Commercial Director of Sales

BENEFITS & PERKS:

• Competitive hourly pay starting between $150,000 - $180,000 CAD
• Extended benefits including medical, dental and vision.
• Generous RRSP with company contribution
• Paid time off
• Positive, organized, team environment
• Stability of a 178-year-old company with the opportunity to grow your career

ROLES AND RESPONSIBILITIES:

• Accountable for the full commercial value chain in Canada, including demand planning, sales execution, revenue growth, margin health, service delivery, and operational efficiency across functions.
• Provide leadership during periods of change by fostering team stability, promoting accountability, and establishing sustainable operating models.
• Act as the business integrator, bridging customer needs, supplier priorities, and internal capabilities to deliver one unified market strategy. 
• Implement the current systems and metrics for consistency and scalability of the sales activation process within the Canadian market.
• Implement comprehensive sales strategy to drive revenue growth within the Canadian market. 
• Identify new business opportunities and market trends to expand the Canadian customer base.
• Team Development
• Activate against aggressive sales targets for Canada and ensure the team meets or exceeds goals.
• Responsible for meeting the Sales Teams’ annual budget contribution by establishing growth metrics for individual team members’ book of business and tracking performance against expectations.
• Oversee the ongoing development of sales team members, ensuring revenue and profit goals are met, including co-travel with team members.
• Lead and inspire a high-performing sales team by providing ongoing coaching, professional development, and recognition through open and honest communication. 
• Foster a culture of collaboration, accountability, and continuous improvement, practicing efficient performance management when necessary. 
• Cultivate and maintain strong relationships with craft brewers, and industry partners in the market. 
• Address customer needs and provide solutions to enhance satisfaction and loyalty. 
• Represent the company at industry events, trade shows, and conferences. 
• Maintain and drive a robust opportunity pipeline throughout the market through a deep knowledge of industry trends, sales cadence, contracting cycles, and individual book of business or customer circumstances.
• Research and track competitor offerings, pricing, services, and selling strategies and tactics to ensure strategic goals are aligned with the current trends.
• Review and evaluate pricing quotes, ensuring the company remains properly positioned within the market. 
• Oversee negotiations and pricing agreements with key Canadian customers and suppliers. 
• Drive sales initiatives and achieve quotas for the ongoing development of company product lines, while collaborating with purchasing to ensure appropriate inventory levels.
• Work closely with the marketing team to develop campaigns that support regional sales initiatives. 
• Monitor sales performance metrics and generate reports for leadership. 
• Prepare the annual sales forecast and budget for the assigned market. 
• Develop, monitor, and manage annual team travel budget. 
• Perform other duties and responsibilities as assigned to support the company and operational needs. 

MINIMUM EDUCATION & WORK REQUIREMENTS:

• Bachelor’s degree in Business, Marketing, or a relevant discipline. 
• 8+ years of experience in a commercial selling environment. 
• 4+ years of progressive experience leading teams. 
• Commercial beverage industry or B2B distribution experience required. 
• Advanced technical experience with CRM platforms; Salesforce experience preferred. 
• Approximately 30-50% of out-of-town travel is required to customer locations, industry events, and internal meetings. 

KNOWLEDGE, SKILLS, AND ABILITIES:

• A proven leader that can make decisions leveraging speed, strong business judgment, and an entrepreneurial mindset grounded in deep knowledge of the brewing and geopolitical landscape.
• Self-motivated contributor and leader with a strong commitment to high-quality results and a passion for the industry. 
• Strong problem solver that can identify and resolve problems in a timely manner by gathering and analyzing information skillfully, developing alternative solutions, and using analytical reasoning skills to drive groups to a successful solution. 
• Ability to foster positive, collaborative relationships with colleagues and staff, working effectively across functions, levels, and business units, as a proven collaborator.
• Proven track record of achieving sales targets and driving business growth. 
• Demonstrated track record of delivering business results, building and developing strong teams, and leading teams through change.
• Demonstrated ability to communicate clearly and professionally both verbally and written to both internal and external customers. 
• Demonstrates advanced financial expertise with the ability to apply strong analytical skills in revenue forecasting, budgeting, pricing strategies, and profit margin analysis to support organizational decision-making and profitability
• Proven ability to identify business opportunities and develop appropriate strategies to adapt to changes in the market, as well as execute strategic sales efforts to gain new customers.
• Proven budget and cost optimization skills with experience managing within set spending parameters to protect the company’s business and sales assets and ensures their effective engagement.
• Acts as a role model by upholding company core values and fostering an environment of positivity.
• Effectively influences actions and opinions of others and accepts feedback.
• Provides vision and inspiration to peers and subordinates and leads others to drive operational excellence and meet strategic goals. 
• Proven ability to build rapport and understand business requirements of senior decision makers with a natural ability to present market recommendations at the leadership level.
• Ability to work in a fast-paced environment, where effective decision making and rapid iteration are essential, and priorities shift frequently.