Director of Sales - Canada & Western USA (Job Req# 2024-265)

• Serve as a key member of the North American sales leadership team that drives the region’s strategic sales growth.
• Responsible for the overall hiring, motivation and management of Canadian & Western USA Regional Sales Managers (RSMs). Working with the VP Sales, North America, this includes recruitment, mentoring, coaching and evaluating team members while driving a culture of high performance.
• Attend trade shows and industry conferences to increase sales through improved levels of product knowledge and further develop industry contacts via networking.
• Participate and contribute to sales opportunities driven by the RSMs, including face to face customer meetings and relationship development.
• Devise and deploy sales goals and objectives focusing on existing and new business and channel partnerships within their region, including the preparation of sales quotas and budgets.
• Lead their team to consistently achieve quarterly and annual sales targets by managing a stratified client pipeline to ensure key prospects are identified, prioritized, and pursued to meet financial goals.
• Report and share information with the VP Sales, North America to ensure they are kept up-to-date on past, current, and predicted sales performance and customer relations.
• Collaborate with the Canada/USA Sales leadership team to develop short- and long-term strategic plans, including the preparation of annual business plans.
• Create training and development plans for direct reports, including contributing to the evolution of the Ross Way To Sell (RWTS), and ensuring the RSMs are following RWTS practices.
• Prepare monthly/quarterly sales forecasts, trip reports, weekly update meetings.
• Prepare and deliver quotations and proposals.
• Coach Sales Professionals on developing WinPlans. Periodically review WinPlans and provide assistance with closing deals. 
• Prepare and deliver high level presentations to customers, business partners, and industry associations. 
• Develop and maintain sales forecasting activities and assist in setting of territory sales goals with integrators and dealers, where applicable.
• Monitor and evaluate the activities and products of the competition by reviewing articles in trade publications to keep abreast of technological developments in types of professional equipment merchandised.
• Exudes the behaviours identified within Ross Video’s Culture Statements, as well as our company’s Code of Ethics.
• Performs other related duties as required.

Who you are:

• University degree in Business Administration, Commerce, Marketing or related discipline (equivalent work experience in a B2B Sales role or Director of Sales role will also be considered.)
• Minimum 10 years of sales experience in a complex sales environment, with at least 5 years in a sales leadership role.
• Deep knowledge of Sales principles, methods, practices and techniques, including growth strategies, distribution channel management, account development, and strategic business planning.
• Demonstrated ability to build and maintain lasting relationships with customers and business partners.
• Outstanding consultative selling abilities and excellent interpersonal skills at the executive level.
• Successful track record of closing large, complex sales in terms of high dollar value and using multiple channels.
• Exceptional communication and presentation skills; written, in-person and virtually.
• Strong business acumen, including knowledge of accounting and financial best practices, budgeting and forecasting skills.
• Excellent analytical, documentation, planning, time management, organizational and problem-solving skills.
• Deep understanding of the Broadcast / Media Technology market, customers, and competition.
• Existing knowledge and use of Ross Video products, and experience selling Broadcast & Live Production equipment and software-based technology.
• Experienced user of sales systems, including CRM software (ideally Salesforce.com) and demonstrated experience producing complex quotes with consistency and accuracy.
• Well-versed people leader determined to facilitate the growth & development of the broader regional sales team.
• Live Production experience is an asset.

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