Responsibilities

Administration and Planning

• Develop and present area objectives, strategic plans, and a sales budget broken down by product, territory, and season. 
• Utilize tracking tools to monitor performance and take corrective measures as needed to ensure the execution of the strategic plan and achieve maximum market penetration in line with long-term company goals.
• Participate in and advise on product pricing, within established budgets and gross profit margin objectives.
• Use available tools (Power BI, Best in Cloud, etc.) to evaluate product performance, new item acceptance, promotion program effectiveness, product development requirements, sales figures, and manpower budgets. 
• Set annual targets for each representative within your jurisdiction and track results against objectives.
• Adhere to the established schedule of area sales meetings to communicate corporate strategies to personnel and sales agents, and to obtain first-hand results of activities.
• Plan and present the business planning calendar, along with quarterly updates.
• Identify marketplace trends and potential growth areas, and regularly relay significant findings regarding customers, competitors, product pricing, etc.
• Collaborate closely with Business Unit Directors and the Operations team (procurement) to establish material needs and product forecasts for the territory.

Sales Development

• Collaborate with the Marketing team to develop marketing and advertising programs and identify marketplace trends and potential growth areas.
• Work closely with the Marketing team on local promotions to determine the optimal needs for specific items, prices, and quantities to maximize promotion results.
• Support the Marketing team in planning and allocating territory customers' marketing funds (COOP), ensuring compliance with company marketing fund program rules and guidelines.

Sales Management

• Provide monthly updates for each business unit in the territory, covering trends, actions, significant wins/losses, top priorities, issues, concerns, and recommendations.
• Conduct monthly meetings with Business Unit Directors and Product Managers to develop annual and quarterly sales/distribution plans, including strategies and tactics for new product introductions and ongoing promotions of existing products.
• Hold bi-weekly sales meetings with the sales team to foster a teamwork environment and encourage exchange of information on market trends, findings, strategic plan progression, issues, etc.
• Define and assign territory limits for representatives, monitor individual performance, and implement necessary changes to ensure optimal results.
• Regularly visit all independent accounts, with or without the assigned sales representative.
• Conduct quarterly business reviews with team members, strategic customers, and sales agents.
• Visit each sales representative and sales agent in their market area to ensure ongoing awareness and acceptance of corporate goals, adherence to established policies, superior customer contact/service, and alignment of representation and product presentations with corporate image and goals.
• Collaborate with direct reports to identify areas for improvement, ensuring all subordinates have appropriate product knowledge, are aware of sound selling practices, and are familiar with time and territory management principles, applying them consistently.
• Oversee subordinates' participation in area trade groups and associations when necessary.

Sales Development

• Initiate and maintain contact with construction specifiers, including architects, consulting engineers, electrical engineers, government-level purchasing departments, industry specifiers, and electrical contractors.

Responsabilities (con't)

• Ensure proper follow-up on specifications and projects.
• Coordinate activities with other Sales Directors when bidding on jobs in other areas, ensuring any product substitutions receive prior approval from the specifier.
• Report specifiers' needs and suggest new products, promotional literature, policy changes, etc.
• Coordinate with direct reports, agents, and Business Unit Directors to schedule technical seminars for end users, national engineering firms, large commercial institutions, and national purchasing departments, or special projects planned by Sales management.
• Serve as the company spokesperson with local chapters of various industry associations and electrical leagues.

Personnel Management

• Regularly review the area structure to ensure alignment with established goals and present proposed modifications to the supervisor for approval.
• Ensure ongoing training, coaching, and motivation of direct reports.
• Regularly evaluate the performance of direct reports, providing necessary training and facilitating information sharing.

Qualifications

• Extensive knowledge of principles and methods for showing, promoting, and selling products, as well as business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership techniques, and coordination of people and resources.
• Strong communication skills, with the ability to convey information clearly and effectively. Capable of generating innovative ideas and developing creative solutions to problems.
• Excellent command of English, both spoken and written. We are looking for someone proficient in English to communicate with contacts across Canada and with colleagues in the United States. 
• Excellent judgment, with the ability to establish priorities, develop, and direct individuals.
• In-depth working knowledge of systems such as Oracle, Power BI, Microsoft Dynamics, or equivalent CRM platforms.
• Proven ability to train, coach, and motivate team members, fostering a collaborative and high-performance work environment.
• Experience in conducting performance evaluations and recommending compensation adjustments based on individual contributions, corporate guidelines, and market conditions.
• Ability to analyze market trends and identify potential growth areas, contributing to the development of effective marketing and sales strategies.
• Strong organizational skills, with the ability to manage multiple projects and coordinate activities across different teams and departments.

Education and Experience 

• Bachelor’s degree in business administration, Marketing, Sales, or a related field.
• Minimum of 5-7 years of experience in sales, marketing, or business development roles.

Travel

• 25%

What we offer

• Work-life balance
  
• A stimulating and friendly work environment 
• Complete group insurance program & group RRSP 
• Employee assistance program
• Recognition programs 
• Skills development program