Medical Equipment jobs in Winnipeg, MB

Job Summary

Precision ADM is seeking an experienced and commercially driven Director of Sales and Marketing to lead the company's business development, sales, strategic account management, and marketing activities. Precision ADM specializes in metal Laser Powder Bed Fusion (LPBF), polymer additive manufacturing, precision CNC machining, engineering, and advanced post-processing for highly regulated (ISO 13485, AS9100D, FDA, CMMC, ISO 9001) and technically demanding markets.

The Director is responsible for developing and executing Precision ADM's commercial growth strategy, building a qualified sales pipeline, developing strategic customer relationships, converting technical opportunities into profitable long-term production programs, and strengthening the Precision ADM brand in Aerospace, Defence, Medical Devices, Energy, and selected industrial markets.

This senior leadership position requires technical understanding, strategic selling, commercial judgement, relationship development, forecasting discipline, and the ability to lead cross-functional commercial execution.

Duties

• 1. Sales Strategy and Revenue Growth

· Develop and execute Precision ADM's annual and multi-year sales strategy aligned with the company's financial plan and manufacturing capacity.

· Establish sales objectives by market, customer, technology, geography, and strategic account.

· Build a diversified opportunity pipeline across Aerospace, Defence, Medical Devices, Energy/Power Generation, and selected industrial markets.

· Prioritize opportunities that can transition from prototype and First-of-a-Kind development into recurring serial production.

· Develop account-specific growth plans for major customers and increase sales within existing strategic accounts.

· Maintain a balanced portfolio of near-term revenue opportunities and longer-cycle strategic programs.

· Participate in annual strategic planning, budgeting, capacity planning, and capital investment discussions.

2. Business Development

· Identify and develop new customers throughout Canada, the United States, and selected international markets.

· Target OEMs, Tier 1 suppliers, government organizations, defence contractors, medical device manufacturers, turbine manufacturers, energy companies, and other strategic organizations.

· Build relationships with customer stakeholders in Engineering, Supply Chain, Procurement, Manufacturing, Program Management, R&D, and Executive Management.

· Identify opportunities where additive manufacturing, advanced machining, DfAM, material/process development, or integrated manufacturing can create measurable customer value.

· Develop strategic partnerships with complementary manufacturers, technology companies, engineering firms, OEMs, universities, government organizations, and industry associations.

· Monitor customer product and technology roadmaps to position Precision ADM early in new development programs.

3. Strategic Account Management

· Serve as a senior commercial contact for major Precision ADM customers.

· Develop formal account plans for strategic customers, including revenue objectives, active programs, decision makers, risks, and next actions.

· Understand each strategic customer's business objectives, product roadmap, qualification requirements, expected production volumes, procurement strategy, and competitive environment.

· Coordinate customer visits, technical reviews, executive meetings, and business reviews where appropriate.

· Monitor customer satisfaction and coordinate resolution of significant commercial, technical, quality, or delivery concerns with the appropriate internal teams.

4. Sales Pipeline, CRM and Forecasting

· Maintain disciplined CRM records for accounts, contacts, activities, RFQs, quotations, opportunities, probabilities, next actions, and expected close dates.

· Establish and enforce clearly defined sales stages from lead generation through production award.

· Maintain monthly, quarterly, and annual sales forecasts, including probability-weighted opportunity values and expected production ramp-up.

· Track new leads, qualified opportunities, RFQs, quotations, prototype programs, qualification programs, production opportunities, and won/lost business.

· Identify stalled opportunities, revenue gaps, and forecast risks early and develop corrective actions.

· Provide Senior Management with clear, timely commercial reporting and forward-looking visibility.

5. Quotation and Commercial Management

· Work with Engineering, Operations, Quality, and Finance to develop competitive and profitable customer quotations.

· Ensure quotations appropriately account for engineering, material, machine time, labour, inspection, post-processing, outside services, shipping, NRE, capital requirements, risk, and margin expectations.

· Lead pricing strategy and commercial negotiations for strategic programs and long-term supply opportunities.

