Building Products - Vice President Sales - Toronto
About the Company
Our client is an entrepreneurial, innovative and diversified supplier of lumber and engineered wood products to door, window and moulding manufacturers as well as specialty millwork industries in North America and around the world. It has one of the largest supply bases in the industry and has a 50 year tradition of finding the best solutions for customers. Sourcing products globally and managing the supply chain from producer to end-user is a key differentiator.
Our client has also been named for three consecutive years as one of Canada’s 50 Best Managed Companies an awards program, recognizing excellence in Canadian owned and managed companies.. The company is also certified under the world’s three leading forest management programs: Forest Stewardship Council (FSC), Sustainable Forest Initiative® (SFI) and Programme for the Endorsement of Forest CertificationTM (PEFC).
Scope of Position
Reporting to the President, our client seeks both a sales leader who can drive synergistic or incremental sales revenue and also a potential partner who can help scale the business by imparting greater rigour to processes to ensure higher rates of success in day to day sales operations and new initiatives.
As a key member of the management team, this individual will lead and enable the sales and marketing strategies of the firm through its people. This individual will manage the overall sales funnel, organize, coach, monitor and lead the sales team.
Functional Tasks
• Participate in senior management team
• Integrate existing sales book into the business
• Explore opportunities for synergy with existing products and customer base
• Analyze market, competitive information, sales funnels and make recommendations
• Create, develop and execute sales and marketing strategies
• Identify opportunities and market gaps
• Identify and promote new products
• Maximize effectiveness of market coverage, and account penetration by sales reps
• Maximize effectiveness of sales representatives (return on time invested)
• Coach and mentor sales representatives
• Set compensation and incentives for sales representatives
• Establish overall sales targets
• Hire and train sales reps effectively
• Develop, maintain, and advance customer relationships, and ensure customer satisfaction
• Manage customer claims
Key Performance Deliverables
In light of the identified responsibilities, the following are specific deliverables that the position is designed to achieve.
• Drive company sales to $50m in 3 years
• Ramp up to $5m personal annual sales
• Achieve margins of 25%
• Sales team management
• Recruiting/building new sales personnel
• Key account acquisition/retention
• Lead sales training
• Develop and lead new product training
• Streamline/manage sales support team
Competency Profile
The following competencies define the role of the Sales Leader
People Management
Establishes and communicates clear priorities and sense of direction; Clarifies roles and responsibilities; Adapts management style to achieve optimum results.
Role Expertise
Demonstrates critical technical or professional knowledge/skills related to the role; Has thorough knowledge of relevant products, services and methods; Expands technical knowledge/skills and keeps up-to-date in own area of expertise.
Results Orientation
Focuses strongly on achieving agreed upon outcomes and ensures that key objectives are met. Conveys a sense of urgency and drives issues to closure. Aims to improve upon past performance. Establishes aggressive personal targets and strives to achieve them.
Initiative
Proactive. Seizes opportunities and acts upon them immediately. Takes responsibility for own actions and addresses problems before asked.
Coaching and Developing Others
Accurately assesses strengths and development needs of employees; Challenges others to improve their abilities and actively supports their development; Continually provides timely and constructive feedback, coaching and challenging learning opportunities; Adjusts coaching style based on each employee's ability and motivation level.
Team Skills
Helps to create a sense of team spirit and harmonious relations through cooperation and support; Balances personal goals with those of the team; Fosters collaboration among team members.
Empowering
Delegates responsibility to match the skill and ability level of team members; Provides others with the scope and resources necessary in order to complete assignments effectively; Creates an environment where individuals have the latitude to use their discretion.
Leading Change
Recognizes when change is necessary; Challenges the status quo and champions new initiatives; Acts as a catalyst to change and stimulates others to change; Develops an effective action plan to implement change and monitors results.
Motivating
Encourages others by creating enthusiasm, a feeling of investment and a desire to excel; Inspires a healthy attitude to work by recognizing positive contributions.
Planning and Objective Setting
Systematic in approach to work; Produces action plans in which objectives are defined and steps for achieving them are clearly specified; Plans by breaking down large task into subtasks; Develops plans that anticipate obstacles; Is realistic about time-scales and builds in appropriate checkpoints, milestones and controls in order to ensure that desired results are realized.
Drive
Adopts an energetic approach; Works towards goals and willingly tackles demanding tasks; Demonstrates capacity for sustained effort and hard work over long periods of time.
Visioning
Imagines future possibilities; Thinks broadly and investigates a wide-range of alternatives in developing a vision for the future; Selects the most promising vision from a range of alternatives and communicates this vision to others.
Strategic Approach
Develops a strategic plan to realize the vision. Revises strategy in light of changing circumstances. Takes a long-term view of organizational success. Works to clarify long term organizational goals. Able to stand back from immediate problems in order to focus on more far reaching ideas.
Industry & Market Awareness
Seeks to anticipate and respond to industry and market changes/challenges by understanding key characteristics, issues and the factors driving them; Aware of competitor's products, services and position.
Commercial Acumen
Applies appropriate commercial and financial principles. Understands situations in terms of costs, profits, added-value and return on investment. Appreciates the commercial impact of own work on the organization's total expenses and revenues.
Preferred Experience & Education
The following indicates specific industry, educational and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.
• 15+ years of experience in a senior business development/sales/marketing function
• Managed direct sales
• Experience in the millwork or related industries, with a book of business that complements and enhances clients top line revenue.
• Entrepreneurial
• Proven performance in a similar role
Compensation & Benefits
• Competitive base, bonus and equity, to be discussed.
