My client is hiring an experienced Account Executive to lead new business development for its Building Automation & Mechanical solutions, Enterprise group. In this role, you will be a vertical subject matter expert and be responsible for the business development and performance of all sales activities with a dedicated strategic focus on new business development in your vertical market. (e.g. Utilities, SLED, Data Centers, Healthcare).

This position will understand all aspects of vertical market expertise, to include industry drivers, business objectives, operational issues, and key attributes of the types of decision makers and influencers. The ability to prioritize and segment customer targets based upon geography, customer characteristics and demographics will be paramount to the success of this position.

A successful vertical Account Executive assists with identifying, investigating, and evaluating new business opportunities and alliances that promote the organization's objectives. This position is accountable for the development of robust relationships with the Business Development Team, solid partnerships with industry influencers and alignment with strategic customer clients (end users).

What Success Looks Like

- Develops a business plan and sales strategy that ensures attainment of company sales goals and profitability. Provides input beyond own territories and acts as a subject market expert. Understands industry market pressures and customer business objectives, in-conjunction with alignment of differentiated value with their operational inefficiencies.

- Responsible for creating, monitoring, and revising lead generation plans to ensure a substantive sales opportunity pipeline. Finds new and creative ways of engaging with customers. Responsible for capturing the attention of potential customers and presenting new solutions and services that the company has to offer.

- Conducts research and analysis of market / project opportunities consistent with strategy, leveraging available market research analytical tools.





- Prepares action plans for effective search of sales leads and prospects. Develops strategies & underpinning tactics for a successful outcome. Ensures that customers are informed of new product/service introductions and prices.

- Works closely with Sales, Marketing, and Product Management to collaborate on market conditions, pricing issues, competitive trends and industry relevance.

- Develop business opportunities, conduct needs assessment (customer site walks) and write proposals for system installation and service opportunities.

- Diagnose and respond to client needs, with written & verbal follow-up on all aspects of request.

- Attends trade shows and industry conferences for educational and customer-oriented purposes.

- Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.

- Performs other duties and responsibilities as requested or required.

What You Bring

- 5-7 years of sales experience, with at least 3 years specifically in Building Automation business development.

- Hands-on familiarity with mechanical systems, and BAS platforms such as Schneider Electric (EBO), Distech, Honeywell, Alerton, Delta, JCI Metasys, Siemens Desigo, Automated Logic, KMC, Reliable, or Niagara.

- A track record of independently managing a territory and closing complex, consultative sales.

- Confidence presenting to and influencing senior decision-makers.

- Strong analytical instincts paired with sharp verbal and written communication.

- Comfort with Microsoft Word, Excel, Outlook, Teams, PowerPoint, and Bluebeam Revu.

- A bachelor's degree in Business, Engineering, or a related field (or equivalent experience).

Why Join

- Competitive base salary plus performance-driven compensation

- Vehicle reimbursement program

- Comprehensive health and dental coverage from day one

- Employer-matched RRSP contributions

- Generous paid time off and company holidays

- Tuition reimbursement and career development support
- A colleague assistance program and a genuine, values-led culture

- Annual Social Responsibility Day, plus more

📌 Account Executive - Building Automation (New Projects) (Calgary)
🏢 MacDonald Search Group
📍 Calgary