Technical Account Manager

Arrow Machine and Fabrication Group is an engineering-focused solution provider of machined castings, fabrications, and assemblies. We serve OEM customers across various industries, including rail, material handling, mining, defense, heavy truck, agriculture, power systems, construction, nuclear, engineered products, architecture, and forestry. We have access to the broadest range of metalwork solutions worldwide through our elite group of companies. Arrow focuses on providing innovative design, quality craftsmanship, and exceptional customer service.

Group Division:

At Arrow Engineered Products, we design and manufacture turnkey solutions for a wide range of customers with needs in nuclear, chemical mixing, heat exchanger, and autoclave systems, including fuel storage and various custom-designed pressure and non-pressure systems, all in compliance with ASME, PED, ULC, and API certified design criteria.

Compensation Range: $90,000 up to $100,000 annually

Scope & Mandate

This role covers AEP's industrial processing business: mixing systems, agitators, process tanks and vessels, conveyors, processing equipment, and machined/fabricated components for industrial OEMs and end-user processors.

Primary Account Focus

• Existing industrial processing and mixing-systems OEM accounts.
• Process equipment integrators serving chemical, and specialty processing markets.
• End-user industrial processors with repeat-component requirements.
• New OEM and integrator target accounts within the processing segment.
• Repeat-component and aftermarket programs for processing equipment.

Technical Scope

• Mixing systems, agitators, and rotating-process equipment.
• Process vessels, tanks, and weldments (carbon steel, stainless, alloy).
• Machined components and assemblies for processing equipment.
• Conveying, material-handling, and ancillary process equipment components.
• Repeat-OEM component programs at moderate volume.

Core Responsibilities

Account Management & Customer Engagement

• Own the customer relationship across assigned strategic and target accounts - from buyers and engineers up to plant managers and executive sponsors.
• Conduct routine on-site visits, plant walks, and technical reviews to identify new opportunities and expand wallet share within existing accounts.
• Develop and execute account growth plans that articulate customer goals, AEP's value proposition, and a 12-month opportunity pipeline.
• Serve as the customer's primary technical and commercial advocate inside AEP - coordinating engineering, operations, quality, and supply chain to deliver on commitments.
• Retain existing strategic program revenue at >95% year over year.

Estimating & Quotation Ownership

• Lead the end-to-end RFQ process for assigned accounts: receipt and review of customer drawings, specifications, and statements of work; clarification with the customer; and development of a complete cost-plus quotation.
• Personally prepare technical cost estimates - including material, labour, machining/processing time, outside services, freight, and margin - using AEP's estimating tools and historical job data.
• Validate estimates with engineering and operations where required, ensuring quoted hours, methods, and yields are achievable on the shop floor.
• Issue formal quotations to the customer, negotiate commercial terms, and convert RFQs to purchase orders within target turnaround times as per customer needs.
• Review purchase orders against the quotation prior to acceptance and flag commercial, technical, or terms-and-conditions discrepancies.

Selling & Pipeline Development

• Hold accountability for $7M CAD in annual bookings from assigned accounts and target prospects.
• Build and maintain a qualified opportunity pipeline of no less than 3× the annual target (i.e., $30M+ in active opportunities) in the company CRM.
• Identify and pursue new opportunities within existing accounts (new programs, new sites, new commodities) and selectively pursue new logo accounts that align with the territory's technical scope.
• Maintain the CRM
• Negotiate pricing, terms, lead times, and commercial conditions within delegated authority; escalate exceptions to the Director, BD.

Cross-Functional Coordination

• Hand off won jobs cleanly to Customer Support and Operations with complete documentation: customer PO, accepted quotation, drawings, special requirements, and any commercial commitments.
• Support Operations on schedule, scope, or change-order issues with the customer; protect margin while preserving the relationship.
• Partner with Engineering on design-for-manufacture feedback and customer-driven engineering changes.
• Maintain accurate, current CRM records: contacts, opportunities, stage, expected close, expected value, and next actions.

Qualifications

Education & Experience

• Post-secondary education in Mechanical Engineering, Industrial / Manufacturing Engineering, Engineering Technology, or a related technical discipline; equivalent combination of education and applied industry experience considered.
• 5+ years of progressive experience in technical sales, applications engineering, estimating, or program management within a custom / engineered-to-order manufacturing environment.
• Demonstrated track record of carrying and achieving a quota of $5M+ in annual bookings, with direct ownership of customer accounts.
• Hands-on experience preparing manufacturing cost estimates from drawings and specifications, including routings, cycle times, and material yields.

Technical Skills

• Strong drawing literacy: ability to read and interpret engineering drawings, GD&T, weld symbols, and material specifications.
• Proficient in costing methodology for machined, fabricated, and assembled components.
• Working knowledge of common manufacturing processes: machining (turning, milling, boring), welding/fabrication, assembly, heat treatment, surface finishing, and inspection.
• Comfortable with ERP/MRP systems, CRM platforms, and Microsoft Office (Excel proficiency essential for estimating).

Commercial Skills

• Proven negotiator with experience structuring commercial terms, payment terms, change orders, and long-term agreements.
• Confident communicator at all levels - from shop-floor operator to executive sponsor.
• Disciplined CRM and pipeline hygiene; able to forecast accurately and present commercial data clearly.

Working Conditions & Travel

• Hybrid office/field role based out of the Stratford or Woodstock facility.
• Customer travel expected: Occasional travel to support strategic accounts as needed.
• Required to attend industry events, trade shows, and customer plant visits.
• Valid driver's licence and passport required.

What We Offer - Your Benefits Package

At Arrow, we’re proud to offer a benefits package that supports your health, finances, and future.

Health & Wellness

• Health, dental, and vision coverage from day one!
• Virtual healthcare with Lumino Health
• Employee and Family Assistance Program (Homewood Health)
• Fitness membership discount
• Work boots and prescription safety glasses program

Financial Benefits

• Automatic Enrollment in Company-Paid Deferred Profit Sharing
• RRSP Match Program
• Life and travel insurance for you and your family
• Attendance Bonus & Profit Sharing
• Employee Discount Program

Time Off & Culture

• Three weeks vacation days to start
• Regular company events and team activities
• Supportive, inclusive workplace culture

Career Growth

• Tuition reimbursement for job-related education and training
• Red Seal Program

Arrow is committed to diversity and inclusion. We provide accommodations throughout the recruitment process in line with the Human Rights Code and Accessibility for Ontarians with Disabilities Act.

Candidates please note, we do not use AI for application screening.

Disclaimer: Only emails from [email protected] are official. Any other contact is unauthorized. #IND-HP