Director of Sales

Encore Canada; Montreal; On-site; CAD 80,000 - 120,000; Full time

Job summary

An established industry player is seeking a dynamic Director of Sales to lead their Corporate Account Managers. This pivotal role involves coaching and developing a strategic sales team, negotiating agreements, and driving revenue growth. The ideal candidate will excel in a proactive sales approach, leveraging internal and external relationships to enhance brand loyalty and create new revenue channels. With opportunities to present at industry events and shape the future of AV technology services, this position promises a rewarding career in a vibrant and collaborative environment.

Qualifications

• Minimum 7 years in Sales Management with a focus on strategic selling.
• Proven ability to coach and develop a sales team effectively.

Responsibilities

• Lead and develop Corporate Account Managers to achieve financial targets.
• Manage strategic account initiatives and enhance customer relationships.

Skills

Sales Management

Customer Service

Strategic Selling

Networking

Conflict Resolution

Bilingual Communication (French & English)

Tools

CRM Software

PowerPoint

Job description

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Position Overview

The Director of Sales is responsible for the leadership of the Corporate Account Managers. The role will be responsible for coaching and developing the Account Managers and Program Managers, leading change, negotiating MSA agreements, and hitting financial targets assigned to the team. The person in this position will use a proactive, cross functional sales approach with their internal and external clients to produce measurable and substantial increases in: revenue/profitability, brand loyalty and new revenue channels for the customers. Additionally this position will be responsible for presenting at industry events on current white paper data and ongoing studies that enhance learning environments within the AV industry. The role reports to Vice President, Sales.

Key Job Responsibilities

People Development

• Provide coaching and feedback to the Account Managers aligned to the key competencies outlined in the AM job description.
• Train and develop a strategic sales team through the utilization of Strategic Sales Plans, Org Chart Development, and Resource utilization – internal teams and CRM.
• Provide consistent feedback towards the AMs goals, competencies, and development opportunities. Work to identify and maintain bench talent for AM and PM roles internal to the organization, and work with peers and internal partners to outline development opportunities for those individuals.
• Move the Corporate Team from a tactical event execution focus to a strategic focus that deepens customer relationships.

Strategic Orientation

• Manage and proactively execute, through Account Managers and program managers, the company’s strategic account initiatives within the account plan.
• Work closely with ENCORE internal contacts to realize account objectives and act on resolving customer experience and internal issues.
• Communicate customer needs and reportable data consistently and accurately to selected operational teams.
• Work closely with all internal resources, including Creative and Digital, PGE, Production Sales Team, and ENCORE’s company portfolio to increase revenue opportunities and drive consistency of execution.
• Host quarterly account reviews with key customers to gain feedback on service levels and engage them in the growth process.
• Provide tools and solutions to ensure each account shows consistent progress toward revenue/profit growth and adoption of ENCORE as a trusted advisor in AV and event technology services.

Market Management

• Maintain an information database of all market targets and existing accounts in accordance with established processes.
• Collect and analyze key information about accounts and contacts and document using reportable tools and techniques including but not limited to COMPASS and ENCORE strategic account plans.

Prospecting and Qualifying New Accounts

• Identify new target accounts through various resources, e.g. National Sales ROAR Filter, ENCORE Lead Referral, Hotel Partner Networking, MPI, Assigned Market Conventions, Corporate Planner Data Base, Assigned Market Industry Publications, Internet searches, SAMA, and other industry functions.
• Participate in targeted marketing and sales campaigns using professional sales presentations, face-to-face sales calls, and major marketing initiatives

Information Management, Reporting and Company Support

• Establish and inspect the appropriate sales discipline of the team to ensure that all records and information is accurate, timely, and relevant in regards to pipeline health and hygiene, seller activity, and performance against key company and GSO growth initiatives.
• Ensure all corporate policies and procedures are effectively communicated and supported.

Job Qualifications

• Minimum 7 years in Sales Management.
• Demonstrated excellent customer service skills.
• Demonstrated excellent phone sales skill.
• Demonstrated ability to train and coach team on strategic selling principles.
• Experience in networking targeted customers at industry events.
• Experience with the use of customer relationship database.
• Experience with making effective presentations using PowerPoint and/or other forms of media.
• Strong written and oral communication skills (French & English)
• Excellent organizational skills and the ability to manage multiple projects.
• Solid experience with conflict resolution.
• Expert and Thought Leader within the industry.

Competencies (by Core Values)

Deliver World Class Service

• Hospitality

Do The Right Thing

• Courage

Drive Results

See The Big Picture

• Strategic Mindset

Value People

• Organizational Savvy
• Values Diversity
• Develops Talent

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Management

• Industries

  Broadcast Media Production and Distribution and Events Services

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