Business Development & Product Specialist

Business Development & Product Specialist – Reliability is a customer-facing commercial role responsible for driving revenue growth across industrial sites in Western Canada by identifying, advancing, and closing reliability opportunities. The role combines proactive business development with hands-on technical discovery, enabling customers to improve equipment reliability, adopt new technology, and increase asset performance while driving adoption of Westpower’s reliability products, vibration services, lubricants, precision lubrication products, reliability services, and condition monitoring solutions.

The role blends business development strategy, technical discovery, and commercial execution, contributing to both sales growth and reliability program adoption. They may provide reliability audits, equipment walkdowns, baseline assessments, demos, set up trials and complete site mapping to uncover risks and improvement opportunities.

Sitting between Sales (relationship management) and Reliability Engineers (technical depth), this role owns opportunity momentum from first engagement through close. Over time, the position develops product specific knowledge to aid in supported growth across the Reliability business.

1. Business Development & Revenue Growth

• Identify, qualify, and pursue net-new reliability opportunities across all industries and regions.
• Develop business development strategies into targeted and measurable sales campaigns
• Actively drive opportunities through the pipeline from initial contact to close.
• Position reliability services and condition monitoring solutions to align with customer operations and purchasing processes.
• Own deal momentum while collaborating with Sales and SMEs to secure wins.

2. Field-Based Technical Discovery & Assessments

• Conduct site walkdowns, baseline condition assessments and basic reliability audits.
• Develop site maps, asset profiles, and reliability summaries that support solution development and opportunity creation.
• Independently identify reliability risks, gaps, and improvement opportunities.
• Conduct product demonstrations, basic trials, and pilot programs.
• Coordinate detailed assessments and intricate trial installation with Reliability Specialists as required.

3. Opportunity Discovery & Commercial Positioning

• Position Westpower’s reliability services, programs, and lifecycle offerings early in the customer’s improvement process.
• Carefully identify customer requirements by gathering essential information such as technical details, procurement preferences, and product suitability, while consistently recording this data in an organized and thorough manner within the CRM.
• Increase site awareness of our products and services to maintain a robust sales pipeline.

4. Technology Expertise & Product Growth

• Support adoption and growth of the condition monitoring product line.
• Develop increasing technical and commercial depth in product line including condition monitoring solutions, lubricants, reliability products, and precision lubrication products.
• Follow technology developments in the reliability products space.
• Understand competing products, their positioning, and act as a channel for bringing in competitor insights
• Act as a front-line commercial advocate for monitoring technologies, supported by specialists.

5. Collaboration & Internal Alignment

• Work closely with Sales, Product Specialists, and Reliability Engineers to shape solutions.
• Develop and maintain strong Reliability product and solution knowledge, demonstrating a self‑driven approach to understanding Westpower offerings, competitor capabilities, and differentiators.
• Provide market intelligence to inform service offerings and go-to-market strategy.
• Lead customer meetings, site reviews, and solution walkthroughs.

6. Pipeline Discipline & Reporting

• Maintain accurate CRM documentation for opportunities, assessments, and contacts.
• Provide reliable forecasting inputs and market insights to leadership.
• Ensure consistent opportunity advancement and follow-through.

Skills & Competencies

• 3–8 years of experience in reliability, maintenance, asset performance, technical sales, or business development.
• Background may include technical sales, consulting, or asset performance roles.
• Experience working on industrial sites such as processing facilities, mines, mills, manufacturing plants, or utilities.
• Comfortable engaging maintenance and reliability stakeholders in field environments.
• Experience with machinery, vibration, lubrication, condition monitoring, or related technologies is an asset.
• Strong commercial drive with the ability to translate technical insight into business value.
• Organized and disciplined with CRM, follow-through, and managing multiple opportunities.
• Strong communication skills, able to explain reliability concepts clearly to both technical and non-technical audiences.
• Motivated by growth, new market development, and helping customers improve reliability, uptime, and asset performance.

Performance & Accountability

• Revenue growth across all Reliability business lines.
• Healthy, high-quality opportunity pipeline with consistent movement.
• Successful conversion of assessments into closed opportunities.
• Growth and adoption of condition monitoring solutions.

Role Details

Location: Calgary, AB

Travel: Approximately 30%