Director, Channel Partners & Strategic Accounts
Toronto, ON, Canada
5d ago

Come and join one of North America's largest home and commercial services and energy solutions companies! We offer comprehensive benefits, a DC Pension Plan and savings match plan.

If you are passionate about joining an organization committed to delivering 5 Star Customer Service, we would love to hear from you.

Role : Director, Channel Partners & Strategic Accounts

Status : Full Time, Regular

Department : Channel Partners & Strategic Accounts

Business Unit : Enercare Home & Commercial Services Limited Partnership

Reports to : Vice President, Sales & Marketing

Location : Home Deployed (Remote)

Summary :

Reporting to the Vice President of Sales, the Director of Channel Partners & Strategic Accounts will be a vital member of the sales leadership team within Enercare Home & Commercial Services.

The Director will be responsible for increasing market share by adding customers into non-core markets while developing and expanding Enercare’s footprint into new provinces and geographies.

The Director will be accountable for adding new Dealers, signing business with multi-residential clients, and sourcing potential portfolio acquisitions across Canada.

Dealers generally are made up of HVAC and Plumbing companies, while Strategic Accounts include multi-residential customers, social housing, and other large volume transaction opportunities.

The primary offering is the Enercare Advantage leasing program, related to equipment for heating, cooling, water heating, water treatment and Smarter Home technologies.

In addition to planning and executing the sales strategy required to exceed customer continuity, unit growth, and financial goals and targets, the Director is responsible for the P&L, remaining within budget while leading a team of Territory Managers, Sales Agents and a Sales Analyst.

The ideal candidate will display an ability to execute and teach consultative selling principles to effectively manage the team.

The Director will negotiate multi-million-dollar transactions on behalf of the company, which will require them to be intelligent, innovative, creative, friendly, personable and have a strong financial acumen to understand the IRRs related to transactions.

Accountabilities :

  • Develop and execute sales, national expansion, market acquisition and defense strategies
  • New business development across Canada
  • Act as the business sponsor for Enercare’s national expansion strategy bringing Enercare’s Advantage program to new provinces, including SK, BC, NB, NS and PEI
  • Show fiscal responsibility with the Channel Partners & Strategic Accounts P&L
  • Source opportunities for new customer growth in non-core across Canada
  • Negotiate and conduct proposal presentations for Multi-residential and other Strategic Accounts
  • Negotiate and conduct dealer recruitment presentations
  • Negotiate and facilitate the acquisition of existing rental and leasing portfolios
  • Develop pricing strategies and customized proposals that show strong value propositions for prospective clients while meeting Enercare IRR thresholds
  • Train dealer’s management, sales and field teams on the Enercare Advantage product to increase dealer adoption and share of wallet
  • Develop and execute sales incentives for Territory manager, sales agent and dealer performance
  • Navigate projects and proposals through Enercare internally, working closely with Legal, Finance, Retention team, Marketing, Project Managers and the Enercare ELT
  • Act as a leader and the direct reporting manager to Territory Managers, Sales Agents and a Sales Analyst
  • Provide Enercare ELT with market analysis on competitor intelligence activities
  • Build, design and modify mapping and postal code boundaries for new and existing territories
  • Represent Enercare at industry trade shows and national or provincial conventions
  • Manage and participate in Enercare sponsorship events
  • Produce, manage and make improvements to daily, weekly, and monthly reports to drive performance and optimize coaching and compliance efforts
  • Utilize data to identify risks and understand the drivers of churn across key accounts working alongside the Strategic Accounts retention team
  • Providing leads and opportunities to other Enercare sales teams, including but not limited to, Commercial, New Home Construction and Sub-Metering
  • Host social events for business generations and relationship building with Channel Partners and Strategic Accounts
  • Manage several multi-residential industry association memberships (ARLA, LPMA, CFAA, etc.)
  • Plan and perform event activation initiatives at industry events
  • Successfully network to meet key players within multi-residential industry at various events across Canada
  • Responsible for the team’s adoption and maintenance of data within a corporate account database (e.g.
  • Assist sales enablement activities (e.g. Inventory management, deliveries, paperwork, process)
  • Work closely and build strong relationships with all functional groups within Enercare
  • Act as a sales leader and expert, supporting sales strategy development for other business units
  • Additional responsibilities to be cascaded from time to time
  • Qualifications :

  • Experience in sales leadership and management required
  • Background in sales required
  • Strong negotiation skills required
  • Consultative selling skills required
  • Experience in multi-residential industry an asset
  • Experience in account management an asset
  • Experience with or similar CRM an asset
  • Experience in HVAC industry an asset
  • High intellect with strong financial acumen
  • Ability to simplify complex concepts for those who may not understand
  • Exceptional interpersonal and communication skills
  • Must be friendly, energetic and have a positive attitude
  • Flexibility for work travel, evening and weekend events and meetings as required
  • Applicant must be willing to travel across Canada up to 50% of the time
  • Enercare’s recruitment process includes accommodation for applicants with disabilities. All accommodations will take into account the applicant’s accessibility needs due to disability and are available upon request.

    Other details

  • Pay Type Salary
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