Reporting to the GM of Ontario, the Director of Sales will be responsible for overseeing and managing the sales & business development function to drive performance and growth within our GTA Rental Division.
This involves developing strategic plans to meet sales targets, creating and supporting KPI’ achievements, building and maintaining customer relationships, and leading & mentoring a large team of sales professionals.
The Director of Sales will be assigned to the Greater Toronto Area in a hybrid setup.
Key Responsibilities
Sales Strategy and Execution
- Create and implement strategic plans to achieve the growth ambition and expand the customer base. Uncover and understand the market trends and competitive landscapes that inform the sales strategies.
- Own and exceed annual sales and business development targets.
- Prepare and present sales reports, forecasts, and key performance metrics. Track performance on a weekly, monthly and quarterly basis;
adapting the plans and priorities as needed to keep on track to meet targets.
Team Management& Mentorship
Lead, coach and motivate sales team, setting individual and / or team targets, conducting regular 1 : 1s to ensure sales team is well supported in their roles & on track with their goals.
Encourage employees to reach their full potential by providing individual guidance and opportunity for advancement.
- Embed the expectation & delivery of excellent customer service focused on providing integrated solutions and execution for our industry partners.
- Prepare and deliver sales training programs to continuously improve sales effectiveness including qualifying opportunities, account planning, consultative sales, and inbound lead conversion.
Champion product knowledge, effective consultations, persuasive cross & up-selling, recommending value added services and follow-up.
Develop a positive and cohesive team culture that encourages collaboration, respect, care and accountability, relating to our company values.
Customer Relationship Management
- Be a customer champion. Actively engage and share feedback from existing customers and implement changes to continually drive stronger partnership, engagement and likelihood to recommend.
- Lead & support the sales team on customer relationship management, including, agreement updates, contract (re)negotiations, sponsorships & joint business planning.
- Be a brand ambassador. Take advantage of opportunities to promote the business, and continually maintain its position as the market leader and voice for the industry.
Operational Effectiveness
- Lead the execution of an effective and scalable sales model, including structure, roles & responsibilities, metrics, SOPs, and policies
- Collaborate with peers across functions (operations, marketing, product) to support the achievement of divisional goals as well as identify and implement continuous process improvement opportunities to increase organizational efficiency and effectiveness.
- Work with sales leadership colleagues from other regions to share best practices and support cross-region sales objectives
Business Development
Lead the strategic guidance and execution of business development in the division, including vetting leads and tracking of outreach priorities within the market, as measured in our CRM platform.
Coordinate the development of pitching collateral & business presentations to establish relationships with leads and prospects.
- Lead the development and preparation of RFPs and large and unique rental proposals, quotes and contracts in coordination with the team.
- Build a strong partnership with national sales peers ensuring a collaborative approach to selling, ensuring cross-selling opportunities are maximized, and that clients are made aware of the full suite of solutions offered through company’s brand portfolio.
- Promote & provide exposure for the organization in the event rental industry. Manage and assist in the performance of sales and marketing activities for the company.
Key Qualifications
- Proven ability to develop and implement sales strategies that drive growth.
- Strong Leadership skills with the ability to coach, train and mentor a large, diverse team
- Minimum 8-10 years in a Sales leadership role
- Diploma or degree in Marketing, Sales, Hospitality Management or related field
- Proven track record of sales success in events, tourism or hospitality sector
- Digitally and technologically savvy. Must be comfortable navigating new systems
- Valid Drivers Licence and access to reliable vehicle
- Ability to work outside of regular office hours to attend industry / client events
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