Associate Director, Commercial Sales and Business Development

Highlights of the job

Help Build Alberta's Energy Retailer of Choice

At Encor, we're doing things differently.

We've combined the strength and trust of EPCOR with the agility and customer focus of a competitive retailer, and we're growing. As more Alberta businesses look for energy partners who offer choice, simplicity, and exceptional service, we're looking for a commercial leader to help drive our next phase of growth.

As Associate Director, Commercial Sales & Business Development, you'll play a key role in expanding Encor's commercial footprint across Alberta. You'll lead a team of Account Managers while staying actively engaged in the market, building relationships, pursuing opportunities, and helping shape our commercial strategy. Working closely with customers, brokers, industry partners, and internal stakeholders, you'll help grow our customer base, strengthen our market presence, and contribute directly to Encor's continued success.

The ideal candidate brings a strong understanding of Alberta's competitive electricity and natural gas markets, a proven track record in business development and sales leadership, and the ability to build trusted relationships that create long-term value. You're equally comfortable developing strategy, coaching and inspiring a team, negotiating complex commercial agreements, and identifying opportunities that drive sustainable growth. Most importantly, you're passionate about customers, energized by competition, and motivated by results.

At Encor, we're building something special, and we're looking for leaders who want to help drive that journey. If you're passionate about growing a business, leading high-performing teams, and creating lasting customer relationships, we'd love to hear from you. Join us and play a key role in building Alberta's energy retailer of choice.

Ready to make an impact? We'd love to hear from you.

Location & Work Environment

This full-time, permanent position is based in Edmonton, Alberta and is eligible for EPCOR's Where We Work hybrid program, based on business needs and role eligibility.

Because this is a highly visible, market-facing leadership role, regular in-person engagement with customers, brokers, community stakeholders, industry partners, internal teams, and Encor leadership is essential to success. Regular attendance at the Edmonton head office is expected, typically 2-3 days per week, with additional in-person presence required to support customer meetings, business development activities, team collaboration, and industry events. This is not a remote position.

What you’d be responsible for

Reporting to the Senior Director, Encor by EPCOR, you’ll be accountable for the following responsibilities (but not limited to):

Commercial Sales & Revenue Growth

• Owning and executing Encor’s commercial sales growth strategy, with direct accountability for revenue, margin, customer acquisition, and retention targets.
• Originating, pursuing, and closing new commercial energy contracts, including complex and negotiated opportunities.
• Building and maintaining a strong personal pipeline of high-value commercial opportunities while supporting Account Managers in progressing and closing their own deals.
• Developing and executing win strategies, pricing approaches, and value propositions tailored to commercial customer needs.
• Representing Encor externally with commercial customers, brokers, industry partners, and market participants.

Commercial Strategy & Planning

• Translating Encor’s commercial growth objectives into annual sales priorities, territory focus areas, and origination targets.
• Contributing to medium-term (1–2 year) commercial planning, including pipeline forecasts, customer segmentation, and growth scenarios.
• Providing informed recommendations to senior leadership based on market intelligence, customer trends, and pipeline performance

Sales Forecasting & Budget Management

• Developing, maintaining, and regularly updating commercial sales forecasts, reflecting pipeline activity, expected conversion rates, and market conditions.
• Contributing to the development of annual sales plans and revenue targets in support of Encor’s broader commercial and financial objectives.
• Monitoring forecast accuracy and pipeline quality, identifying risks and opportunities, and recommending course corrections as required.
• Partnering with Finance and senior leadership to support budgeting, variance analysis, and informed decision-making related to commercial growth initiatives.

Pipeline & Performance Management

• Maintaining visibility into commercial sales pipeline health, conversion rates, and forecast accuracy to support reliable revenue forecasting and business planning.
• Reviewing performance trends and adjusting sales focus, resource deployment, or market approach as required to support business objectives.

