Director of Multifamily Builder Sales

1 month ago

Surrey, Canada Trail Appliances Ltd. Full time

Working at Trail Appliances means joining an entrepreneurial-minded, driven team dedicated to delivering an exceptional customer experience. Trail Appliances is the leading independent appliance retailer in Western Canada. We’re a fast-growing company with over 500 employees in British Columbia, spread out over 10 showrooms, 3 Outlet Centres, and 4 offices in the Lower Mainland. Join our team of trailblazers

Our core values:

Integrity – We do what’s right, even when no one is looking.

Improvement – We do it well. Then we do it better.

Caring – We put ourselves in others’ shoes.

Authenticity – We like people, not pretense.

Determination – We kick down walls.

We have everything we need to inspire our customers. Except you.

The Director of Multifamily Builder Sales plays a pivotal role in leading the Multifamily Sales division to new heights, ensuring unparalleled customer service while driving profitable sales growth for a robust future pipeline. This dynamic leader will strategically identify and seize opportunities within the Multi-Family and Apartment Replacement business channels, with a relentless focus on enhancing sales, profitability, and customer satisfaction.

Direct reports will include the Multifamily Sales Manager, Business Development Manager, Manager of Sales Operations, Builder Sales Support Manager, Contract Manager, and collaborations with key stakeholders from Finance, Purchasing, and Logistics. This visionary leader will passionately seek innovative ways to propel the business forward. They will embrace challenges, learn from every opportunity, and relentlessly pursue excellence.

With a steadfast commitment to client relations, community engagement, and supplier management, the Director of MFB Sales will position Trail’s MFB team as the industry leader, continually expanding market share and setting new standards for success.

As the Director of Multifamily Builder Sales, you will

General Operations

  1. Lead the team to maintain, develop and grow relationships with Key Accounts
  2. Manage the Builder Sales division (KAMs & PCs) through timely execution of engagements through full project cycle.
  3. Create the annual budget for the division
  4. Drive profit opportunity execution
  5. Responsible for MFB marketing budget execution for events and sponsorships
  6. Authorized signatory for MFB contract management working directly with the Contract Manager
  7. Manage the P&L for the MFB division
  8. Create new opportunities to land target accounts and grow new networks within the MFB industry
  9. Participate in community events to be a brand reflection of the business within our market
  10. Create new relationships with Supplier network to formalize and improve MFB support
  11. Drive managers and Purchasing to develop, document, and monitor ongoing pricing management procedures to drive profitability & inventory turns.
  12. Strategic plan for the integration between MFB Rental and APT division for future APT growth
  13. Analyze Supplier Pricing programs and propose changes with Builder KAMs & Managers to drive growth & profit.
  14. Create and implement a structured approach for KAM succession planning and recruitment
  15. Create and implement a structure of continuous improved culture and accountability within the MFB team for a sustainable future
  16. Support initiatives from other departments with effective change management leadership
  17. Ensure collaboration between Sales, logistics, finance, Tech, Purchasing to accomplish company objectives.

Staffing/Training

  1. Manage 5 direct reports
  2. Train all new managers and KAMs
  3. Facilitate monthly meeting of management group
  4. Meet with MFB Managers for quarterly quote review
  5. Train all new company leaders on the MFB sales division
  6. Manage growth & resource plan for division
  7. Engage in the annual performance review process providing feedback and coaching to managers
  8. Backup for ADP approvals where required.

To be successful in this role you have

  1. Minimum ten years’ experience in a role with profit management as a core function
  2. Minimum ten years’ experience in a professional sales environment
  3. Minimum 5 years’ experience in a B2B Sales environment
  4. Post-Secondary degree/diploma
  5. Experience managing people and driving KPIs
  6. Ability to prioritize time and manage multiple short-term and long-term projects simultaneously
  7. Highly organized and self-motivated to achieve results
  8. Strong ability to public speak and provide ownership level presentations
  9. Experience in conflict management & negotiations

The experience we like to see

  1. Residential Construction experience
  2. Experience working with high performance sales professionals
  3. Natural ability to communicate numeric information to others
  4. Strong understanding of Trails internal systems
  5. Experience in a high-pressure environment
  6. Contract Management
  7. Industry Knowledge

You will be interacting with

  1. MF Management Team
  2. Key Account Managers
  3. Project Coordinators
  4. B2B Customers
  5. Purchasing
  6. Logistics
  7. Finance
  8. Suppliers
  9. Tech

Work Environment

  1. Vancouver / Cloverdale
  2. Head Office
  3. Satellite Locations - Quarterly
  4. Home Office - when required
  5. Client Entertaining Evenings / Weekends (0.5-1 / week)
  6. Supplier / Client trips – as schedule 1-4 per annum

Why Join Trail

  • Showroom environment
  • Paid time off
  • Generous employee discounts
  • Employee Recognition Program
  • Extended health care and dental coverage
  • Gym membership discount
  • Professional Development Programs
  • Career Progression
  • Company events

We inspire possibilities, make shopping ridiculously easy, and help create special moments at home. Are you ready to meet your team?

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