Commercial Director - Appliances, HVAC / R, and Plumbing and Construction

Employment Status : Regular

Time Type : Full time

BUILDING A WORLD CLASS TEAM STARTS WITH YOU

At the heart of CSA Group is a vision : making the world a better, safer, more sustainable place. It's been part of our mission for nearly one hundred years : from the first engineering standard for railway bridges developed in 1919, to more than 3,500 standards, codes & related products today.

Headquartered in Canada, with a global footprint of more than 30 labs and offices across Europe, Asia and North America, CSA Group tests, inspects and certifies a wide range of products - from every day househould items to leading edge technology-to meet exacting requirements for safety, performance and environmental impact.

Our employees take pride in making a difference in people's lives through the work that we do. We're looking for people like you to help make it happen.

Job Summary :

As the Commercial Director - Appliances, HVAC / R, and Plumbing and Construction, you will lead a regional sales team, provide the necessary guidance and accountability to achieve set commercial targets through account growth, and ensure that the administrative and logistical execution of the sales process is done effectively and efficiently to exceed customer expectations and maximize the profitable sale of CSA Group products and services. You will provide structure and leadership as you grow and develop your team . You will lead budgeting, annual goal setting, and monitor set measurements against goals on a proscribed basis. You will make recommendations for the structure of the regional sales team and strategy, ensure growth of Global Cross Market Program (GCMP) opportunities, and manage business relationships with key customers. Strategically. you will provide recommendations for new or strategic business opportunities in core areas through the innovative use of global business analyses, market intelligence, competitive data, customer feedback and regional input. You will works as part of a global team to help improve service and ensure that global goals are achieved.

Responsibilities :

Manages portfolios up to $50M and directly manages up to 20 people.

Accountable for bookings and sold margin growth targets within the region.

Networking objectives for regulatory and industry association leaders.

Responsible for developing and implementing the sales strategy, budget and goals each year, prior to submittal of the annual budget.

Provides leadership and direction to the regional sales team on an ongoing basis. Motivates and promotes cross selling and superior customer service. Regularly acts as an authority figure to effectively disposition customer issues and complaints.

Hires, trains and develops SAMs, TAMs, ISRs and TSs to ensure Commercial objectives / targets are met. Evaluates staff performance and initiates disciplinary action as required. Determines training and developmental needs of staff. Enabler for strong communication, regular product knowledge and corporate goals and vision.

Monitors and manages regional sales travel and expenditures.

Plans and organizes sales staff attendance at scheduled tradeshows. Tracks success of tradeshow participants by monitoring the number of actual new orders received from leads generated at the shows.

Contributes to strategic direction through the development of an understanding of our customers' business environment.

Develops and executes promotional campaigns, and assembles strategic insights into presentation materials and call planning.

Demonstrates domain knowledge and expertise in a range of skills, such product portfolio planning, channel and go-to-market models, and customer / market research.

Assists with the preparation of the annual sales & marketing budget to meet and contribute to the company objectives and operating margin. Monitors, analyses and reports the results to various levels of the organization on a regular basis throughout the year.

Participates on administrative and procedural teams to offer input and to contribute to Corporate and / or Divisional objectives. Participates in and leads special projects as required. Makes recommendations to improve processes and follows up to ensure the goals are met.

Interacts with customers and prospects to develop and maintain an understanding of the market place. Monitors competitor marketing activities.

Assists in the preparation and issue of marketing literature. Attends conferences, exhibitions and meetings as required.

Participates in the development of CSA Group's global business strategies, and influence execution of that strategy, with full collaboration of Regional Leaders.

Provides input for regional investment, M&A, marketing and pricing strategies for the region.

Responsible for development and management of key trade association and government agency relationships.

Provides input for business analysis, market intelligence and competitive data. Collaborates with Finance in ensuring appropriate data and metrics are available.

Provides input for the development and implementation of relevant programs that impact staff and customers and proactively communicates as required.

Utilizes business savvy and personal leadership skills to influence staff and change business culture.

Qualifications :

Post-secondary education in technical and / or business fields - an Engineering Degree and an MBA are assets.

Six or more years of strategic leadership (global or regional accountability) of a product group or technology.

Ability to influence, build networks and get things done without traditional line-authority.

Excellent communication and interpersonal skills are essential. The ability to work in matrix and team environments is critical.

Ability to lead multiple stakeholders and balance competing priorities.

Proven ability to consistently exceed sales goals.

Proven experience dealing with large organizations at senior level.

Create clear, effective and professional written communications and presentations.

Good IT skills (Microsoft Office), good communication and interpersonal skills.

Problem solving and decision making skills required. Must be able to meet deadlines and at times work under pressure.

Experience with leading a regional sales team.

Continually review sales processes to ensure they are efficient effective and accurate.

CSA Group is an Equal Opportunity Employer and is committed to diversity, equity, and inclusion. We prohibit discrimination and harassment of any kind based on any grounds stipulated by applicable laws. We are an organization where opportunities are based on skills and abilities, and differences are respected and valued. Please contact us at talentacquisition@csagroup.org if you require accommodation in the interview process.