Director of Sales & Commercial Growth

Reference #JL-9691 

Our confidential client is seeking a commercially minded, execution-focused  Director of Sales & Commercial Growth to lead the national sales function. 

Reporting to the President, the Director of Sales & Commercial Growth will first and foremost be a  sales leadership role . Our client needs a hands-on leader who can train, coach and guide the sales team, embed strong sales discipline, improve pipeline and account management practices, and ensure the team is delivering against clear revenue, margin and growth expectations. 

The successful candidate will lead a multi-functional sales organization spanning business development, key account management, client services and sales operations. They must bring strong sales leadership experience, commercial judgement, comfort with data and CRM systems, and the ability to turn strategy into practical execution. 

Key Responsibilities: 

Sales Leadership & Team Development 

• Lead, coach and develop the national sales team.  

• Build sales capability through regular training, coaching, pipeline reviews, account planning and performance feedback.  

• Create a culture of accountability, urgency, commercial awareness and client focus.  

• Identify skill gaps and implement practical training to improve performance.  

Sales Structure & Execution 

• Embed the company’s sales operating structure across Key Account Managers, and Sales Operations and other customer focused roles.  

• Ensure clear ownership, clean handoffs and consistent execution.  

• Strengthen Salesforce / CRM discipline, pipeline management, activity tracking and reporting.  

• Hold the team accountable for follow-through, performance and results.  

Revenue, Margin & Commercial Growth

• Develop and execute a national sales strategy focused on profitable revenue growth.  

• Balance revenue with margin, client mix, and operational impact.  

• Ensure the team understands the commercial impact of the deals they pursue.  

• Support strategic or high-value client opportunities and negotiations where appropriate.  

Pipeline, Forecasting & Performance

• Establish strong pipeline discipline and accurate forecasting.  

• Monitor conversion, activity, revenue, margin, client growth and retention.  

• Provide regular reporting and clear insights to the President and senior leadership team.  

• Use data to identify risks, opportunities, performance gaps and areas requiring focus.  

Account Management & Client Growth 

• Strengthen account management practices across the business.  

• Ensure Key Account Managers have clear account plans, growth plans and relationship strategies.  

• Support client retention, business reviews and account expansion.  

• Drive reactivation of dormant or underdeveloped accounts where commercially appropriate.  

Market, Inventory & Partnership Alignment 

• Work with Operations, Finance and Inventory to ensure sales activity aligns with inventory, market demand and operational capacity.  

• Provide market intelligence on demand, pricing, competitors and client needs.  

Cross-Functional Leadership 

• Partner with Marketing, Operations, Finance, Technology and Inventory.  

• Ensure sales commitments are commercially sound and operationally deliverable.  

• Represent Sales as a disciplined, accountable and commercially aware function within the senior leadership team.  

Required Experience 

• 10+ years of progressive sales experience, including senior sales leadership.  

• Proven experience leading, coaching and developing sales teams.  

• Strong B2B sales background, ideally in a service-based, relationship-driven or complex sales environment.  

• Experience managing pipeline, forecasting, account growth and sales performance.  

• Strong commercial acumen, with the ability to balance revenue, margin, client needs and operational impact.  

• Experience using CRM systems, sales data and reporting to manage performance.  

• Strong leadership, communication, negotiation and relationship management skills.  

• Ability to translate strategy into practical execution.  

• Comfortable working in a changing, performance-focused business environment.  

Preferred Experience 

• Experience leading both new business / hunter teams and account management teams.  

• Experience in a national, multi-market or geographically dispersed business.  

• Experience or exposure to the commercial real estate industry would be an asset. 

• Bilingual English / French would be an asset, but is not required.  

Key Competencies 

• Sales leadership and coaching  

• Commercial acumen  

• Performance management  

• Pipeline and forecasting discipline  

• CRM and data-driven decision making  

• Client relationship management  

• Cross-functional collaboration  

• Market and inventory awareness  

• Adaptability and resilience  

Success in the Role 

Success will be measured by the Director's ability to: 

• Strengthen the performance, confidence and accountability of the sales team.  

• Embed the sales structure and ensure roles are clearly understood.  

• Improve pipeline visibility, forecasting and CRM discipline.  

• Grow revenue while protecting margin and operational delivery.  

• Improve account management and client growth practices.  

• Build stronger collaboration between Sales, Operations, Finance, Marketing and Inventory  

• Bring commercial judgement to sales decisions, not just sales activity.  

Compensation & Benefits 

• Competitive base salary.  

• Performance-based bonus / KPI structure.  

• Comprehensive health benefits.  

• Vacation and paid time off.  

• Professional development opportunities.  

To express interest in this opportunity please apply online directly by clicking  'Apply Now' below. 

If you have any questions, please contact Kate Spares, Recruitment Specialist, at View email address on meridiarecruitment.ca or Jeff Lanthier, Partner, at View email address on meridiarecruitment.ca. If you require accommodation to participate in the recruitment process, please let us know. 

Meridia Recruitment Solutions connects leading organizations with top talent by building strong relationships and creating ideal matches with candidates because we are only successful when you are. We appreciate your interest in this opportunity. 

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