities.
• Communicate scope, technical details, timelines, and customer expectations internally to ensure accurate proposals and pricing.
• Support preparation of bids, tenders, and RFQs to ensure competitive, high-quality submissions.

Market Insight & Reporting:

• Monitor market activity, customer investments, utility forecasts, and competitor movements.
• Provide insights to management for strategic planning, product positioning, and forecasting.
• Maintain organized sales reports, pipeline summaries, and account plans.
• Leverage the broader SJUP team to effectively collect and leverage competitive market information 

Strategic Planning & Performance Management:

• Participate actively in the development and execution of the Annual Master Plan, ensuring sales priorities and customer strategies align with broader organizational objectives.
• Attend monthly progress review meetings, providing clear updates on account activity, opportunities, challenges, and overall performance toward annual targets.
• Engage in the company’s monthly Strategic KPI Follow-Up Meetings, contributing to discussions, analyzing key performance indicators, and driving actions that support continuous improvement.
• Leverage KPI insights and customer feedback to refine sales approaches, improve forecasting accuracy, and support data-driven decision-making.

Cross-Functional Collaboration:

• Coordinate with operations and production teams to align delivery schedules with customer expectations.
• Share market intelligence with leadership and SJUP business leaders to support business planning and continuous improvement.
• Participate in internal planning sessions, quarterly business reviews, and cross-functional meetings.

Representation & Industry Engagement:

• Represent the company professionally at industry events, customer meetings, trade shows, and plant tours.
• Promote the company’s commitment to quality, reliability, customer service, and safety.

 Qualifications

• Ten or more years of sales, business development and/or account management experience required
• Significant experience in steel fabrication, utility infrastructure, construction materials, or related industrial manufacturing required
• Proven success meeting or exceeding annual sales targets.
• Experience interpreting technical drawings, specifications, and engineered products
• Experience in developing marketing approaches 
• Ability to travel across Canada and the United States (expected to be up to 50%)
• Experience managing product line, business unit or equivalent (preferred)
• Bachelor’s or Master’s degree in Business, Engineering, or a related field (preferred)

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