Director of Inside Sales, Canada

D&H Distributing Co.; Mississauga; On-site; CAD 100,000 - 130,000; Full time

Benefits offered by this job

RRSP plan

Paid Time Off

Health & Dental

Life Insurance

Vision benefits

Gym Reimbursement

Work from Home Reimbursement

Employee Purchase Program

Tuition Assistance

Much more

Job summary

A leading distribution company is seeking a Director of Inside Sales in Mississauga, Canada. This role involves leading a team focused on outbound selling and customer support while achieving sales and margin goals. The candidate should have a Bachelor’s degree and over 5 years of experience in sales team leadership, ideally within IT distribution or related sectors. Responsibilities include developing sales strategies, managing financial metrics, and cross-functional team leadership.

Qualifications

• 5+ years leading sales/support teams in relevant sectors.
• Experience with influencing product portfolio and P&L performance.
• Preferred experience in IT distribution within Pro AV/Digital Signage or MSP.

Responsibilities

• Lead talent assessment and development program.
• Accountability for financial metrics including revenue and margin.
• Develop coverage and segmentation models across various customer segments.
• Manage productivity metrics and CRM pipeline performance.
• Work with stakeholders to develop supporting IT systems.
• Ensure high quality support and industry best SLAs.
• Lead cross-functional teams to achieve company goals.
• Analyze performance indicators to drive improvements.

Skills

Leadership

Sales Strategy

P&L Management

Customer Relationship Management

Market Analysis

Education

Bachelor’s Degree or Higher

Job description

Benefits

• RRSP plan
• Paid Time Off
• Health & Dental
• Life
• Vision benefits
• Gym Reimbursement
• Work from Home Reimbursement
• Employee Purchase Program
• Tuition Assistance
• Much more

Summary

This position is responsible for the overall leadership and direction of D&H’s Inside Sales function for the Canadian business. Key areas of focus include leading a team of inside sales / support managers responsible for individual contributors focused on outbound selling / customer support, achieving sales and margin goals, delivering operational excellence, creating go to market plans focused on market share gains, and rigorously recruiting, measuring and developing talent across the Mississauga, Clearwater and Harrisburg offices. The Director of Inside sales is expected to also create and execute plans to help achieve focus area successes including product mix expansion, P&L improvement, marketing program development and systems/operations deployment. This role also acts as the “chief sales/support coach” with a heavy focus on the People First program.

Responsibilities

• Lead his/her entire team successfully through the People First talent assessment and development program
• Take ownership and accountability for key financial metrics including revenue, margin, product mix, breadth, account acquisition and attrition.
• Develop coverage and segmentation models across SMB, NSP, Mid-Market and Consumer segments
• Manage to a rigorous set of productivity metrics across the entire associate, customer and vendor base including outbound touch statistics, utilization, profit per FTE, market share performance, order management, quoting, vendor sales and labor costs.
• Hold associates accountable for daily / weekly CRM pipeline and forecasting performance
• Work with key stakeholders on developing IT systems and processes supporting customer base
• Act as the key leader ensuring that all customers experience the industry’s best SLAs and highest quality support
• Work collaboratively with key partners to ensure all activities and programs generate an acceptable return on investment.
• Proactively review / recommend tools and systems to improve productivity and customer experiences (ex... chat, web, AI based solutions)
• Participate in the annual budget process and ensure the Canada sales team meets its budgetary goals on a monthly and quarterly basis.
• Develop an operational plan which will drive efficiency and provide value to key partners / customers enabling long-term growth.
• At times, successfully lead a cross-functional team including vendor sales, marketing, operations, and purchasing while ensuring their teams are aligned to achieving company goals.
• Analyze profitability statements, sales reports, and other performance indicators and develop action plans to drive improvements
• Work collaboratively with the VP of Sales and his/her leadership team to deliver industry best programs and services to D&H customers.
• Coach and mentor Co-Owners as appropriate to improve performance.
• Participate in regular customer calls with associates focused on prospecting and operational execution
• Be maniacally focused on creating and executing market share growth plans across 4,000+ Canadian partners
• Develop and maintain strategic partnerships and executive level relationships with key partners.

Requirements

• Education
  • Bachelor’s Degree or Higher preferred.
• Experience
  • 5+ years leading sales/support teams in a VAR, Distribution, Telco, MSP or Pro AV/Digital Signage model.
  • Some previous experience influencing product portfolio and P&L performance.
  • IT distribution experience preferred within a Pro AV/Digital Signage, Telecom or MSP business unit.

D&H Canada is committed to providing employment accommodations in accordance with applicable laws of the province. If you require accommodation, please notify us.