Director of Sales and Commercial Strategies

Reporting to the General Manager, the Director of Sales and Commercial Strategy is responsible for all sales activities across the company’s product lines (excavators, wheel loaders, snow removal equipment, mining, and OEM). This role leads both the internal sales team (customer service, bid management, order tracking) and the external sales team (field representatives, key account development, market development).

The primary objective is to drive sales growth in line with strategic goals, improve sales process efficiency, and build strong customer relationships while optimizing margins and key performance indicators.

Key Responsibilities

Team Leadership and Management

• Lead and support the internal and external sales teams.
• Set clear performance objectives and ensure ongoing monitoring.
• Develop team members’ skills through coaching, continuous training, and talent development.
• Participate in recruitment and onboarding of new team members.

Sales Strategy and Business Development

• Develop and implement sales strategies to meet the growth targets set out in the annual strategic plan.
• Identify new markets, clients, and business opportunities.
• Represent the company at trade shows, fairs, and other industry events.
• Collaborate with the executive team to define standard offerings, product positioning, and market segmentation.

Sales Operations Management

• Optimize processes for bid management, order processing, customer follow-up, and sales logistics.
• Oversee the use and optimization of CRM tools (e.g., Salesforce) and ERP systems (e.g., Epicor).
• Work closely with planning, production, and engineering teams to ensure efficient order fulfillment.

Financial Performance

• Achieve financial targets: sales, margins, discount management, profitability by product line.
• Participate in the development of annual budgets and sales forecasts.
• Monitor key performance indicators (KPIs) closely.