Director, Corporate Accounts

Pride in Personnel; Toronto; On-site; CAD 140,000 - 210,000; Full time

Job summary

Pride in Personnel is seeking an experienced Sales Manager to lead strategic account initiatives in Canada. The role focuses on developing long-range plans, optimizing pricing, and strengthening executive relationships with wholesalers, banners, and pharmacy groups.

You will drive revenue growth while coordinating with Marketing, Finance and Supply Chain to align portfolios with client objectives. The position requires 7+ years in sales management within pharma or related sectors, with a proven

Qualifications

• Deep knowledge of strategic account planning and value-based negotiation.
• Ability to translate regulatory/policy changes into commercial strategies.
• Experience aligning field execution with corporate strategy.
• Track record of achieving revenue, margin and market share targets.
• Proficiency in CRM systems and MS Office; strong data interpretation.
• Experience selling in pharmaceutical/pharmacy channels is a plus.

Responsibilities

• Develop and execute account strategies aligned with revenue goals.
• Create multi-year account plans optimizing product mix and pricing.
• Manage net sales performance and drive market share growth.
• Lead executive presentations to expand portfolio penetration.
• Build executive relationships with decision-makers.
• Collaborate cross-functionally with Marketing, Finance, Supply Chain, and Leadership.
• Identify opportunities within existing and prospective accounts.
• Monitor pricing dynamics and competitive landscape to inform strategy.
• Balance short-term results with long-term strategic positioning.

Skills

Strategic selling

Field alignment

Data analytics

Microsoft Office

Sales management

Pricing dynamics

Portfolio management

Execution planning

Revenue targets

Tools

CRM platforms

Sales reporting tools

Job description

Key responsibilities for this role include:

• Develop and execute comprehensive account strategies aligned with corporate revenue and profitability objectives.
• Create multi-year account plans that optimize product mix, pricing strategy, and contract structures.
• Manage corporate account net sales performance and drive sustainable market share growth.
• Lead detailed sales presentations to primary and secondary accounts to expand portfolio penetration.
• Build and maintain executive-level relationships with key decision-makers.
• Strengthen customer commitment through professional, ethical, and solution-oriented engagement.
• Serve as a strategic partner to customers, aligning portfolio solutions with their business objectives.
• Identify new business opportunities within existing and prospective accounts.
• Monitor competitive landscape, pricing dynamics, and market shifts to inform strategy.
• Operates with an enterprise mindset, balancing short-term performance with long-term strategic positioning.
• Collaborates cross-functionally with Marketing, Finance, Supply Chain, and Executive Leadership.

The minimum qualifications for this role are:

• Ability to translate regulatory and policy changes into proactive commercial strategies.
• Strong working knowledge of primary (wholesalers, pharmacy banners, hospital systems) and secondary (independent pharmacies, buying groups, specialty channels) account dynamics.
• Experience building alignment between field execution and corporate account strategy.
• Proven ability to manage performance, territory optimization, and sales productivity.
• Deep understanding of professional selling methodologies, value-based negotiation, and strategic account planning.
• Advanced proficiency in Microsoft Office Suite
• Experience with CRM systems and sales reporting platforms.
• Ability to interpret large data sets and translate findings into actionable business insights.
• Demonstrated Commercial Performance
• Proven and sustained track record of delivering and exceeding revenue, margin, and market share targets.
• History of driving profitable growth within competitive and price-sensitive environments.
• Evidence of successfully launching, expanding, or defending product portfolios.
• Minimum of 7 years progressive Sales Management experience with increasing scope and accountability.
• Demonstrated ability to translate corporate strategy into executable field-level action plans.
• Direct experience within the pharmaceutical industry an asset.
• Strong understanding of substitution dynamics, pricing compression, competitive tendering, and product lifecycle management.
• Demonstrated success selling into pharmacy environments (retail, banner groups, independents, institutional).