Director, Sales, Ontario

Company Name: Corby Spirit and Wine Limited

Location: Toronto, ON, Canada

Hiram Walker and Corby’s portfolio of owned brands include some of the most renowned brands in Canada, including JP Wisers, Canadian Whisky, Lamb's Rum, and Polar Ice Vodka. Corby distributes leading Pernod Ricard international brands such as ABSOLUT Vodka, Chivas Regal, Glenlivet, Ballantine’s Scotch Whiskies, Jameson Irish Whiskey, Beefeater Gin, Malibu Rum, Kahlua Liqueur, Mumm Champagne, Jacob's Creek, Wyndham Estate and Stoneleigh wines. An overview of the entire Corby portfolio shows over 5,000,000 cases sold annually, with Corby being a significant importer of wines and having an approximate 21 percent market share of spirit sales in Canada. We were named one of Canada’s Best Workplaces for 7 years by The Great Place to Work Institute Canada, based on employee survey results and an audit of workplace excellence and people management practices.

Working here is all about igniting conviviality in all that we do. Derived from the French word convivialité, it means human connection, authenticity, friendly, and jovial. We are in the business of creating moments that matter, starting with how we work Let your ambition lead you toward outstanding opportunities with progressive rewards. For insight on our heritage please click:

Position Summary

Under the direction of the Vice President Sales, the Director of Sales, Ontario is accountable for the delivery of Corby’s commercial goals within Ontario .  By developing and implementing a thoughtful business strategy, the Director of Sales, Ontario will build a robust regional commercial plan, develop and communicate key performance metrics and provide direction to a team of geographically dispersed sales personnel.

This role requires a someone who is well versed in the sales cycle, experienced in managing high-profile accounts and used to motivating, coaching and managing a large sales team to success. 

This position will work from an office in the Toronto, Ontario area.

Key Responsibilities and Accountabilities

• Collaborates with the Commercial Manager, LCBO/Ontario on the development and implementation of the Ontario commercial plan. The plan should incorporate a calendar of below the line business initiatives and activities in order to achieve Corby’s annual budget for the region.
• Oversee the development and deployment of monthly, quarterly and annual sales targets against the business fundamentals to deliver Corby’s annual budget for Ontario .
• Able to articulate a picture of success to key stakeholders within the broader Corby organization by determining the regional resource requirements and aligning these resources against identified strategic imperatives.
• Responsible for overseeing the development and broad communication of the executional requirements to Corby standards within Ontario/LCBO .
• Accountable for overseeing and managing regional promotional budgets, ensuring the appropriate investment levels and return on investment is within approved guidelines.
• Provides ongoing career coaching and mentoring to direct reports to build capabilities and develop future talent for the organization.
• Responsible for the recruitment and onboarding of direct reports within Ontario .
• Responsible for the on-going performance management of direct reports, through monthly performance meetings with individual team members and by the adoption of Corby’s annual performance review cycle.
• Collaborates with Commercial Manager, LCBO/Ontario and Business Insights Analyst to manage monthly Sales and Operations Planning forecasts for Ontario. Participates in monthly S&OP forums with other key business stakeholders to align on business performance outlook. Devises plans and initiatives to course correct performance where necessary.
• Conducts regular performance/business reviews with key stakeholders at LCBO .
• Conducts regular in-store audits to assess Corby’s executional performance and customer compliance on key business initiatives. Meets with key internal stakeholders to review assessment and establish initiatives to course correct where appropriate.
• Actively participates in Corby’s Integrated Business Planning cycle as required.
• Maintains a strong relationship with key senior stakeholders at LCBO .
• Performs other duties as required.

