The OpportunityReporting to the
Senior VP, Corrugated Division, the
Director, Sales Operations is responsible for owning, standardizing, and continuously improving the commercial operating system across the organization. This is a corporate role working in collaboration with all sales regions in the Atlantic Packaging network (Ontario, Quebec, USA).
This role does not own sales targets nor manage salespeople directly. Instead, it enables Sales Leadership and P&L owners to execute consistently by providing clear processes, disciplined governance, and effective tools.
The role addresses recurring structural issues in sales execution (contracts, risk exposure, forecast visibility, onboarding effectiveness, and CRM adoption) and brings process excellence to an area historically driven by individual experience rather than system discipline. Sales teams are responsible for closing deal, Marketing teams are responsible for bringing deals, Legal will be involved in the contracts process and Sales Operations builds the system so both work together efficiently.
What You'll DoSales Operating Model & Governance
- Own and maintain the front-end sales operating model, including:
- Contract approval workflows and limits of authority (with Legal).
- Clear rules when customers operate across regions.
- Partner with Legal, Finance, and Credit to make risk explicit and decision-ready.
- Ensure P&L leaders have visibility before commitments are made, not after.
Salesforce Ownership & Commercial Analytics
- Act as business owner of Salesforce (process design, usage standards, reporting logic).
- Drive adoption by defining how and why Salesforce is used:
- Funnel structure aligned with business needs (product mix, seasonality, capacity).
- Standard dashboards for P&L owners and Sales Leadership.
- Reduce "system noise" so the tool supports decisions, not administration.
Funnel Management & Sales Planning
- Define and enforce consistent funnel management practices.
- Provide forward-looking visibility on revenue concentration by:
- Factory
- Asset type
- Industry
- Salesperson
- Other cuts as needed
- Enable proactive capacity and production discussions (vs. reactive firefighting).
- Drive development of sales plans that can be handed off for execution.
Contract, Terms & Risk Tracking
- Implement standardized reporting on:
- Contract tenure mix (no contract, quarterly, annual, etc.).
- Payment terms exposure.
- Aggregate liability commitments.
- Make commercial risk measured, visible, and discussable (not implicit or anecdotal).
Sales Training / Motivation / Sales incentive management
- Design and institutionalize a formal sales onboarding and training framework.
- Develop role-specific training (e.g., Salesforce usage, pricing governance, contract basics).
- Build a repeatable cadence for sales meetings to drive consistent themes and execution.
- Administer the sales incentive program, including consistent publishing of performance vs. targets.
What You Bring- Required: Bachelor's degree in Business, Commerce, Finance, Operations, or a related field required.
- 7+ years of experience in progressive experience in Sales Operations, Revenue Operations, Commercial Excellence, or Business Analytics
- Expert in Salesforce, specifically in design, governance and adoption.
- Strong background in Sales Operations, Commercial Excellence, or Revenue Enablement.
- Comfortable influencing senior sales leaders without hierarchical authority.
- Process-oriented, systems thinker with a strong business bias.
- Credible with Finance, Sales, and Operations alike.
What We Offer - Comprehensive health, dental and vision coverage (dependents included)
- Teamwork-focused culture with sustainability initiatives and social events
- A culture of appreciation through a point-based recognition
- Opportunities for advancement and internal movement
- Education assistance for continuous skill development
- Academic scholarships for employees' children
- Safety equipment and PPE support program
- Retirement savings and wellness initiatives
- Employee Assistance Program (EAP)
Hiring Range :
$153,805 - $192,256 per year. A candidate's experience and knowledge may be factored into the pay a candidate receives for this position. This posting is for an existing vacancy.
