Gerrie Electric is one of the largest independent electrical distributors, with 24 key Ontario locations and over 400 employees. We are a proud family owned, Canadian company and are headquartered in Burlington, ON. We are proud to be a Platinum Club winner of Canada’s Best Managed Companies. Having been in business since 1957, we are an established and well-respected company in the industry.
Culture
Our core purpose is passionately helping customers be more successful by delivering exceptional experiences. Customer First- Employee Driven. We strive for an inspiring culture and integrity in all that we do.Our success is powered by our people. We invest in the training & development of our employees and encourage career growth across all areas. We celebrate success and show recognition for a job well done. We believe a more diverse and inclusive environment brings strength to our organization, helps our customers to succeed and creates a significant competitive edge.
What you will be doing
Responsible for driving sales culture and market share growth of the Industrial/OEM business within a defined geographic area. Ensures profitable growth in sales revenues through positive planning, deployment and management of Account Manager (Both inside and outside) objectives, strategies and sales plans to improve short and long-term sales earnings. Collaborative leader that aligns with company culture and values.
SALES LEADERSHIP - 50%
Drive a culture of sales, customer retention, new business, and customer acquisition strategies within team.
Recruit, train, and motivate team to achieve sales goals and maintain high customer satisfaction.
Ongoing coaching and mentorship of Account Managers to support and enhance their sales capabilities, including participating in regular joint calls.
Coach Account Managers in establishing personal contact and rapport with decision makers in key accounts.
Build and maintain strong relationships with key customer accounts through customer visits, event participation and other means required.
Articulating company goals and objectives and working with account management team to determine individual sales budget and plans.
Establish account manager expectations to drive sales activities and initiatives and monitor performance.
Regular analysis of business data to identify trends, opportunities, and gaps then plan activities and provide sales team direction.
Facilitate weekly 1 on 1 meetings with account managers to gain insight, support, and drive sales activity.
Support Account Managers in sales activities for major accounts negotiating price and discounts.
Understand our pricing strategy and provide market feedback to pricing department where required.
Support Account Managers and engage in pricing related activities where required.
Collaborate with other personnel on large projects including review of T&C’s as required.
BUSINESS PLANNING AND EXECUTION - 20%
Participate in annual budget development in collaboration with Branch/Regional managers within region in line with company goals and objectives set by Sales Leadership.
Develop and implement sales business plan and strategies to successfully execute to budget and company objectives to enhance Gerrie’s position in the market and ensure company growth.
Continuous collaboration with Gerrie Sales and Resource Groups to set objectives and plan sales activities to maximize the sales of Gerrie’s products and services in the defined territory.
Analyze customer share and product penetration and develop plans to increase our share within customer.
Analyze competitive activity with respect to changes in product, pricing or marketing strategies by competitors. Reports the information back to our vendors, Gerrie marketing, EVP vendor Strategy and Product Manager promptly.
Produce a monthly sales forecast to provide insights into region performance and impact to year end performance delivered to sales leadership. Monitoring the management of key accounts as defined in the business plan.
Report on Area(s) budget performance to Sales Directors monthly and provide update on sales plan and market activities.
Present Area(s) budget performance update as required to The Executive providing market trends and insights, customer activity, and sales plan activity.
Assist in coordination and delivery of monthly sales meetings.
Explore new business opportunities that may arise and share with sales leadership. Develop and present business plans to target if suitable.
SALES OPERATIONS – 15%
Regular interaction with Branch leadership to engage in sales-related discussions and activities, provide feedback and achieve common goals. Working as a team to ensure service appropriate service levels and improve customer retention.
Participate in local branch activities, interfacing with our customers, vendors, and employees.
Investigate and gather market intelligence, and segment trends while understanding the impact on the business and communicating with appropriate stakeholders to
Support and execute corporate marketing programs and campaigns, encouraging team participation and follow through.
Promote, utilize, and review our Gerrie CRM including funnel review and ensuring data quality. Ensure CRM opportunity funnel is current and reviewed with the Account Managers monthly as a minimum.
Regular use of sales reporting tools such as Power BI to review and analyze performance and sales data.
Collaborate with all resource groups to maximize the revenue generated by Gerrie’s products and services.
VENDOR RELATIONS – 10%
Build strong relationships with Gerrie’s key vendor partners and maintain support of Gerrie’s vendor alignments within team.
Collaborates with Vendors with regards to Construction sales activities and opportunities.
Participate in related vendor reviews.
TALENT MANAGEMENT - 5%
Responsible for resource management in conjunction with Sales leadership, retaining top sales talent, as well as providing onboarding, training and development opportunities for the ability to succeed.
Ongoing performance management of team and complete annual performance evaluations of Account Managers.
Review Account Manager call reports to ensure expectations and activities are being completed as required.
Review and approval of Account manager expenses in line with company policies.
Oversee all HR functions relating to ADP (vacation time, sick time, employee issues)
OTHER
Provide input to appropriate level and mix of Contractor-related inventory, including new products. This will include input into additions and deletions to maintain proper inventory levels based on customer feedback.
Promote Weekly and/or Monthly specials to drive new business.
Promote related Gerrie Services through Account Managers and directly with Customers.
Collaborate with Marketing to create any marketing or promotional material of campaigns as required.
Recommend Incentive programs or campaigns to further enhance our market position within their team.
Participates in Product and Sales related training as required.
Participates in local industry technical organizations such as Electric League, IEEE, ISA, etc.
Participate in industry associations and events to enhance Gerrie’s brand awareness and gain valuable insights to enhance our market position.
COMMUNICATION
Communicate clearly and concisely both orally and in writing.
Establish and maintain positive collaborative relationships with customers.
TEAMWORK AND COLLABORATION
Create and maintain a team atmosphere and ensure employee concerns are resolved promptly.
PROBLEM SOLVING
Be able to recommend creative solutions to various issues that may arise.
QUALITY
Ensure employees understand and adhere to ISO policies and procedures.
PERSONAL DEVELOPMENT
Participate in conferences, seminars, and other educational opportunities; reading professional publications; maintain and participate in professional networks to enhance your knowledge and skills.
Participates on committees and special projects as requested.
What you bring to the table
Post Secondary Business program graduate
10+ year’s related sales experience with leadership and coaching experience of construction sales staff.
Proven sales track record
Demonstrates Sales Acumen through influence, negotiation, and closing deals.
Ability to lead, mentor and motivate sales team.
Capacity to analyze sales data, market trends, and business performance.
Strong communication skills to articulate company goals, provide coaching, and build relationships with team and customers.
We believe in taking care of our people
Major medical + dental coverage for yourself and your dependents (flex plan options available)
Employee Assistance Program
Global travel coverage
Pension plan with contribution matching
Training, development and career growth opportunities
Tuition re-imbursement program
Promote from within culture
A diverse and inclusive workplace
Caring and nurturing environment
Words that our employees use to describe us
Inclusive, team-oriented, motivating, happy, forward thinking, innovative, successful!
- Flexible interview options are available!
