Senior Vice President of Sales, Canada

3 weeks ago

Montreal, Quebec, Canada Insight Enterprises Full time

Position Overview

The Senior Vice President of Sales for Canada holds the pivotal role of driving profitable revenue expansion and capturing market share. This leader is tasked with steering the organization's sales initiatives throughout Canada, formulating and executing strategies aimed at significantly enhancing business growth across key clients and market segments. They will lead efforts across various sales teams, including field sales, inside sales, and specialty sales, to maximize Insight's capabilities.

Key Responsibilities

  • Implement sales strategies that effectively meet revenue and gross profit targets.
  • Guide and develop the sales team, including sales managers and account executives.
  • Create and execute training programs to improve the skills and performance of the sales personnel.
  • Assess and analyze the effectiveness of sales operations, systems, costs, and outcomes.
  • Establish and enforce both short-term and long-term goals, objectives, policies, and operational procedures.
  • Identify emerging market opportunities and devise strategies to penetrate these markets.
  • Continuously monitor and evaluate sales performance to ensure revenue objectives are achieved or surpassed.
  • Set clear performance expectations and key performance indicators (KPIs).
  • Foster and maintain robust relationships with key clients and stakeholders.
  • Oversee the creation of customer engagement strategies.
  • Streamline sales processes and workflows to enhance efficiency.
  • Utilize customer relationship management (CRM) systems to oversee sales activities and data.
  • Analyze sales data and produce reports to provide insights to senior management.
  • Leverage data to make informed decisions regarding sales strategies and tactics.
  • Collaborate closely with other departments, such as marketing, product development, and customer service, to align efforts and optimize sales opportunities.
  • Engage in strategic planning and contribute to the overall growth strategy of the organization.
  • Stay updated on market trends, competitor activities, and industry developments.
  • Employ market intelligence to adjust strategies and maintain a competitive advantage.
  • Ensure that the Insight brand achieves optimal market penetration and is recognized as a global industry leader by key brokers, decision-makers, clients, and partners.
  • Effectively manage the sales budget, including revenue, gross profit, and expense targets. Establish financial growth objectives and develop the necessary infrastructure to support strong financial management, tracking, reporting, and forecasting.
  • Lead and manage the sales team, including directing sales efforts, performance management to meet specific sales quotas, coaching, team building, goal setting, and professional development.
  • Recruit, hire, and cultivate a world-class sales organization.
  • Provide leadership and direction in developing the sales compensation structure, ensuring consistency and fairness. Recommend enhancements to the existing compensation framework to better motivate and reward sales personnel for desired performance.
  • Additional responsibilities as needed.

Qualifications

  • Bachelor's degree (B.A.) from an accredited four-year institution; an MBA is highly preferred.
  • 10-12 years of experience in sales management within a consulting, high-tech, or service-oriented industry.
  • Demonstrated strong leadership capabilities in teamwork and communication across multiple organizations.
  • In-depth knowledge of IT products and services.
  • Proven track record of consistently exceeding corporate objectives and quotas.
  • Experience working with and winning over mid-market and enterprise clients.
  • Expertise in strategic planning and execution, including contracting, negotiating, and change management.
  • Experience in implementing sales methodologies that drive solutions and services.
  • Professional written and verbal communication skills, with the ability to motivate teams to achieve results within tight deadlines while managing multiple projects.
  • Ability to facilitate and participate in group meetings.
  • Willingness to work a flexible schedule.
  • Bilingual proficiency in French and English is highly desirable.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this role. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

While performing the duties of this position, the employee is regularly required to sit, talk, hear, and operate a computer, telephone, and keyboard. Specific vision abilities required include close vision due to computer work. Regular, predictable attendance is required, including quarter-driven hours as business demands dictate.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this role. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions. The environment typically includes moderate noise levels (i.e., business office with computers, phones, printers, and light traffic) and requires the ability to work in a confined area and sit at a computer terminal for extended periods.

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