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)
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.
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. Salesforce.com)
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
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 salesforce.com 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.
Pay Type Salary