Anatolia Tile & Stone is a leading importer and distributor of ceramic and stone tile and is a major supplier to some of the largest distributors throughout the United States and Canada. Based in Toronto, Anatolia Tile & Stone is a privately owned 100% Canadian corporation that is growing rapidly. Anatolia & Tile Stone is proud to be recognized as one of Canada’s 50 Best Managed Companies. Currently we are looking for a VP of Sales to join our Senior Leadership Team and aid in the continued growth of the organization.
Position Summary
The VP of Sales role provides functional leadership to, and is accountable for, the overall business planning, direction, coordination and support of the sales and business development function within a defined geographic region. This role is responsible for starting strategic conversations with new clients or expanding into new product lines of existing accounts with Anatolia Tile Stone. This individual is responsible for fostering, maintaining and advancing our long-term relationships by comprehending, meeting and exceeding our company goals and customer requirements with a creative, consultative and technical demeanor and winning attitude. With responsibility for sales for all international markets outside of North America, the ideal candidate will be apt in building strong client relationships along with building high performance sales teams in order to expand our global footprint.
Duties & Responsibilities
Strategy Planning
Develops plans and strategies, leading a team to prospect for new clients by networking, calling, advertising or other means of generating interest from potential clients across the spectrum of independent sales channels including: distributors, retailers, contractors, builders/developers and the architects and designer markets
Manages complex sales situations and proactively conducts strategic account reviews with all assigned customers on a regular basis to review needs and trends
Responsible for strategic planning to develop the pipeline of new business coming into the company, which requires a thorough knowledge of the market, the solutions/services the company can provide, and the company’s competitors
Define, develop and implement a sales framework as a set of processes, sales tools and templates designed to be used together to manage a prospect through its life cycle (initiating, planning, executing, controlling and closing) with respect to the company’s standards. This will include understanding and improving penetration in all independent sales channels
Responsible for the organization’s revenue and contribution profit targets specific to assigned accounts
Champions Sell Out and Sell Through initiatives
Establish a sales and development structure defining functions, relationships, communications, roles and responsibilities and KPIs for success
Conferring with the Director of Sales & Marketing to plan business objectives, identifying and managing short and long-term goals, developing departmental policies, processes and systems, and coordinating business opportunities between the various entities with established responsibilities for attaining the agreed upon objectives
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiations, conducting needs analysis as required to ensure alignment with product offerings, presenting to and consulting with senior level management on business trends with a view to developing new services, products and distribution channels
Create, negotiate, and close commercial agreements, ensuring legal compliance with the business (i.e. contractual sign off, business legal compliance, etc.) and prepare quarterly reports and forecasts to provide a clear understanding on the various business development initiatives across the industrial markets
Collaborates with internal and external channel teams to develop and execute channel strategy and programs at national retail, dealer and B2B channels to meet sell through goals and objectives
Establishing and implementing short- and long-term goals and objectives for Sales team members, including creating and maintaining KPIs and targets for the perpetual increase of sales and execution of global expansion goals
Conducts business analytics and produces accurate sales forecasts
Partnering with Marketing teams to showcase products in various marketing campaigns and promotional events, supplying all marketing collateral to promote product in store and online
Collaborates with internal and external marketing teams to develop and execute above-the-line and below-the-line marketing programs to promote sales
Partnering with supply chain team to ensure proper inventory levels are maintained while managing product life cycles (ex: newest products showcased on all channels, older items phased out through retailer website clearance promotions) and managing discontinuations of products and advising customers as needed
Applies creative problem solving and transforming concepts into tangible products or services, furthering organizational objectives
Up to 25-30% of travel to customer locations and industry related conferences in North America
Perform other duties as assigned
Leadership People Management
Provide direction, coordination and support to the assigned Business Development team, coaching and mentoring sales managers, and holding each accountable for their activities and performance
Developing a training strategy to maintain and increase expertise and skills within the business development function
Provide technical assistance and training to the business development and product support teams and work with technical staff and other internal colleagues to meet customer needs
Demonstrated ability to add clarity and alignment between organizational goals and individual goals with commitment to achieve both, while encouraging teamwork and productivity
Understand customer needs and developing and executing sales/marketing strategies with precision and effectiveness for the timely attainment of deliverables and year-over-year growth
Demonstrates effectiveness in building and leading teams and setting high performance standards by providing support without removing accountability for optimal results
Relationship Management
Build, maintain, and strengthen customer relationships to build strategic partnerships with clients and maximize placement of company products
Demonstrates commitment to actively manage the sales pipeline with multiple accounts and partners
Collaborate with all departments and take full ownership of the end-to-end sales cycle and CRM activities
Maintain knowledge of and hands on success in establishing connections within the industry as well as developing partnerships with key strategic players at a high level in major geographic markets either directly or through local representatives is essential
Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends, deliver presentations for potential clients, and assist as required with preparing and submitting formal business tenders and proposals, etc.
Qualifications
Post-Secondary education in a related field from an accredited University, MBA considered a strong asset
Minimum 15 years’ progressive account management experience with a minimum of 7 years in a senior leadership capacity within a relevant and related industry with established connections. Experience managing/leading and motivating a small team (in office or remote team) using solid management practices along with good operational and project management skills
Demonstrated experience and ability working with extremely complex analysis and highly developed interpretive and planning skills to solve a wide range of intellectual and practical problems.
A proven “out-of-the-box” thinker able to deliver an exceptional brand-experience
Exceptional interpersonal skills, strong leadership skills and an excellent communicator, both orally and in writing
Highly organized with exceptional and meticulous attention to detail, with experience directing others
Conversant with office computing programs (Word, Excel, PowerPoint etc.) and office protocol
Accountable for a team size of between 8-15 employees
Strong leadership skills, commercial and financial acumen and capability to serve as a change agent
Ability to travel internationally
Experience managing/leading and motivating a team (in office and remote teams) using solid management practices along with good operational and project management skills
Proven track record of successfully managing and growing large National Retail accounts through the application of strong knowledge in business development, sales, marketing and business analysis
The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification. Anatolia Tile & Stone is a C-TPAT facility, and as such, successful candidates who receive an offer of employment are subject to applicable background checks (criminal, credit, references and employment verification). Anatolia Tile & Stone is committed to providing accommodations for people with disabilities in all parts of the hiring process. Anatolia Tile & Stone will work with applicants to meet accommodation needs that are made known in advance. Interested applicants should submit their updated resume and application form on or before the posting deadline closes. We thank all applicants for their interest however only those meeting the minimum qualifications will be interviewed