Manager Sales Regional Western Canada

Description

Regional Sales Managers ensure the growth, yield, and retention of accounts in accordance with the corporate strategies through process management, financial management, and people management of all Sales Executives and/or Account Executives within the region.
This role is accountable for leading sales performance across Western Canada, including British Columbia, Alberta, Saskatchewan, and Manitoba.

Responsibilities

• Evaluate employee performance against established objectives.
• Provide direction, leadership, and coaching to the team.
• Monitor performance, engagement, and enablement within teams.
• Execute key activities in the employee lifecycle to direct reports (Including employee recruitment, promotion, performance reviews).
• Provide employees with Sales tools and training needed within their role. Implement production, productivity, quality, and customer-service standards.
• Review the KPIs and performance of the employees in accordance with the forecast, in terms of activity-based management and lead measurements.
• Identify business challenges and performance metric shortfalls in order to ensure appropriate action plans are introduced, monitored, and implemented.
• Offer sales coaching and account management coaching to employees.
• Create regional sales strategic plans in line with corporate objectives and marketplace objectives.
• Collaborate with the team to forecast marketplace events and trends with a 1 to 2 year outlook. Forecast annual, quarterly, and monthly sales goals.
• Set and manage individual sales targets and performance expectations.
• Manage relationships with key and strategic accounts within the region and lead executive‑level customer engagement.
• Own escalations related to pricing, service performance, renewals, and contractual disputes, partnering cross‑functionally with Operations, Finance, Legal, and Customer Experience.
• Ensure strong CRM discipline, including accurate pipeline management, forecast accuracy, and account planning using Salesforce or equivalent tools.
• Drive consistent sales operating cadence (1:1s, pipeline reviews, QBRs, territory planning) to improve quota attainment, retention, and margin performance.

Additional Position Requirements (Education and Skills)

• Completed Post-Secondary Education.
• Ability to lead and coach geographically dispersed and virtual sales teams across Western Canada.
• Strong financial acumen, including understanding of pricing, margin, yield, and contract governance.

Experience:

• Minimum 6 years selling B2B and B2C via a solutions selling methodology.
• Minimum of 6 years’ experience selling to Directors, VPs, and C-level executives.
• Experience managing a large portfolio in fortune 500 accounts.
• Proven people‑leadership experience, including hiring, performance management, and coaching sales teams to quota.

Ideal Requirements:

• Ability to work under tight deadlines and manage multiple deliverables.
• Demonstrated use of sales methodology such as Solution selling.
• Ability to successfully sell products at a premium.
•  Ability to travel
•  Strong understanding of regional market dynamics and industry trends.
•  Excellent analytical, organizational, and time‑management skills.
• Track record of delivering consistent quota attainment, revenue growth, retention, and forecast accuracy.
• Experience collaborating cross‑functionally to deliver complex customer solutions and resolve escalations.
• Experience selling to Directors, VPs, and C-level and experience managing a virtual team.