Director, Sales

1 week ago

Waterloo, Ontario, Canada Insight Global Full time
Job Description

Our client is a leading POS solutions provider headquartered in Toronto, Canada. Over the last 35-plus years, we have grown to become the market leader for POS solutions within Canada and are aggressively targeting the US market for their next phase of growth. They are looking to bring on a Director of Sales to support their POS team and lead three regional account managers.

Position Responsibilities:

1. Develop, lead, and execute a sales plan for POS with specific goals and targets to maximize market growth that include acquisition or new verticals in Canada.
2. Develop, implement, and manage new market entry for BT POS go-to-market strategy plan for US market entry. Understand competitive positioning, product/market fit, Commercial strategy, and ongoing support models fit for market entry.
3. Lead and develop a sales team who manages assigned channel partner accounts and ASOs that support customer growth and/or territory expansion.
4. Lead and train a team of program managers for acquiring MOCs POS software-related revenue and get headways into other investments they are making into the C-store eco-system.
5. Oversee cross-functional collaboration to troubleshoot obstacles and ensure a customer experience that drives satisfaction, creates value, and recurring future business.
6. Assess segments, channels, value proposition, competitive differentiation, and positioning to ensure the strongest competitive advantage.
7. Maintain a strong understanding of products and services as well as business position and competition to drive market share gain.
8. Develop, implement, and execute a channel/vertical go-to-market Sales strategy to provide strategic guidance for the organization over a 35-year period, including partnering on the overall dispenser sales strategy for Canada.
9. Lead the team to develop compelling account plans both internally and with the customer that guide strategic and tactical action planning for short and medium term.
10. Become a trusted advisor to leadership based on knowledge of customer requirements and market dynamics.
11. Partner closely with the Regional Account Management team to create and execute strategic and tactical plans to drive revenue growth in the complete product portfolio.
12. Ongoing evaluation/reporting of the current marketplace, channel partners, and end-users.
13. Monthly reporting on assigned Key Performance Indicators (KPIs).
14. Prepare and submit annual and quarterly business plans.
15. A wide degree of latitude, creativity, and entrepreneurial ideation is expected.

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances.

If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com.

Minimum Requirements:

1. Bachelors degree in business administration, management, or similar discipline with 5 to 7 years of professional sales management experience leading a sales team, preferably within a global technology or point-of-sale company, or equivalent combination of education and experience.
2. Deep technical understanding of point-of-sale products, both client solutions as well as competitive products.
3. Demonstrated sales success in software, point-of-sale, capital equipment, account development/management, channel partner management, and relationship building.
4. Proven history of leading an effective sales team in deal shaping, qualification, and negotiation to close.
5. Passionate and interested in understanding core-level customer needs and motivated to help customers achieve their objectives.
6. Energy, drive, and Commercial creativity.

Nice to Have Skills & Experience

Challenger Sale methodology training/familiarity is a strong plus. Experience in the retail or commercial fuel industry is a strong plus. History of exceeding quotas and high earnings gained through relationship selling and strategic account management, growing business through new verticals and partnerships. Intermediate to advanced user of MS Office applications (Outlook, Excel, Word, PowerPoint).

Benefit packages for this role will start on the 31st day of employment and include medical, dental, and vision insurance, as well as HSA, FSA, and DCFSA account options, and 401k retirement account access with employer matching. Employees in this role are also entitled to paid sick leave and/or other paid time off as provided by applicable law.

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