Key Responsibilities
Sales Leadership & Team Management
- Lead and support the sales team.
- Establish annual, quarterly, and monthly sales objectives aligned with revenue targets.
- Monitor individual salesperson performance and sales activities.
- Conduct regular sales meetings and pipeline reviews.
- Coach team members on account development, proposal strategy, and opportunity management.
- Foster a culture of accountability, responsiveness, and customer focus.
Salesforce CRM Administration & Excellence
- Serve as the primary business owner and champion of Salesforce within the sales organization.
- Ensure all opportunities, contacts, client interactions, forecasts, and proposals are accurately maintained in Salesforce.
- Develop and improve CRM dashboards, reports, workflows, and automation.
- Monitor CRM data quality and enforce sales process compliance.
- Train and support staff in effective Salesforce usage.
- Utilize Salesforce data to improve forecasting accuracy and management decision-making.
Opportunity & Pipeline Management
- Maintain visibility of all sales opportunities.
- Ensure opportunities progress through the prescribed sales process in a timely manner.
- Identify stalled opportunities and coordinate actions required to advance them.
- Implement systems and reviews to ensure no viable opportunities are missed.
- Monitor pipeline health, conversion rates, proposal success rates, and forecast accuracy.
- Provide regular reporting on pipeline status, upcoming opportunities, and sales performance.
Sales Planning & Forecasting
- Develop and execute the annual sales plan.
- Monitor performance against sales targets and growth objectives.
- Produce monthly sales forecasts and business development reports.
- Analyze market trends, customer activity, and industry developments.
- Identify new customer segments, strategic accounts, and growth opportunities.
Pricing, Margin Management & Commercial Oversight
- Collaborate with Operations and Finance in the development of project pricing.
- Ensure proposed projects achieve target gross margins and profitability objectives.
- Review cost estimates, resource requirements, and commercial assumptions prior to proposal submission.
- Balance competitiveness with profitability in proposal and contract negotiations.
- Monitor project margin performance and provide feedback to improve future bidding strategies.
Operations Collaboration
- Work closely with Operations to ensure projects sold can be delivered safely, efficiently, and profitably.
- Facilitate communication between Sales, Finance and Operations throughout the opportunity lifecycle.
- Ensure client requirements and commitments are clearly documented and communicated.
- Support continuous improvement of the sales-to-project-execution process.
- Help align sales priorities with operational capacity and resource availability.
Client Relationship Management
- Develop and maintain strong relationships with existing and prospective clients across Canada.
- Support key account management efforts.
- Participate in major client meetings, industry events, and contract negotiations.
- Ensure consistent follow-up on all client inquiries and opportunities.
- Promote long-term customer satisfaction and repeat business.
Qualifications
Education
- Bachelor's degree in Business, Marketing, Engineering, Geoscience, or a related discipline.
- Equivalent industry experience may be considered.
Experience
- 5-10 years of sales, business development, or commercial management experience.
- Demonstrated experience managing a sales team.
- Proven experience administering and utilizing Salesforce CRM.
- Experience with sales forecasting, proposal management, and pipeline reporting.
- Experience in mining services, geophysics, engineering services, technical consulting, or a related industry is considered an asset.
Technical Skills
- Advanced Salesforce CRM knowledge and administration experience (required).
- Strong understanding of sales metrics, KPIs, forecasting, and opportunity management.
- Experience with proposal development and commercial negotiations.
- Strong proficiency with Microsoft 365 applications.
- Understanding of project costing and profitability analysis.
Core Competencies
- Sales Leadership
- Salesforce CRM Expertise
- Strategic Planning
- Commercial Acumen
- Pipeline Management
- Forecasting & Reporting
- Negotiation Skills
- Relationship Building
- Profitability Focus
- Cross-Functional Collaboration
- Accountability & Execution
Success Measures
The Sales Manager will be successful when they:
- Achieve or exceed annual sales targets.
- Maintain accurate and actionable Salesforce data.
- Ensure complete visibility of all active opportunities.
- Ensure no significant sales opportunities are overlooked.
- Build strong collaboration between Sales, Finance and Operations.
- Develop/mentor a disciplined, high-performing sales team.
- Contribute to the profitable growth of Dias Canada.
Key Performance Indicators (KPIs)
- Revenue versus annual sales targets
- Pipeline value and pipeline growth
- Forecast accuracy
- Salesforce data quality and compliance
- Gross margin on awarded projects
- Client retention and repeat business
- Sales cycle duration
- Opportunity follow-up compliance
