Position Summary

ORS Canada is seeking a Sales Manager to lead the national sales team and strengthen customer coverage across Canada. This role is responsible for coaching and developing the current outside sales team, launching a dedicated inside sales function, partnering with suppliers and internal departments, and driving profitable growth through disciplined planning, pipeline management, and customer profitability improvement.

As a member of the leadership team, the Sales Manager will help set sales priorities, build scalable sales processes, and ensure the team has the tools, structure, and accountability needed to support customers from across Canada.

Key Responsibilities

Sales Leadership and Team Development

- Lead the current outside sales team, including five Territory Sales Representatives from Quebec to British Columbia and one National Account Manager.
- Launch, staff, and lead a dedicated inside sales team focused on proactive outbound calling and customer development.
- Hire, train, coach, and develop Territory Sales Representatives and Inside Sales Representatives through regular field coaching, one-on-one meetings, performance reviews, and weekly activity reviews.
- Coach the team on consultative selling, negotiation, territory planning, customer business reviews, and account development.
- Set clear annual sales targets, objectives, activity expectations, and pipeline-management standards for each team member.

Customer Coverage and Growth Strategy
- Determine the most effective sales coverage model for Canadian customers using an appropriate mix of outside sales, inside sales, direct marketing,



and marketing-supported programs.
- Work with Territory Sales Representatives to complete regular business reviews with key customers and identify opportunities to expand share of wallet.
- Analyze sales data to identify trends, gaps, under-served customer segments, regional opportunities, and channel-specific growth potential.
- Identify and pursue new market segments, verticals, and geographic expansion opportunities across Canada.
- Represent ORS Canada at industry events, trade shows, supplier meetings, and customer meetings as required.

Supplier, Pricing, and Profitability Management
- Set annual growth targets with supplier partners, including joint customer targets, program objectives, and regular supplier business reviews.
- Partner with the U.S.-based Director of Buying Groups to support Canadian buying-group programs and customer initiatives.
- Partner with the Customer Service Manager on large quotes, customer rebates, supplier claim-back programs, and pricing programs.
- Work with the General Manager to create and use customer profitability reporting, identify accounts requiring improvement plans, and track progress against those plans.
- Evaluate the competitive landscape and recommend pricing, positioning,



and go-to-market adjustments that support profitable growth.

Sales Process, Tools, and Cross-Functional Execution
- Implement and optimize sales processes, reporting routines, and tools that improve visibility, accountability, and sales-team efficiency.
- Lead CRM adoption, sales enablement practices, and pipeline discipline across the team.
- Partner with marketing to design and execute lead-generation campaigns, promotions, supplier programs, product launches, and direct marketing initiatives.
- Collaborate with customer service, marketing, purchasing, supplier partners, and leadership to remove roadblocks and deliver a strong customer experience.

Qualifications

- Minimum of five years of sales management experience, preferably with experience leading field-based and/or inside sales teams.
- Demonstrated ability to set sales strategy, build customer coverage plans, manage pipelines, and deliver profitable revenue growth.
- Strong coaching and people-leadership skills, including hiring, training, performance management, and team development.
- Comfort working with sales data, customer profitability reporting, pricing programs, and supplier/customer performance reviews.
- Strong communication, problem-solving, negotiation, and conflict-resolution skills.
- Ability to work in a rapid-paced environment with multiple priorities, deadlines, and internal stakeholders.
- Experience with CRM systems, sales reporting, and sales enablement tools.
- Bilingual English/French capability is preferred.

📌 Sales Manager (Mississauga)
🏢 ORS Canada
📍 Mississauga