Head of Field Sales

Posted On: 15th August 2024

Job Purpose

As a Head of Field Sales – East Ontario, you will lead the development and performance of our Business Development Managers (BDMs) across your assigned region covering Toronto to Ottawa. Your primary responsibility will be to drive sales performance through proactive coaching, mentoring, and performance monitoring. By leveraging your expertise, you will enhance sales revenue, maximize profitability, and foster growth in alignment with our company’s vision and values.

Job Overview

We are seeking a dynamic Sales Leader who excels in optimizing sales team performance. Your role will involve transforming underperforming BDMs into strong contributors, and strong performers into outstanding achievers. Through detailed analysis of sales figures, you will identify strengths, weaknesses, and trends, crafting tailored sales strategies and plans to elevate performance through consistent coaching, guidance, and effective communication.

Day-to-Day Duties and Responsibilities

* Analyze sales figures and pipelines of assigned BDMs to formulate comprehensive sales plans aimed at increasing revenue.
* Collaborate with the Sales Management team to pinpoint areas for improvement in sales performance, implementing targeted training and coaching initiatives.
* Evaluate and maximize utilization of all lead sources, setting actionable targets and monitoring performance against each source.
* Conduct regular coaching sessions and monthly reviews with BDMs, assessing past activities and planning strategies for the upcoming month.
* Review historical performance on a month-to-month and quarter-to-quarter basis to identify areas for enhancement and growth.
* Assist BDMs in the preparation of compelling proposals and presentations as needed.
* Ensure BDMs’ sales pipelines are realistic, accurate, and effectively managed.
* Partner with the Head of Telemarketing and Management Team to maintain a balanced view of inside and outside sales performance through rigorous review of appointment levels and quality.
* Support FSMs in developing team business plans, conducting workshops, and achieving team sales targets.
* Hold BDMs accountable for their activity levels and performance standards.
* Enhance sales capabilities and proficiency within individual BDMs through targeted development efforts.
* Identify sales trends and themes from performance data and collaborate with the Head of Sales Training to design and deliver appropriate training workshops.
* Provide regular and insightful reports and updates to key stakeholders.
* Ensure BDMs meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals, and closures.

What You Bring to the Team

* Minimum of 5 years’ experience in a sales leadership or management role.
* Proven track record of successfully managing, developing, and coaching field-based sales teams in a Business-to-Business (B2B) environment.
* Strong analytical skills with the ability to generate detailed reports that identify sales trends, themes, and performance issues.
* Confident communicator capable of conducting effective coaching sessions and providing constructive feedback to BDMs to drive performance improvement.
* Results-oriented mindset with a proactive approach to setting clear goals, plans, and expectations, and holding teams accountable.
* Exceptional interpersonal skills with the ability to gather and evaluate feedback from various stakeholders to enhance performance and drive personal accountability.
* Flexible and willing to travel across the region and to the Eastern division of Canada as required in a fast-paced, entrepreneurial sales environment.

Why Join Our Team?

* Salary: $120,000 base + Quarterly bonus with extra opportunity to earn more if stretch target is hit!
* Peninsula is consistently recognized as one of the best companies to work for, as evidenced by the Glassdoor Awards.
* We foster an entrepreneurial culture that values motivation and initiative.
* Peninsula is committed to creating an inclusive, equitable, and accessible workplace where every employee is valued.

Benefits

* Additional benefits include a day off on your birthday, enhanced health and dental coverage, a Registered Retirement Savings Plan (RRSP) Matching Program, and increased vacation days based on years of service.

Location: Hybrid – Onsite and in the field

48042AB

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