Director of Sales

**THE OPPORTUNITY** We have an exciting opportunity for a Director of Sales to lead revenue growth across Alberta while supporting expansion into broader Western Canadian markets at 49 North Lubricants, a leading provider of industrial lubricants and fluid solutions. Reporting directly to the President, the Director of Sales will play a critical leadership role in driving growth, strengthening customer relationships, and building a scalable sales organization. This individual will lead the development and execution of a disciplined sales strategy focused on expanding market share, deepening key client partnerships and delivering exceptional service to customers operating in demanding industrial environments. **THE IDEAL CANDIDATE** This individual has a proven record of consistently meeting and exceeding sales targets while leading high performing teams. They are personable, collaborative and capable of building trusted relationships with customers, internal stakeholders and executive leadership. The ideal candidate will thrive in a culture that is competitive and motivated to grow the business. The ideal candidate is a CRM super user and is both strategic and actively engaged, capable of setting direction while actively supporting the team in the field. They are comfortable operating in a growth driven organization where adaptability, accountability and initiative are valued. This role represents an excellent opportunity for a sales leader looking to transition from a large organization into a dynamic and entrepreneurial company. **THE ORGANIZATION** 49 North was created to provide quality lubricants with the best customer service. Founded in 1984, we have the experience and expertise to get our customers the lubricants they need, when they need them. Quality is our first priority. We provide a full line of quality lubricants to agricultural, construction, and industrial companies and distributors throughout Western Canada. We supply products built for our industries, in our climate, with formulations built to meet or exceed OEM specifications. **Mission** Eliminate friction for our customers by developing great people, partnering with dependable suppliers, and delivering reliable products backed by trusted technical and operational expertise. For more information, please visit their website: www.49northlubricants.com **RESPONSIBILITIES** **Leadership \& Team Development** * Lead, coach, and develop a team of 5\+ sales professionals focused on both account management and new business development. * Establish clear performance expectations, KPIs and accountability structures across the sales function. * Provide ongoing mentorship and support to elevate the team’s ability to execute consultative, value based selling. * Lead all aspects of talent management including recruitment, onboarding, performance management, and succession planning to build a high performing sales organization. * Establish and manage compensation structures, incentive plans and performance review processes that align individual performance with company objectives. * Foster a strong culture of accountability, engagement and continuous development, addressing performance issues proactively and in alignment with company policies. **Sales Strategy \& Market Direction** * Define and lead the company’s sales strategy, including identification of target markets, priority customer segments and growth opportunities. * Develop and execute market plans aligned with organizational growth objectives. * Evaluate market dynamics, customer needs and competitive positioning to inform strategic direction. **Business Development \& Key Account Growth** * Develop and execute strategies to penetrate high value accounts and strengthen market presence, working closely with cross functional teams to ensure alignment and execution readiness. * Deliver solutions emphasizing customer experience and reliability. * Champion presales and onboarding excellence, ensuring a seamless customer journey. **Sales Execution \& Pipeline Management** * Implement disciplined sales processes, including forecasting, pipeline management and performance tracking. * Ensure consistent pipeline generation with a focus on quality opportunities and conversion rates. * Own the annual sales budget, including revenue targets, gross margin expectations and operating expenses, ensuring alignment with overall company financial objectives. * Monitor and manage sales\-related costs (compensation, travel, customer programs and discounts) to optimize profitability and return on investment. * Partner with Finance to develop accurate forecasts, analyze variances and implement corrective actions to ensure predictable financial performance. **KEY COMPETENCIES** * Proactively defines market and account strategy, taking full ownership of pipeline development and territory expansion. * Proven ability to build and execute market strategies in industrial or B2B environments. * Experience navigating long, complex sales cycles and closing large scale accounts. * High level of initiative and accountability, with a bias toward action and results. * Results driven mindset with a commitment to achieving targets while maintaining an exceptional customer experience. **QUALIFICATIONS** * Minimum 7 years of progressive B2B sales leadership experience, ideally within Oil \& Gas, Trucking, Energy, Manufacturing, Equipment, OEM industries. * Bachelor’s degree in Business, Sales, Marketing, Communications, or a relevant field considered an asset. * Experience leading extended sales cycle efforts and consistently expanding business with high value clients. * Proven track record building and scaling high performing sales teams, including coaching, performance management and talent development. * Experience operating in fast paced, high growth organizations, with the ability to implement structure, predictability and process discipline. * Strong background in forecasting, sales planning and pipeline governance, with comfort using CRM tools and KPI frameworks, Microsoft Dynamics would be an asset. * Experience managing complex commercial negotiations, including multiyear or high value bulk or enterprise contracts. * Strong business acumen with the ability to interpret market trends, competitive data and customer needs to inform strategy. **FOR MORE INFORMATION, PLEASE CONTACT** **SANDY JACOBSON** \| T: 780\.944\.1327\| E: sandy.jacobson@richardsonsearch.ca \| www.richardsonsearch.ca