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Service Sales Lead
Black & McDonald Limited - Markham, Ontario
Posted:7/6/2017
Job Description

Position Summary

Black & McDonald Limited is actively seeking to hire a Sales Lead to be located in Markham, Ontario.  The primary responsibility of this role is to deliver contract service sales for the offices or regions they represent through both their own efforts and the efforts of their team.

 

Responsibilities:

  • Responsible for the total quota for their team, the total of which will be the sum of the quotas of the territories (geographic or vertical market) assigned.
  • Take on assigned territory as required (geographic or vertical) in addition to their leadership role for remaining territories
  • Where associate sales reps exist, sales leaders will be expected to make available one full day on the road for all associate sales reps; attending calls, coaching, mentoring and assisting in the making of sales for the office represented
  • Provide direct mentoring, coaching and development of sales reps in their team
  • Conduct weekly sales meetings for their team during which strategies for the week and activity will be shared and discussed. As a result of these discussions sales leaders will identify opportunities that may require their assistance
  • During periods where territories are unassigned sales leaders will be expected to follow through on existing backlogs
  • Ensure that sales reps in their team are trained and coached consistent with accepted Black and McDonald methods and that they meet activity levels assigned
  • Administration will be limited to annual reviews of team members and participation in the selection of its members as required by the National Director of Service Sales and H.R.
  • Maintain sales calls and joint sales calls in Salesforce

Competency Requirements

  • Change orientation (open to change and the ability to identify where it is needed and how to make it happen)
  • Communicates effectively
  • Continuous learning (ongoing effort to learn and contribute to the learnings of others)
  • Customer focus (understand the needs and perspectives of both internal and external customers)
  • Holds self and others accountable (take personal responsibility to meet commitments)
  • Problem solving and innovation (ability to approach problems logically and seek innovative solutions)
  • Teamwork and collaboration (work cooperatively and collaboratively with others)
  • Values and respects others (encourages and supports diversity)
Desired Skills & Experience

  • Proven ability to sell service using accepted Black and McDonald methodology and deemed capable of leading and developing a team
  • A university degree or college diploma in business commerce or related sales/marketing discipline is considered an asset
  • 5 years experience in sales, and/or in a technical occupation related to the HVAC services and equipment is preferred but not required
  • Excellent written and oral communication
  • Excellent organizational and time-management skills
  • Availability to travel from time to time as required

​Key Result Areas (KRA)

  • The total volume for the team will be calculated as the total below;
    1. Number of territories designated, assigned or unassigned, multiplied by the quota for the year
    2. Personal targets assigned
  • 100% reaching quota by territory
  • Average 4 manager attended calls per week per associate rep
  • Meet call target for each Service Sales Rep as determined in consultation with National Director of Service Sales.  This will be a function of the development of Service Sales Reps in assigned team
  • 100% achievement of accepted Salesforce reporting requirements for assigned team
  • Promote prevention of accidents and provide a safe working environment – No Lost Time Accidents
  • Adherence to Black & McDonald Code of Business and to Corporate Policy
  • Professional presentation of employees, sites, offices & equipment
  • Participate in the achievement of Regional and Divisional objectives where applicable
  • Participate in B&M Way, Quality, Community, Environmental Responsibility, & Customer Service
  • Ensure accurate WIP: Productivity Reports & Compliance to Operational Guidelines
  • Human Resources Effectiveness
  • Quality and Customer Satisfaction
  • Obtain Sales Quota with Acceptable Margins
Company Description
In 1921, William J. McDonald and William R. Black formed Black & McDonald Limited, a partnership to engage in residential wiring. Throughout the years, Black & McDonald has remained a family-owned business with an uncompromising commitment to the founder's principles of delivery as promised and fairness to all. The company has followed a planned course of diversification and expansion, combining growth and financial stability with ongoing investment in our people, and a willingness to pioneer new business opportunities and directions. Black & McDonald is an integrated, multi-trade contractor providing electrical, mechanical, utility and maintenance services to government, industrial, commercial and institutional markets. Currently, Black & McDonald operates across Canada, US and Bermuda. ​The company has over 5,500 employees working out of a network of more than 26 offices.

Black & McDonald approaches accessibility from an inclusive perspective, and will provide reasonable accommodation upon request throughout the recruitment and selection process.

Additional Information
Job Type: Full Time
Job Experience: Professional
Job ID: 201777449