5+ years leading sales/support teams in a VAR, Distribution, Telco, MSP, or Pro AV/Digital Signage model
Experience influencing product portfolio and P&L performance
IT distribution experience preferred within Pro AV/Digital Signage, Telecom or MSP business unit
Responsibilities
Lead the team through the People First talent assessment and development program
Own accountability for key financial metrics including revenue, margin, and account acquisition
Develop coverage and segmentation models for various market segments
Manage rigorous productivity metrics across associates, customers, and vendors
Hold associates accountable for CRM pipeline and forecasting performance
Ensure customers receive the industry's best SLAs and support
Review and recommend tools to improve productivity and customer experiences
Benefits
Emphasis on professional development and coaching programs
Opportunities for cross-functional leadership and collaboration
Access to an established network of over 4,000 Canadian partners
Focus on operational excellence and efficiency improvements
Engagement with key stakeholders to influence program development
Full Job Description
Director, Inside Sales - Canada
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.
