Position Purpose
Own revenue growth and account retention across electrical distributor and contractor customers in the Niagara Region and GTA West territory. Plan, execute, and report on all sales activities required to achieve territory targets while delivering an excellent customer experience.
Core Responsibilities
1) Territory & Account Management
- Build and maintain a territory plan mapping distributor branches, contractor segments, and growth priorities across the Niagara Region and GTA West.
- Hold regular in‑person branch and customer visits; set visit cadence by account tier (A/B/C).
- Protect and grow the assigned book of business through proactive relationship management and structured account reviews.
- Ensure all key accounts have named contacts, call cycles, and documented opportunity roadmaps.
2) Business Development
- Prospect and qualify new distributor branches, contractors, and project opportunities within the territory.
- Build a healthy pipeline of quotes/projects; drive conversion through timely follow‑up and objection handling.
- Coordinate local demand‑generation activities (counter days, lunch‑and‑learns, branch blitzes, joint calls)
3) Sales Process, Pricing & Proposals
- Prepare quotations and proposals, ensuring accuracy of product specs, pricing, lead times, and terms.
- Apply pricing within approved guidelines; seek approvals for exceptions per the discount/authorization matrix.
- Track all opportunities and activities in Odoo CRM from lead to close, including next steps and probability.
4) Product & Technical Enablement
- Deliver product overviews and basic technical demonstrations aligned to customer needs.
- Monitor customer needs, competitive activity, pricing, and market changes to identify sales opportunities and strengthen account relationships.
- Identify customer training needs and coordinate product education and support with internal resources as required.
5) Customer Experience & Issue Resolution
- Serve as primary point of contact for escalations on orders, RMAs, shortages, or delivery issues within the territory.
- Collaborate with Inside Sales, Operations, and Customer Service to resolve issues quickly and prevent recurrence.
- Capture and document corrective actions in CRM for visibility and learning.
6) Collaboration & Communication
- Partner with the Ontario sales team on cross‑territory and national account opportunities.
- Provide weekly territory updates covering wins, risks, competitive moves, and forecast changes.
- Support trade shows, distributor events, and manufacturer rep activities as scheduled.
7) Reporting & Forecasting
- Maintain accurate CRM hygiene (contacts, activities, pipeline stages, close dates, amounts).
- Submit a rolling 90‑day forecast and monthly territory summary against target.
- Follow up on outstanding quotes, identify potential concerns, and take action to keep opportunities moving forward.
8) Compliance, Travel & Administration
- Adhere to company policies (code of conduct, health & safety, expense policy, data privacy).
- Manage territory travel efficiently; submit timely expense reports with receipts.
- Safeguard company assets (samples, demo kits, laptop/phone) and keep inventories current.
Key Deliverables & Metrics (for performance alignment)
- Territory sales vs. target (monthly/quarterly/annual).
- Gross margin health and pricing discipline within guidelines.
- New account activations and reactivated dormant accounts.
- Pipeline coverage (e.g., ≥3× next‑quarter target) and quote‑to‑close ratio.
- Maintain regular customer visits based on account needs, while keeping CRM activity and sales forecasts current and accurate.
- Customer satisfaction indicators and timely resolution of escalations.
Note: Duties may evolve with business needs. This Schedule A forms part of the employment agreement for the Account Manager – GTA North role.
