Director, Commercial Sales

2 weeks ago

Old Toronto, Canada Reliance Home Comfort Full time

2 Lansing Square, North York, ON M2J 4P8, Canada Req #5038

November 13, 2024

As the Director, Commercial Sales, you will be responsible for the growth of the rental HVAC and water heater base among commercial managers across Canada. You will oversee all activities and performance of a team of professional salespeople as they prospect, bid, and close business, enabling commercial sales organizations across the country to rent from Reliance.

You will also be responsible to work with our local branch and field technicians on the flawless installation and service that commercial managers rely on. This is a quota and target-based position, and success will be based on hitting sales targets, growth of this category and flawless execution of our brand promise.

Key Accountabilities :

The Director, Commercial Sales position will be a contributor to the annual strategic plan. They will also be responsible for turning that strategy into action items to drive our growth goals by creating and gaining approval on tactics region by region, sales professional by sales professional.

Operations :

  • Ensure that all pricing and proposals are approved and meet Reliance financial thresholds.
  • Updating and creating appropriate sales documentation.
  • Support RFP documentation finalization and repository management.

Stakeholder Engagement

  • Build and recommend strategies to improve sales performance.
  • Provide annual targets on all rental units to be installed in Commercially Managed locations.
  • Partner with others to solve problems, improve processes, reach decisions, and achieve objectives.
  • Maintain clear communication of mutual expectations with sales and is eager to learn and create new procedures and grow according to business needs.
  • Works cross-functionally with Reliance stakeholders to ensure alignment with organizational goals and objectives.
  • Support other sales efforts as assigned.
  • Other core expectations as defined and requested by your direct supervisor/manager and sales leadership.
  • Partner with the collection team on all A/R concerns and own with the KAM team all collection efforts.

People Management

  • Create an activity plan of prospecting for the team to ensure the request customer interactions in order to hit plan.
  • Track and report on all activity including leads, opportunities, bids and wins for the Department.
  • Assist and hold the sales team accountable in CRM reporting to ensure clear and accurate data.
  • Assist the Key Account Managers in any sales meeting, presentation necessary in order to win the business.

Skills, Experience and Education Required :

  • Postsecondary education and equivalent work experience in commercial sales or similar capacity
  • Minimum 10+ years sales and sales management experience with direct selling into the Commercial Management/landlord/real estate trust space required.
  • Success in building annual sales plans, recognition programs for a B2B sales force.
  • Demonstrated ability to challenge customers with insights that disrupt and improve their traditional business practices, leading to new partnerships opportunities.
  • Results-driven individual who takes initiative and accountability to continuously improve business outcomes.
  • Strong leadership skills with ability to influence without authority.
  • Superior communication and interpersonal skills.
  • Strategic critical thinker and problem-solver who demonstrates agility in the face of change.
  • Ability to work well in a cross functional business structure where collaboration and coordination between departments is critical to success.

Nice to Have(s) :

  • Industry knowledge and/or experience working within the HVAC industry, an asset.
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