Director Sales

1 month ago

Black Creek Village, Canada ACUITY BRANDS LIGHTING, INC Full time

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DCI - Distech Controls Inc. (North American headquarter)

Job Summary

Under the supervision of the Vice-President of International Sales, and in collaboration with the sales organization, the selected candidate will be responsible for sales development and for maintaining the existing client base in the region assigned to the candidate.

The Director of Sales manages support functions essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization, sales job design, sales training, sales program implementation, sales compensation administration, and recruiting and selection of sales force talent.

The Director of Sales is responsible for the overall productivity and effectiveness of the assigned sales organization. Reporting to the Vice President of International Sales, the Director also works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization supported.

Key Tasks & Responsibilities (Essential Functions)
  • Coordinates sales forecasting, planning, and budgeting processes used within the sales organization. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization's planning efforts. As needed, coordinates planning activities with other functions and stakeholders within the firm.
  • Supports the equitable assignment of sales force quotas and ensures quotas are optimally allocated to all sales channels and resources.
  • Works to ensure all sales organization objectives are assigned in a timely fashion.
  • Proactively identifies opportunities for sales process improvement. Works closely with sales management to inspect sales process quality and prioritize opportunities for improvement. Assists sales management in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
  • Monitors the accuracy and efficient distribution of sales reports, CRM and other intelligence essential to the sales organization.
  • Implements enabling technologies, including CRM, to field sales teams. Monitors the assigned sales organization's compliance with required standards for maintaining CRM data. Works closely with sales management to optimize the effectiveness of the firm's technology investments.
  • Coordinates training delivery to sales, sales management, and sales support personnel in the sales organization supported.
  • Provide input to senior leadership in the development and administration of sales incentive compensation programs.
  • Working with Accounting, Finance, and Human Resources, provides assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures.
  • Directs and supports the consistent implementation of company initiatives.
  • Builds peer support and strong internal-company relationships with other key management personnel.
Accountabilities and Performance Measures
  • Achievement of sales, profit, and strategic objectives for the business unit supported.
  • Accountable for the on-time implementation of sales organization quotas and performance objectives.
  • Accountable for the thorough implementation of sales organization-impacting initiatives.
  • Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization.
  • Accountable for accurate and on-time reporting essential for sales organization effectiveness.
  • Achievement of strategic objectives defined by company management.
Organizational Alignment
  • Reports to the Vice President of International Sales.
  • Directly responsible for Channel Sales in Canada, which includes System Integrator Partner Channel, Distributor Partners and OEM/ODM Partners.
  • Directs the support of Regional Sales Managers, implementation resources, service resources, and other sales and management resources as needed, coordinating with the appropriate management resources.
  • Fosters close, cooperative relationships with peer leaders and other senior executives.
Skills and Minimum Experience Required
  • Proficient in English communication skills, bilingualism (French) is an asset.
  • Four year University or College degree from an accredited institution or equivalent.
  • Minimum of 5 years of HVAC and/or Building Automation System channel experience in sales or sales management in a business-to-business sales environment.
  • Minimum five years in a sales operations, business planning, or sales support management role.
  • Experience successfully managing analytically rigorous corporate initiatives.
  • Exceptional written, oral communication and presentation skills.
  • Ability to multi-task and handle various priorities.
  • Must hold a valid driver's license.
  • Personal computer proficiency.
Travel Requirements
  • This position requires 50-60% travel.


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