Vice President Sales - Canada Strategic Accounts

at  Encore Global

Position Overview
The VP, Sales – Canada (Strategic Accounts) position will provide leadership and strategic direction for the Strategic Accounts Teams. Lead the teams in the development and management of new customer relationships, while retaining and growing existing strategic partnerships. Implement sales programs and initiatives to drive revenue and win/keep clients and customers. Work directly with Operations and Sales leadership teams to create new and enhance existing sales strategies and tactics. This position reports in the Managing Director, International.
Key Job Responsibilities

Sales Leadership

• Lead the team in the development and management of new customer relationships, while retaining and growing existing partnerships.
• Leverage existing relationships within the strategic accounts and the broader venue segment to create new business and revenue-generating opportunities.
• Develop and implement strategies and processes that will enable Encore to drive significant revenue growth.
• Work directly with Operations, Marketing and Sales leadership teams to create new and enhance existing marketing strategies and tactics for the strategic accounts.
• Provide visible, engaged, broad-based strategic and tactical thought leadership to the company, customers, strategic accounts.

Sales Operations Management

• Develop, implement and manage business development programs and initiatives across all sales teams.
• Execute company, market and customer-specific plans to drive sales growth, leveraging company-wide initiatives and assets.
• Attend customer account presentations, events, trade shows, etc., as needed and or required.
• Work on corporate initiatives to support growth and adapt into customer-specific strategies, tactics and solutions.
• Provide regular business reviews and updates to sales leadership and other key stakeholders.
• Partner with Finance to ensure revenue targets are met while remaining on budget.

People Management

• Hire, develop, lead and motivate a qualified sales team necessary to support Encore’s growth plans.
• Promote and drive professional development and training efforts to help improve overall business acumen, technical knowledge and general sales skill of the team.
• Manage human resource related processes including selection, performance management, salary administration and training/development.
• Collaborate with HR to implement effective sales incentive plans and talent management practices.

Sales Performance Management

• Leverage sales reports and metrics to drive fact-based plans and decisions.
• Collaborate with Corporate and field leaders to support marketing and sales lead generation programs.
• Obtain competitive market information and lead its dissemination to field sales professionals.

Job Qualifications

• 15+ years related experience in a business development and sales leadership roles.
• Bachelor’s Degree in business, marketing or a related field.
• Proven ability to work effectively with customers with track record of growing profitable revenue.
• Knowledge of sales process design, best practices, measurement and evaluation.
• Strong sales cycle management that includes significant contract management experience
• Executive level sales and business development within the hospitality industry.
• Strong developer of people and cultivator of teamwork.
• Strong influencing skills with the courage to confidently express an independent point of view.
• Ability to keep pace in a fast moving and dynamic business environment.
• An excellent listener and communicator with an approachable style and good sense of humor.
• Have excellent judgment in people, talent selection, assessment and leadership.
• Experience with the use and management of customer relationship database.
• Excellent organizational skills and the ability to manage multiple projects

Competencies

Deliver World Class Service

• Hospitality

Do The Right Thing

• Drives Engagement
• Executive Resilience

Drive Results

• Drives Purpose & Mission

See The Big Picture

• Global Perspective

Value People

• Champions Diversity

Physical Requirements
Physical Requirements Hours Per Day Lifting Requirements Frequency
Sitting 6-8 Hours Lifting 0 - 15 lbs* Frequently
Standing 2-3 Hours Lifting 16 – 50 lbs* Occasionally
Walking 0-1 Hours Lifting 51 - 100 lbs Never
Stooping 0-1 Hours Lifting Over 100 lbs Never
Crawling 0-1 Hours
Kneeling 0-1 Hours Carrying Requirements Frequency
Bending 0-1 Hours Carrying 0 - 15 lbs* Frequently
Reaching (above your head) 0-1 Hours Carrying 16 – 50 lbs* Occasionally
Climbing 0-1 Hours Carrying 51 - 100 lbs Never
Grasping 0-1 Hours Carrying Over 100 lbs Never
Auditory/Visual Requirements Frequency Pushing/Pulling Requirements Frequency
Close Vision Continuously Pushing/Pulling 0 - 15 lbs* Occasionally
Distance Vision Frequently Pushing/Pulling 16 – 50 lbs* Occasionally
Color Vision Continuously Pushing/Pulling 51 - 100 lbs* Never
Peripheral Vision Occasionally Pushing/Pulling Over 100 lbs Never
Depth Perception Occasionally *Identifies the physical requirements that team members perform without assistance.
Hearing Continuously
Work Environment
Office
Work is performed primarily in an office environment. Working times may include irregular hours and on-call status including days, evenings, weekends, and holidays. Team members must adhere to appearance guidelines as defined by Encore based in an office environment and when traveling, on an individual venue or a representation of venues in that city or area.
The above information on this description is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned

Please refer the Job description for details