Vice President of Sales
Location: Vancouver, Toronto, Edmonton, Montreal│ Salary Range: 150k-200k+ Bonus│ Hybrid│ Full-time permanent
Summary of Responsibilities
The Vice President of Sales is accountable for providing strategic leadership and direction to the sales team, aligned with the overall business & marketing strategy to deliver growth in sales revenues & market share. The primary function of the role is to mentor, coach and develop the skills and capabilities of the company’s sales team to enable superior rates of growth. This position plays a key role in guiding and shaping the commercial team to excel in a dynamic market landscape.
Key Duties & Responsibilities
Execute the sales and gross margin budget:
Foster a team-based culture focused on, and accountable for, delivering results.
Proactively lead the development of a robust sales pipeline.
Work with sales team leaders to establish stretch growth targets by sales representative: quotes, bookings, revenues & margin growth. Provide mentorship, guidance and support to the sales team to achieve targets. Develop & implement KPI sales reporting to manage performance to established targets.
Set and communicate expectations for pro-active sales development (client connections, new customer development, service standards).
Work closely with the Director of Marketing to drive targeted lead generation activities. Sets expectations with the sales team for sales lead follow-up and reporting standards.
Establish sales reward and recognition programs to highlight & reinforce exceptional performance.
Mentor, coach, resolve problems, conduct brainstorming, and supervise Sales Leaders.
Assess the capabilities of the sales team and work with the Director of HR and external resources to close any knowledge gaps in terms of technical skills, product knowledge, sales ability etc. Ensure talent and succession plans are in place for all critical roles.
Collaborate with the Director of HR ensure coverage of growth through interviewing, testing, hiring and developing talented sales candidates.
Develop and implement a standard sales process and determine how to best augment CRM tools to support the process.
Foster a customer-centric attitude, drive customer priorities, and build effective customer relationships. Support the VOC process.
Drive growth through acquisition of new vendors and expansion of business with existing vendors.
Develop new markets, strategic partnerships, penetrating new vendor segments and launching new products and services.
Maintain market antennae - research and return the latest trends and opportunities in target markets.
Management Scope and Budget Responsibilities
Budget: Responsible for delivering the sales revenue and gross margin budget.
Accountable for managing cost budgets: personnel, sales travel expenses etc.
Leadership / Supervision: direct team of up to 12 sales team leaders and total team of more than 50 sales professionals.
Qualifications
Education: Bachelor degree required (Business Administration, Sales, Marketing, or related field).
Work Experience: 10-15 years experience in successful sales leadership or strategic account management in a B2B environment.
Knowledge: Experience / deep expertise in leading sales teams, strong understanding of sales strategy and execution, customer relationships and market dynamics.
Proficiency: Office 365 and able to learn proprietary quotation and pricing software.