Please Email Lenka Los at the StoneWood Group
Our client is an entrepreneurial, innovative and diversified supplier of lumber and engineered wood products to door, window and moulding manufacturers as well as specialty millwork industries in North America and around the world. It has one of the largest supply bases in the industry and has a 50 year tradition of finding the best solutions for customers. Sourcing products globally and managing the supply chain from producer to end-user is a key differentiator.
Our client has also been named for three consecutive years as one of Canada’s 50 Best Managed Companies an awards program, recognizing excellence in Canadian owned and managed companies.. The company is also certified under the world’s three leading forest management programs: Forest Stewardship Council (FSC), Sustainable Forest Initiative® (SFI) and Programme for the Endorsement of Forest CertificationTM (PEFC).
Scope of Position
Reporting to the President, our client seeks both a sales leader who can drive synergistic or incremental sales revenue and also a potential partner who can help scale the business by imparting greater rigour to processes to ensure higher rates of success in day to day sales operations and new initiatives.
As a key member of the management team, this individual will lead and enable the sales and marketing strategies of the firm through its people. This individual will manage the overall sales funnel, organize, coach, monitor and lead the sales team.
Functional Tasks
• Participate in senior management team
• Integrate existing sales book into the business
• Explore opportunities for synergy with existing products and customer base
• Analyze market, competitive information, sales funnels and make recommendations
• Create, develop and execute sales and marketing strategies
• Identify opportunities and market gaps
• Identify and promote new products
• Maximize effectiveness of market coverage, and account penetration by sales reps
• Maximize effectiveness of sales representatives (return on time invested)
• Coach and mentor sales representatives
• Set compensation and incentives for sales representatives
• Establish overall sales targets
• Hire and train sales reps effectively
• Develop, maintain, and advance customer relationships, and ensure customer satisfaction
• Manage customer claims
Key Performance Deliverables
In light of the identified responsibilities, the following are specific deliverables that the position is designed to achieve.
• Drive company sales to $50m in 3 years
• Ramp up to $5m personal annual sales
• Achieve margins of 25%
• Sales team management
• Recruiting/building new sales personnel
• Key account acquisition/retention
• Lead sales training
• Develop and lead new product training
• Streamline/manage sales support team
Competency Profile
The following competencies define the role of the Sales Leader
People Management
Establishes and communicates clear priorities and sense of direction; Clarifies roles and responsibilities; Adapts management style to achieve optimum results.
Role Expertise
Demonstrates critical technical or professional knowledge/skills related to the role; Has thorough knowledge of relevant products, services and methods; Expands technical knowledge/skills and keeps up-to-date in own area of expertise.
Results Orientation
Focuses strongly on achieving agreed upon outcomes and ensures that key objectives are met. Conveys a sense of urgency and drives issues to closure. Aims to improve upon past performance. Establishes aggressive personal targets and strives to achieve them.
Initiative
Proactive. Seizes opportunities and acts upon them immediately. Takes responsibility for own actions and addresses problems before asked.
Coaching and Developing Others
Accurately assesses strengths and development needs of employees; Challenges others to improve their abilities and actively supports their development; Continually provides timely and constructive feedback, coaching and challenging learning opportunities; Adjusts coaching style based on each employee's ability and motivation level.
Team Skills
Helps to create a sense of team spirit and harmonious relations through cooperation and support; Balances personal goals with those of the team; Fosters collaboration among team members.
Empowering
Delegates responsibility to match the skill and ability level of team members; Provides others with the scope and resources necessary in order to complete assignments effectively; Creates an environment where individuals have the latitude to use their discretion.
Leading Change
Recognizes when change is necessary; Challenges the status quo and champions new initiatives; Acts as a catalyst to change and stimulates others to change; Develops an effective action plan to implement change and monitors results.
Motivating
Encourages others by creating enthusiasm, a feeling of investment and a desire to excel; Inspires a healthy attitude to work by recognizing positive contributions.
Planning and Objective Setting
Systematic in approach to work; Produces action plans in which objectives are defined and steps for achieving them are clearly specified; Plans by breaking down large task into subtasks; Develops plans that anticipate obstacles; Is realistic about time-scales and builds in appropriate checkpoints, milestones and controls in order to ensure that desired results are realized.
Drive
Adopts an energetic approach; Works towards goals and willingly tackles demanding tasks; Demonstrates capacity for sustained effort and hard work over long periods of time.
Visioning
Imagines future possibilities; Thinks broadly and investigates a wide-range of alternatives in developing a vision for the future; Selects the most promising vision from a range of alternatives and communicates this vision to others.
Strategic Approach
Develops a strategic plan to realize the vision. Revises strategy in light of changing circumstances. Takes a long-term view of organizational success. Works to clarify long term organizational goals. Able to stand back from immediate problems in order to focus on more far reaching ideas.
Industry & Market Awareness
Seeks to anticipate and respond to industry and market changes/challenges by understanding key characteristics, issues and the factors driving them; Aware of competitor's products, services and position.
Commercial Acumen
Applies appropriate commercial and financial principles. Understands situations in terms of costs, profits, added-value and return on investment. Appreciates the commercial impact of own work on the organization's total expenses and revenues.
Preferred Experience & Education
The following indicates specific industry, educational and functional experience/qualifications that are important to the successful achievement of the identified responsibilities and performance deliverables.
• 15+ years of experience in a senior business development/sales/marketing function
• Managed direct sales
• Experience in the millwork or related industries, with a book of business that complements and enhances clients top line revenue.
• Entrepreneurial
• Proven performance in a similar role
Compensation & Benefits
• Competitive base, bonus and equity, to be discussed.
Please Email Lenka Los at the StoneWood Group