· Support review and negotiation of RFQs, NDAs, LOIs, commercial terms, development agreements, and customer contracts in coordination with Senior Management and legal advisors as required.

· Structure commercial arrangements for programs requiring significant NRE, qualification, tooling, validation, inventory, or capital investment.

· Protect Precision ADM's margins and ensure sales activity supports profitable growth rather than revenue growth alone.

6. Technical and Consultative Selling

· Develop a strong working understanding of Precision ADM's metal LPBF, polymer AM, CNC machining, engineering, inspection, and post-processing capabilities.

· Communicate effectively with engineers and technical decision makers regarding manufacturing feasibility, qualification pathways, and production readiness.

· Work with Precision ADM engineers to evaluate customer components and identify suitable applications for additive manufacturing and advanced manufacturing.

· Communicate the business case for additive manufacturing, including part consolidation, weight reduction, thermal performance, supply-chain simplification, obsolescence management, rapid development, and reduced assembly requirements.

· Ensure technical commitments made during the sales process are reviewed by the appropriate Engineering, Quality, or Operations personnel before being communicated as firm commitments.

7. Marketing Leadership

· Develop and execute Precision ADM's annual marketing plan in direct support of the company's commercial strategy and target markets.

· Maintain consistent corporate positioning, brand standards, and market messaging.

· Oversee development of website content, technical case studies, capability brochures, customer presentations, videos, social media content, press releases, technical articles, conference presentations, and trade-show materials.

· Position Precision ADM as a leader in Advanced Digital Manufacturing® and advanced manufacturing technologies.

· Convert successful projects into approved case studies and commercial proof points where customer confidentiality permits.

· Measure marketing effectiveness based on qualified opportunities, customer engagement, pipeline contribution, and return on investment rather than activity alone.

8. Trade Shows, Conferences and Industry Development

· Establish an annual trade-show and conference strategy based on target customers, target markets, and expected commercial return.

· Coordinate company participation, including exhibits, speaking opportunities, sponsorships, customer meetings, and technical presentations.

· Set specific customer-meeting and lead-generation goals before each event and ensure post-event leads are entered into the CRM and followed up promptly.

· Develop relationships with relevant industry associations and organizations that strengthen Precision ADM's market visibility and business development reach.

9. Market Intelligence and Strategic Input

· Monitor developments in additive manufacturing, Aerospace, Defence, Medical Devices, Energy, gas turbines, advanced materials, precision machining, and adjacent technologies.

· Track competitors, equipment providers, market pricing, industry investments, emerging materials, and evolving customer needs.

· Identify new markets where Precision ADM's certifications, manufacturing capabilities, engineering depth, and technical expertise provide a competitive advantage.

· Provide Senior Management with commercial input regarding equipment investments, new technologies, new materials, partnerships, acquisitions, and geographic expansion.

10. Sales Team Leadership

· Lead, coach, and develop sales and marketing personnel and establish clear individual objectives and activity expectations.

· Conduct regular pipeline, account, forecast, and business-development reviews.

· Establish accountability for accounts, opportunities, territories, and industry sectors.

· Mentor team members in technical selling, prospecting, account management, negotiation, and customer communication.

· Support recruitment and onboarding of future sales and marketing personnel as the organization grows.

· Develop scalable sales processes capable of supporting continued revenue growth and a larger recurring production base.

11. Cross-Functional Leadership

· Partner with Engineering on technical feasibility, DfAM, NRE, prototype development, and process qualification.

· Partner with Operations on capacity, lead times, manufacturing strategy, scheduling, and production readiness.

· Partner with Quality on customer requirements, qualification programs, regulatory requirements, inspection, and quality planning.

· Partner with Finance on pricing, contribution margin, forecasting, customer credit, capital requirements, and profitability analysis.

· Partner with Senior Management on strategic priorities, major customer negotiations, partnerships, capital investments, and long-term business planning.

· Ensure the commercial organization does not make commitments regarding price, delivery, quality, technical performance, or capacity without appropriate internal review.

