Alcumus
Toronto, ON
Description The Director Sales - North America holds responsibility for leading, developing and maximizing the New Revenue Development, and sales teams, with the core objective of maximizing the long term, sustainable, revenue growth of the business
What that means day-to-day: • Key contribution to driving overall business / input to strategy as part of the Growth leadership team
• Focus on driving up the ARR revenue within the product lines
• Development and implementation of the overall new business sales strategy; regularly monitoring effectiveness and adjusting where required to ensure delivery of the annual business plan
• Assist in setting revenue targets and key performance indicators, communicating this clearly and meeting with the team managers regularly to assess company performance against these KPI's
• Create a robust business development plan to identify, attract and convert new business clients
• Monitor the sales activities of competitors; utilizing ideas where appropriate to keep a competitive advantage in the industry
• Ensure each team member has clear objectives and regular feedback to benchmark performance
• Act as a coach and mentor to maximize the potential of each individual within the team
• Instill a disciplined approach to end to end pipeline management
• Support line managers with performance improvement plans and performance management of underperforming sales staff Internal Relationships
• Collaboration with the marketing and BD departments to execute the sales strategy, identify target sectors, intra group-cross sell opportunities and campaigns for lead generation and required sales material to optimize new business sales
• Develop relationships with other key Sales stakeholders across Alcumus to ensure wider lead generation and cross-sell is a key part of the sales process
• Work collaboratively with the Operational Teams to ensure the process for on-boarding clients is effective and conversion rates are maximized
• Work closely with the HR support team to lead the recruitment process from selection through to a comprehensive induction and training programme for all new starters and probation sign-off
• Weekly, monthly, quarterly and annual new business forecasting to ensure the sales team have adequate pipelines to deliver annual business targets
• Present sales results to the Vice President of Sales and Marketing on a monthly and annual basis
What you'll need to be successful: Demonstrable experience of building, managing and developing high performing sales teams
• Previous successful experience of implementing sales performance management strategy
• Experience of generating new business
• Experience in selling products/solutions into new geographies
• Highly numerate / literate
• Consultative, value-based selling approach • Driven to monitor and achieve target numbers
• Commercially astute to be able to identify business opportunities and innovative solutions to deliver
• Excellent communicator at all levels
• Excellent negotiation skills to ensure full value is achieved for the business unit
• Natural people coach, sees success as the team reaching its potential
• Well-rounded personality, very open minded and positive outlook
• Understands the personality profiling of people and how to get the best out of them • Highly driven to continually exceed targets and challenge team to do so
• Very confident and has significant presence to be able to command a room
• High levels of integrity to ensure a fair and consistent approach with the team and other sales colleagues across the business
• Happy to lead by example
• Feels a sense of ownership of achieving the numbers and working with operational and technical teams to realize this
• Will take an innovative approach towards achieving targets and driving revenue
What you'll get in return: FOR THE HERE AND NOW – We provide a mature and flexible ‘work your way' culture, paid time off to relax and unwind, a paid day off to celebrate your birthday, a ‘Giving Day' to give back to others, enhanced parental leave, an employee assistance program, accessible telehealth benefits, retail discounts, flexible health benefits for all your vision, dental, and health needs, and paid time off when you're physically or mentally unwell.
FOR FUN – Our hybrid work environment allows you the flexibility to work your way – whether that's at home, in our downtown Toronto office, or somewhere in between. We've always got something going on, from charity events and friendly competitions to recognition events and awards; we encourage our teams to get involved and have fun along the way.
FOR THE FUTURE – We're committed to providing you opportunities to build your career at Alcumus. We offer development sessions internally to help build your skillset, and offer access to LinkedIn Learning for anything else you'd like to level up on. If that doesn't cover it, our $1000 annual education reimbursement fund should! 2022 is the year we ‘Grow Our Own' and have an ambitious target across the company for roles filled internally – we're looking at our own talent first and promoting team members in all departments!
What that means day-to-day: • Key contribution to driving overall business / input to strategy as part of the Growth leadership team
• Focus on driving up the ARR revenue within the product lines
• Development and implementation of the overall new business sales strategy; regularly monitoring effectiveness and adjusting where required to ensure delivery of the annual business plan
• Assist in setting revenue targets and key performance indicators, communicating this clearly and meeting with the team managers regularly to assess company performance against these KPI's
• Create a robust business development plan to identify, attract and convert new business clients
• Monitor the sales activities of competitors; utilizing ideas where appropriate to keep a competitive advantage in the industry
• Ensure each team member has clear objectives and regular feedback to benchmark performance
• Act as a coach and mentor to maximize the potential of each individual within the team
• Instill a disciplined approach to end to end pipeline management
• Support line managers with performance improvement plans and performance management of underperforming sales staff Internal Relationships
• Collaboration with the marketing and BD departments to execute the sales strategy, identify target sectors, intra group-cross sell opportunities and campaigns for lead generation and required sales material to optimize new business sales
• Develop relationships with other key Sales stakeholders across Alcumus to ensure wider lead generation and cross-sell is a key part of the sales process
• Work collaboratively with the Operational Teams to ensure the process for on-boarding clients is effective and conversion rates are maximized
• Work closely with the HR support team to lead the recruitment process from selection through to a comprehensive induction and training programme for all new starters and probation sign-off
• Weekly, monthly, quarterly and annual new business forecasting to ensure the sales team have adequate pipelines to deliver annual business targets
• Present sales results to the Vice President of Sales and Marketing on a monthly and annual basis
What you'll need to be successful: Demonstrable experience of building, managing and developing high performing sales teams
• Previous successful experience of implementing sales performance management strategy
• Experience of generating new business
• Experience in selling products/solutions into new geographies
• Highly numerate / literate
• Consultative, value-based selling approach • Driven to monitor and achieve target numbers
• Commercially astute to be able to identify business opportunities and innovative solutions to deliver
• Excellent communicator at all levels
• Excellent negotiation skills to ensure full value is achieved for the business unit
• Natural people coach, sees success as the team reaching its potential
• Well-rounded personality, very open minded and positive outlook
• Understands the personality profiling of people and how to get the best out of them • Highly driven to continually exceed targets and challenge team to do so
• Very confident and has significant presence to be able to command a room
• High levels of integrity to ensure a fair and consistent approach with the team and other sales colleagues across the business
• Happy to lead by example
• Feels a sense of ownership of achieving the numbers and working with operational and technical teams to realize this
• Will take an innovative approach towards achieving targets and driving revenue
What you'll get in return: FOR THE HERE AND NOW – We provide a mature and flexible ‘work your way' culture, paid time off to relax and unwind, a paid day off to celebrate your birthday, a ‘Giving Day' to give back to others, enhanced parental leave, an employee assistance program, accessible telehealth benefits, retail discounts, flexible health benefits for all your vision, dental, and health needs, and paid time off when you're physically or mentally unwell.
FOR FUN – Our hybrid work environment allows you the flexibility to work your way – whether that's at home, in our downtown Toronto office, or somewhere in between. We've always got something going on, from charity events and friendly competitions to recognition events and awards; we encourage our teams to get involved and have fun along the way.
FOR THE FUTURE – We're committed to providing you opportunities to build your career at Alcumus. We offer development sessions internally to help build your skillset, and offer access to LinkedIn Learning for anything else you'd like to level up on. If that doesn't cover it, our $1000 annual education reimbursement fund should! 2022 is the year we ‘Grow Our Own' and have an ambitious target across the company for roles filled internally – we're looking at our own talent first and promoting team members in all departments!