Market & Customer Engagement

• Serving as a senior commercial representative for Encor in the Alberta market.
• Building and maintaining strong executive-level relationships with key commercial customers and prospects.
• Monitoring market trends, competitor activity, and evolving customer needs to inform commercial strategy and prioritization.
• Identifying new market segments, partnership opportunities, and routes to market to support growth.

External Representation

• Representing Encor at industry events, customer forums, and partner engagements to enhance market visibility and credibility.
• Supporting brand positioning through senior-level customer and stakeholder interactions.

Governance, Risk & Compliance

• Ensuring all commercial sales activities, contracts, and pricing structures comply with EPCOR policies, regulatory requirements, and Encor risk frameworks.
• Partnering with Legal, Credit, and Risk teams to balance commercial competitiveness with prudent risk management.
• Acting as a senior escalation point for complex or non-standard commercial transactions.

Sales Leadership & Team Development

• Leading, coaching, and developing a small team (approximately 3 Account Managers) with a strong emphasis on sales effectiveness, accountability, and field execution.
• Establishing clear sales expectations, pipeline discipline, and results-based performance metrics aligned with Encor’s commercial objectives.
• Providing hands-on coaching in prospecting, deal structuring, negotiation, and closing.
• Fostering a sales culture focused on accountability, customer impact, and continuous improvement.

Strategic & Cross-Functional Collaboration

• Partnering closely with energy supply partners, customer service and billing, credit, and legal teams to structure commercially viable and compliant deals.
• Providing market insight and customer feedback to inform product development and pricing strategies.
• Supporting the Senior Director, Encor by EPCOR in shaping commercial growth priorities and strategic initiatives.

What’s required to be successful

The successful candidate will possess the following qualifications, experience and behaviours:

Qualifications:

Education:

• Bachelor’s degree in Business, Commerce, or a related field;
  • MBA considered an asset.

Experience that incude:

• 10+ years of commercial sales and business development experience, with demonstrated success in closing complex B2B deals.
• Proven experience leading small, results-driven sales teams.
• Strong background in Alberta energy sales (electricity, natural gas, or related commodities)
• Demonstrated ability to originate business through direct customer engagement and not solely through inbound or managed pipelines.
• Experience operating in competitive, margin-focused commercial markets.
• Experience engaging executive‑level commercial customers and negotiating long‑term energy contracts.

Technical Know-How:

• Solid understanding of the Alberta commercial energy market, pricing structures, and contractual risk.
• Understanding of commercial contract structures, credit requirements, and risk mitigation in competitive energy retail markets.
• Financial literacy sufficient to assess deal economics and margin impact.
• Proficiency with CRM tools, pipeline management, and sales reporting.
• Advanced Microsoft Office skills.
• Strong commercial acumen and deal-making skills.

Leadership Behaviours:

• Executive-level communication, negotiation, and presentation capability.
• Highly self-directed, action-oriented, and comfortable operating in the field.
• Ability to balance strategic thinking with hands-on execution.
• Strong relationship-builder with credibility in external, customer-facing environments.

Other important facts about this job

Jurisdiction: MGMT

Hours of work: 40 hours per week

EPCOR Employees, please ensure that you are using your “@epcor.com” email address.

Learn more about Working at EPCOR!

Follow us on LinkedIn, X, Glassdoor or Facebook!

#LI-MA1

Please note the following information:

• A requirement of working for EPCOR is that you are at least 18 years of age, successfully attained a high school diploma (GED, or equivalent level of secondary education) and legally entitled to work in Canada. (A copy of a valid work permit may be required.)
• If you are considered for the position, clearance on all applicable background checks (which may include criminal, identity, educational and/or credit) and professional reference checks is required. Some EPCOR positions require an enhanced level of background assessment, which is dictated by law. These positions require advanced criminal record checks that must also be conducted from time to time after commencement of employment.
• A technical/practical assessment may be administered during the selection process and this exercise will be used as a part of the selection criterion.
• To meet the physical demands required of some positions, candidates must be in good physical condition and willing to work in all weather conditions. Clearance on pre-placement medical and drug and alcohol testing may be required.