12. Quality, Regulatory and Information-Control Awareness

· Maintain a working understanding of Precision ADM's quality systems and certifications, including ISO 9001, AS9100, ISO 13485, Controlled Goods, and other customer-specific requirements relevant to the role.

· Ensure customer information, intellectual property, controlled technical information, and confidential information are handled in accordance with Precision ADM policies and applicable requirements.

· Support a culture in which commercial urgency is balanced with quality, security, compliance, and disciplined change control.

Join us as we drive innovation forward! This role offers an exciting opportunity for a motivated leader eager to make a significant impact through strategic vision, collaborative teamwork, and relentless pursuit of excellence in sales and marketing endeavors.

Key Performance Indicators

Performance will be evaluated using a balanced scorecard that emphasizes profitable growth, quality of pipeline, conversion to production, forecast discipline, strategic-account development, and commercial execution.

Financial

Revenue growth; new orders booked; contribution/gross margin; recurring production revenue; revenue from new customers and strategic accounts; sales versus budget.

Pipeline

Qualified pipeline value; pipeline coverage; probability-weighted forecast; RFQs; quotations; quote-to-order conversion; average opportunity value; sales-cycle duration.

Customer

New strategic accounts; growth within existing accounts; customer retention; production programs secured; prototype-to-production conversion.

Marketing

Qualified leads; trade-show ROI; website-generated opportunities; campaign effectiveness; approved case studies and technical content; industry visibility.

Management

Forecast accuracy; CRM data quality; account-plan completion; team performance; timely reporting; action follow-through.

QualificationsRequired

· University degree or college diploma in Business, Engineering, Manufacturing, Marketing, or a related discipline.

· Significant experience in B2B technical sales, business development, or commercial leadership.

· Demonstrated success selling complex engineered products, technology, or manufacturing services.

· Experience developing and managing strategic customer relationships and substantial sales pipelines.

· Strong commercial judgement, financial literacy, negotiation capability, and contract awareness.

· Experience with CRM systems, structured sales processes, forecasting, and executive reporting.

· Strong presentation, written communication, interpersonal, and executive-level relationship skills.

· Ability to communicate effectively with both senior executives and technical engineering personnel.

· Ability and willingness to travel regularly.

Preferred Industry Experience

Experience in one or more of the following sectors is strongly preferred: additive manufacturing, aerospace, defence, medical devices, energy/power generation, gas turbines, precision machining, advanced materials, or industrial manufacturing.

Additional assets include an engineering or technical manufacturing background, experience selling to large OEM or Tier 1 organizations, experience with government or defence procurement, familiarity with AS9100 and/or ISO 13485 environments, and experience converting prototype programs into serial production.

Leadership Expectations

As a member of Precision ADM's leadership team, the Director of Sales and Marketing is expected to operate beyond the traditional role of a salesperson. The Director must understand the company's capacity, capabilities, strategic priorities, financial objectives, certifications, and operating constraints and use this understanding to pursue the right business rather than simply more business.

The Director is responsible for building a commercial organization that produces predictable, profitable, and sustainable growth while developing long-term customer relationships and strengthening Precision ADM's position in technically demanding markets.

Success will be demonstrated by increasing recurring production revenue, strengthening relationships with strategic OEM customers, expanding the company's presence in target markets, improving forecast reliability, and creating a disciplined and scalable sales organization capable of supporting Precision ADM's continued growth.

Pay: $75,000.00-$100,000.00 per year

Benefits:

• Casual dress
• Company events
• Dental care
• Extended health care
• Life insurance
• Mileage reimbursement
• On-site parking
• Paid time off
• Profit sharing
• Vision care

Education:

• Bachelor's Degree (required)

Experience:

• Manufacturing Sales: 5 years (required)
• B2B sales: 5 years (required)
• Aerospace Manufacturing Sales: 3 years (preferred)
• Medical Device Sales: 3 years (preferred)

Willingness to travel:

• 50% (preferred)

Work Location: In person