Sales Manager

Burnaby, BC +2

About us: 

At Microserve, we are an industry leader in providing technology solutions to public and private sector clients across Western Canada. Headquartered in Burnaby, BC, with offices in Halifax, Victoria, Calgary, and Edmonton, we employ over 450 team members, and are one of the largest technology solutions providers, recognized our ability to deliver and innovate to meet the changing needs of our clients.   

  

Position Overview: 

Microserve is looking for an experienced and high-energy Sales Manager to lead our Sales Team in British Columbia!  This is a “Player & Coach” role, meaning that as a “Player” you manage your own set of key accounts in addition to the “Coach” role where you will be leading an established and mature team of Account Executives.  This role reports to our VP of Sales and has multiple direct reports.   

  

In the “Coach” role, you will be responsible for the sales process in Alberta by working closely with each member of our Sales Team to set and realize reasonable targets, and to maximize our share of wallet within each account. This will include participation in hands-on sales activities, such as working directly with key strategic clients, as well as providing mentorship in the field to members of the Sales Team.  You will also be setting goals, analyzing data, and creating sales plans. 

  

In the “Player” role, you will provide day-to-day direction and leadership to Microserve's Sales Team and represent Microserve in an overall leadership capacity to all clients, vendors, employees, and other stakeholders.  You will also be managing your own set of well-established key accounts to manage and grow. This will include overseeing all sales within your accounts and region by providing the best possible service and support to existing clients, while growing our business within new and existing accounts.  

  

The successful candidate will be energetic, persuasive, well organized and able to demonstrate the ability to sell, define and execute appropriate sales strategies; business development, marketing, technical, and sales support programs to maximize sales and profitability.  

  

Key Responsibilities: 

  

Sales Leadership - The Coach (60%) 

  • Develop, recommend, and implement sales strategies and plans that ensure attainment of company sales and profitability goals  
  • Responsible for overseeing your sales team including recruitment, mentoring, coaching, and managing performance to achieve team sales targets  
  • Participate in joint selling with other members of the sales team  
  • Cascade company messaging and goals within your team  
  • Develop and track performance against annual budget  
  • Responsible for overseeing your sales team including recruitment, mentoring, coaching, and managing performance to achieve team sales targets 
  • Responsible for hosting monthly 1:1’s with the Sales Team  
  • Control expenses in relation to sales to drive net profit for the region   
  • Work collaboratively with other teams and individuals within Microserve to deliver consistent and cohesive service to our clients  
  • Lead and or participate in qualification, planning and response to RFPs and other client proposals 
  • Participate in and/or lead the preparation and delivery of client presentations 
  • Define & implement sales strategies to deliver on business growth ambitions, business commitments to increase market penetration and shares. 
  • Work closely with the marketing team to develop and implement marketing plans and tactics that drive sales and positive client relationships within the Alberta market  
  • Provide input on tactics and priorities for marketing specific to your region  

  

  

Account Management – The Player (40%) 

  • Build strong client relationships and continue to build new opportunities within assigned accounts on an ongoing basis  
  • Develop and nurture solid business relationships with influencers and decision makers within client organizations who will see you as a trusted IT advisor  
  • Work closely with other members of the Microserve team to develop and present technical solutions that are the best fit for our clients’ needs  
  • Take overall responsibility for all aspects of the sales process to ensure the successful delivery of solutions and services within assigned client accounts  
  • Update and Manage Client information and opportunities in CRM  
  • Provide forecasts and other reports as requested by management  
  • Act as an escalation point for clients on issues pertaining to all aspects of their relationships with Microserve  

  

  • Consistently demonstrate a high level of teamwork through working cooperatively and effectively with other internal and external stakeholders  
  • Lead and/or participate in writing proposals and RFP responses for your clients.  
  • Create strong relationships with key client stakeholders at both senior and mid-management levels 

  

  

Success Measurements:  

  • Achieve target growth across all areas of Microserve’s business within the Alberta market  
  • Lead development of new client acquisition within agreed targets   
  • Gross profit growth within the region (increased sales), as well as net profit (cost management) 
  • Income statement net contribution improvement YOY starting with the 2021-2022 base line.  
  • Services, Products and AV sales revenue YOY growth  

  

Core Competencies: 

  • Strong leadership skills to manage a team 
  • Exceptional verbal/written and interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences 
  • Ability to understand the impact of operational initiatives from a sales or marketing person’s perspective 
  • Ability to prepare reports and use of appropriate mode of communication. Must be proficient at analyzing data, building reporting and making strategic recommendations based on data and trends 
  • Ability to manage multiple projects and work to tight deadlines 
  • Keen business sense, with the ability to find creative business-oriented solutions to problems 

  

Requirements: 

  • Bachelor’s Degree in Marketing, Communications or Business Administration is desired 
  • 5+ years' experience in Sales Management and leading Sales Teams 
  • 10+ years' experience in direct or outside B2B Sales 
  • Experienced in sales/account management within the IT Solutions and Services 
  • Extensive knowledge and interest in local IT market and industry is strongly desired  
  • Proven track record in motivating, inspiring and growing sales teams 
  • The ability to manage conflict in a workplace 
  • Proven success working in a fast-paced, high-growth environment 
  • Must be a competitive high achiever and persistent 
  • Proven track record of meeting and exceeding sales goals 
  • Competent with Microsoft Office Suite and CRM tools 


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