Competitor Business Development Specialist

Who is Atlas Copco Compressors Canada? Allow us to introduce ourselves… 

You may think you don’t already know us, but our paths have definitely crossed before! From the water bottle in your hand, to the lamp lighting up your room, and even the t-shirt on your back, chances are each of these items were created using one of Atlas Copco’s industry leading air compressors. That’s right, compressed air is EVERYWHERE, and we are thrilled to have customers across all industries; medical, textiles, pharmaceutical, food manufacturing and many more… in over 180 countries across the globe! We like to think of ourselves as a Leader in the industry and encourage our employees to think the same!  

We don’t just promote diversity and inclusion because it’s the right thing to do, we do it because it’s what drives best results. We welcome applicants of all race, colour, national or ethnic origin, religion, sex, sexual orientation, gender identity or expression, disability, marital status, age, and all other legally protected status.

Key accountabilities/activities

The Competitor Business Specialist plays a key role in driving growth by identifying, analyzing, and converting competitor-installed base opportunities into Atlas Copco service and parts business. This position is instrumental in expanding customer share, enhancing market visibility, and strengthening our competitive position across the full compressor lifecycle.
Combining market intelligence, sales enablement, and strategic execution, the Competitor Business Specialist works cross-functionally to penetrate competitor accounts and unlock new revenue streams. The role focuses on enabling sales teams with actionable insights, supporting opportunity conversion, and ensuring sustainable, long-term growth within targeted segments.
 
This position reports to the Business Liner Manager-CTS Sales & Marketing
 
Main responsibilities include:
 
•    Develop and execute a strategic sales plan and follow through the entire sales cycle to achieve and exceed revenue targets for the region.
•    Lead efforts to identify and map competitor compressor installations within the region and segments to ensure accurate capture of competitor equipment information in our systems.
•    Analyze competitor presence, service models, pricing strategies, and product positioning to develop actionable insights to support sales strategies and differentiation.
•    Identify high-potential competitor accounts and develop targeted capture strategies.
•    Support Sales Managers and Sales Engineers in converting competitor equipment to Atlas Copco service agreements, parts, and optimization solutions.
•    Participate in customer visits to support negotiations, and opportunity closing when required
•    Drive initiatives to increase service share within competitor-dominated environments.
•    Train and coach sales teams on competitor penetration strategies.
•    Provide guidance on value propositions, technical positioning, and pricing strategies.
•    Develop tools, playbooks, and campaigns to support competitor business capture.
•    Lead and execute targeted campaigns to help drive top line growth.
•    Partner with marketing and digital teams to leverage lead generation tools and automation.
•    Define and monitor KPIs related to competitor IB growth, conversion rates, and revenue capture.
•    Analyze gaps and propose corrective actions to improve sales efficiency.
•    Actively participate in the development and presentation of scorecards and KPI’s together with Business Line Management.
•    Perform additional duties and support tasks as required to meet business and operational objectives.
 
Sales Support Management:

•    Lead, coach, and develop the Sales Support team, participating in performance management.
•    Establish appropriate KPIs focusing on lead conversion and opportunity conversion efficiency, and competitor service development across Canada.

Requirements

•    Sales management experience sales, business development, product/service marketing experience. Industrial sales or marketing experience is a plus.
•    Bachelor’s degree or equivalent knowledge gained from experience in Sales, Marketing or Business Administration
•    Prior experience developing, implementing, and executing regional business strategies, including target setting, resource planning, and performance monitoring
•    Experience conducting market research, competitive analysis, and identifying growth opportunities from an installed customer base
•    Ability to work effectively with sales, operations, factory, and other internal divisions to align execution with business objectives
•    Experience developing marketing materials, sales tools, quoting processes, and delivering product training to sales teams
•    Strong knowledge of and ability to use CRM, Microsoft Office (Word, Excel, PowerPoint) and familiarity with a sales dashboard
•    Willingness to travel as required and strong commitment to environmental, health & safety, sustainability, and quality standards

Special Condition
This position requires travel within Canada and possibly internationally.

What you can expect from us

•    Base salary range of $100,000-$110,000 + Potential comission of $5,000-$10,000
•    Company Car or Monthly Vehicle Allowance
•    Health Care, Dental, Life & Disability plan
•    24/7 Virtual Medical Consultations (Telus Health)
•    Company Pension Plan starting at up to 4.5%
•    3-weeks starting paid vacation, 5 sick day, 5 flex days, 1 floating holiday per year
•    Summer Friday Schedule from May to August
•    $600 subsidy towards physical wellness materials, at-home equipment, fitness memberships, etc.
•    35-hour work week with flexible working hours and work-from-home flexibility
•    Total tuition reimbursement for courses related to employment
•    Monthly Internet Reimbursement up to $60 per month
•    And much more…