Corporate Sales Manager

CORPORATE SALES MANAGER
About the Company
Our client is a well-established, multi-generational, family-owned organization with operations across Canada and the U.S. Its businesses span aggregates and construction, environmental services, renewable energy, and emulsions chemistries. The company takes a long-term approach to growth, values its customers and people, and is committed to supporting the communities where it operates. The culture is collaborative, grounded and team-oriented, with an emphasis on open dialogue, shared accountability and getting behind the best ideas.Position Summary
Reporting to the EVP of their emulsions group, the Corporate Sales Manager owns the Group’s corporate accounts and is accountable for revenue growth and margin performance. The role leads customer relationships through disciplined pipeline management and consultative selling, growing existing accounts, expanding offerings within those accounts, and securing new customers in established markets to convert qualified opportunities into multi-year partnerships.The Corporate Sales Manager also leads, coaches and develops the sales team, strengthening sales discipline and execution while leveraging the team’s technical expertise. Working closely with the Director of Business Development, who focuses on new markets, applications and products, Corporate Sales drives the commercial potential of established and emerging offerings.Primary Responsibilities:
Develop and execute account, territory and pipeline plans to prioritize qualified opportunities and advance prospects through the sales process.Grow revenue and margin within existing corporate accounts, expand the organization’s offerings across customer sites and operations, and secure new customers within established markets across Canada and the U.S.Build and manage relationships with corporate procurement and category leaders who buy on behalf of multiple mills, as well as operations and technical stakeholders at the mill/plant level.Lead corporate sales opportunities through the commercial process, engaging the technical sales team to support mill/plant engagement, customer trials and commercialization. Direct service resources and use service feedback to inform account strategy and customer discussions.Lead, coach and develop a team consisting of 1 Account Manager, 1 Senior Technical Sales Rep, and 1 Sales Coordinator, leveraging their technical expertise while strengthening sales process, negotiation and execution.Negotiate product usage contracts with senior customer and purchasing leaders and set market and contract pricing using customer and market intelligence to support profitable growth.Partner with the Director of Business Development on opportunities that intersect Sales and Business Development, providing customer and market insight while expanding proven offerings within established markets, and helping commercialize newly developed opportunities.Partner with internal teams to develop customer-facing technical training where appropriate and maintain productive customer and industry relationships and market knowledge.Requirements
7–15 years of progressive B2B sales experience, ideally within industrial, manufacturing, specialty chemicals or related environments;
wood-related experienceis preferred. Demonstrated progression to senior, corporate-level customer relationships and independent sales ownership.Sales team management experience, with demonstrated ability to lead, coach and develop a team to improve commercial performance.Demonstrated ability to lead disciplined pipeline management, account planning, consultative selling and sales execution through long, complex sales cycles.Strong business acumen, including an advanced understanding of customer economics, product positioning, market pricing, competitive dynamics, sales strategy and business optimization. Experienced in negotiating agreements and making pricing, margin, product mix and account decisions that support profitable growth.Strong customer insight, problem-solving and ability to uncover customer needs, learn relevant technical concepts, ask effective questions and engage appropriate internal expertise.Collaborative, adaptable and self-directed, with the ability to bring a clear point of view, value others’ expertise, influence stakeholders, manage competing priorities and navigate ambiguity with limited supervision.Three-year undergraduate degree applicable to relevant industry segments and/or equivalent education or experience in Business Administration, Marketing, Sales, Product Management or a related field, with proficiency in relevant computer software and systems.Valid driver’s license and required travel documentation, with the ability to travel up to approximately 50% throughout North America and rarely outside North America.What’s in it for You
Compensation Package: Base salary plus an annual bonus incentive opportunity and car allowance.Comprehensive Benefits: Benefits from day one, plus a 6% pension contribution after one year.A Collaborative Environment: Join a team that values different perspectives, puts ego aside, and believes the best idea should win.An Opportunity to Build: Play a key role in strengthening the emulsions sales function, developing the team and building greater sales structure and discipline as the business grows.A Company That Gives Back: Be part of a family-owned organization that values its people and communities, including two paid volunteer days each year.Working Conditions
Incumbents are required to exert the following physical effort;
however, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.Travel Requirements: The incumbent will be required to travel daily and overnight throughout North America regularly up to 50% of the time to meet with customers. Travel outside of North America may occur rarely.Equipment Used: Work requires the use of office equipment such as computers, telephones and photocopy machines up to 80% of the time. Physical Effort: Typically this position would require long periods of sitting with the opportunity to stand or move about frequently. The incumbent would be required to occasionally stoop, bend, and stretch or carry moderately heavy objects like samples or raw materials as well as light objects consistent with usual office materials such as paper, files and other office supplies.Working Environment: Work is generally performed in a comfortable office environment. Minimal exposure to dust, dirt, fumes, heat, cold and other sensory attributes may be experienced from time to time. Level of noise at any given time is mild to moderate and may experience frequent interruptions. Mental Concentration: The incumbent would be exposed to situations which may cause minor mental stress. There are noticeable pressures from meeting deadlines, multitasking or producing accurate work. The stress levels felt would not be noticeably disruptive to the work nor would the unpleasant reaction be strong or persistent.Note: This job description indicates the general nature and level of work expected of the incumbent. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. The incumbent may be asked to perform other duties which may be assigned from time to time.
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