Required Skills & Abilities

• Setting Sales Unit Strategy – Establishing a plan to achieve the Ontario sales objectives, taking into consideration overall business and sales goals, market opportunities, past sales results, and available resources; reviewing progress and adjusting the plan as needed.
• Becoming a Business Advisor - Adding customer equity by creating valued business partnerships with customers; proactively identifying business opportunities for the customer; conveying a firm understanding of the customer’s business and political drivers.
• Guiding Sales Opportunities/Business Acumen - developing strategic sales solutions and courses of action for customers that appropriately consider available facts, constraints, competitive circumstances, strategic priorities and probable consequences; clearly connecting solutions to business needs.
• Making Sales Operations Decisions – making day to day decisions required to manage the sales function, including deploying resources, allocating costs, and directing sales activities; securing and comparing information from multiple sources to identify key issues; committing to an action after weighing alternative solutions against important decision criteria.
• Coaching and Developing Sales Team – diagnosing areas of improving salespersons’ techniques; providing timely guidance, instruction, and feedback to help strengthen specific knowledge/skill areas and optimize sales success. Attracting, developing, and retaining talented individuals; evaluating key strengths and development needs for the team and providing learning opportunities and work environment that enable associates to realize their potential.
• Driving for Results/Raising the Bar – setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.
• Sales Negotiation – effectively exploring alternatives and positions to reach mutually beneficial sales agreements that gain customers’ acceptance and commitment.
• Communication – clearly and succinctly conveying information and ideas to individuals and groups in a variety of situations, communicating in a focused and compelling way that drives others’ thoughts and actions.
• Building Trusting Relationships – using appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust and give them confidence in one’s intentions.
• Creating a Service Reputation – Crafting and implementing service practices that meet customers’ and own organization’s needs; using appropriate interpersonal styles and techniques to resolve difficult customer situations and regain customer confidence.
• Formal Presentation – Presenting ideas effectively to individuals or groups; delivering presentations suited to the characteristics and needs of the audience.
• Marshalling Resources – Mobilizing available internal and external resources to achieve sales and organizational goals; proactively negotiating for and accessing resources outside one’s immediate domain when necessary; preparing internal and external partners to promote sales objectives.
• Collaboration- Display and exercise a high sense of collaboration with internal and external partners in developing business plans with the objective to create a win-win memorable experience for all parties.

Other Requirements

• University degree
• Minimum of 6-10 years related sales experience in the wine and spirits or CPG industry in a key account management role and a sales management role with a focus on directing the activities of sales professionals to achieve sales goals
• Strong time management and organization skills with attention to detail and accuracy
• Travel required - Must have a valid driver’s license
• Proficient in Microsoft Office applications
• Proficiency with Sales Automation and TPM tools an asset
• Strong command of English language in both verbal and written form

We welcome and encourage applications from individuals from all groups, including aboriginal, women, visible minorities, and persons with disabilities, regardless of race, ethnicity, sexual orientation, creed, family status, national origin, age, and gender.

Pernod Ricard and its Canadian Affiliates Corby Spirit and Wine Limited, and Hiram Walker & Sons Ltd. are committed to providing accessible employment practices. Should you require accommodation during any phase of the recruitment process or wish to view our accommodation policies, please contact the Human Resources Department at Accessibilty.Canada@pernod-ricard.com . For Ontario Applicants, our practices are in compliance with the Accessibility for Ontarians with Disabilities Act and the Ontario Human Rights Code.

Pernod Ricard is the No.2 worldwide producer of wines and spirits with consolidated sales of €8,448 million in FY20.

Created in 1975 by the merger of Ricard and Pernod, the Group has developed through organic growth and acquisitions: Seagram (2001), Allied Domecq (2005) and Vin&Sprit (2008). Pernod Ricard, which owns 16 of the Top 100 Spirits Brands, holds one of the most prestigious and comprehensive brand portfolios in the industry, including: Absolut Vodka, Ricard pastis, Ballantine’s, Chivas Regal, Royal Salute, and The Glenlivet Scotch whiskies, Jameson Irish whiskey, Martell cognac, Havana Club rum, Beefeater gin, Malibu liqueur, Mumm and Perrier-Jouët champagnes, as well Jacob’s Creek, Brancott Estate, Campo Viejo, and Kenwood wines.

Pernod Ricard’s brands are distributed across 160+ markets and by its own salesforce in 73 markets. The Group’s decentralised organisation empowers its 19,000 employees to be true on-the-ground ambassadors of its vision of “Créateurs de Convivialité.” As reaffirmed by the Group’s strategic plan, “Transform and Accelerate,” deployed in 2018, Pernod Ricard’s strategy focuses on investing in long-term, profitable growth for all stakeholders.

The Group remains true to its three founding values: entrepreneurial spirit, mutual trust, and a strong sense of ethics, as illustrated by the 2030 Sustainability and Responsibility roadmap supporting the United Nations Sustainable Development Goals (SDGs), “Good times from a good place.” In recognition of Pernod Ricard’s strong commitment to sustainable development and responsible consumption, it has received a Gold rating from Ecovadis.

Pernod Ricard is also a United Nation’s Global Compact LEAD company.