Director Of Sales

Department: Sales | Reports to: VP of Sales

Location: Hybrid, combining customer-facing work, the Vaudreuil-Dorion office in Quebec, and remote work.

Role Purpose

The Erb Group is seeking a Director of Sales for Quebec and Eastern Canada. In this role, you will lead and coach the regional sales team, strengthen accountability, grow revenue across LTL, TL, ErbX and ECS, and improve collaboration across the business. You will develop regional sales strategy with the VP of Sales and lead its execution, while managing an assigned book of accounts and pursuing new business.

The role is structured around approximately 70% team leadership and 30% individual sales contribution, including account management and business development.

Key Responsibilities

Sales Leadership and Accountability

• Coach and develop field sales representatives through regular one-on-one meetings, customer visits, and practical feedback.

• Establish clear expectations for sales activity, pipeline progression, account planning, follow-through, and results; hold team members accountable and address performance gaps.

• Conduct formal performance reviews and manage performance improvement plans, involving the VP of Sales and HR as needed.

• Own hiring decisions, onboarding, and ongoing training for the regional sales team. Build the team’s ability to sell across all four business units.

• Promote a respectful, collaborative, and accountable team culture consistent with Erb’s values and policies.

Regional Strategy and Growth

• Develop regional sales strategy and annual growth plans jointly with the VP of Sales, then lead execution through the team.

• Set rep sales targets and assign territories and accounts jointly with the VP of Sales.

• Direct prospecting, account retention, expansion, and cross-selling across LTL, TL, ErbX and ECS. Align sales priorities with capacity, lane needs, and business unit objectives.

CRM Pipeline and Reporting

• Design CRM processes jointly with the VP of Sales and own their implementation, adoption, and consistent use across the team.

• Lead KPI and pipeline reviews; maintain accurate account and opportunity information, clear next steps, and disciplined follow-up.

• Own regional sales forecasts and regular reporting across all four business units. Use sales data to identify growth opportunities, risks, and actions to improve performance.

Collaborative Selling and Customer Support

• Build a team-selling approach that actively involves operational leaders, pricing, and support teams in customer discussions, solution development, and opportunity execution.

• Align customer commitments with operational capabilities, capacity, and lane needs; coordinate customer onboarding and the handoff from sales to service delivery.

• Provide customer and market input to pricing discussions and support negotiations.

• Serve as the regional sales escalation lead for significant customer issues, coordinating resolution with operations and support teams to protect customer relationships.

Individual Sales and Account Management

• Act as the primary account owner for an assigned book of customers, maintaining relationships and coordinating internal support to meet their needs.

• Develop and execute account plans focused on retention, revenue growth, and opportunities across the four business units.

• Manage selected strategic accounts and pursue new customers through prospecting, customer meetings, opportunity development, and collaborative selling.

• Maintain accurate CRM records and forecasts for personally managed accounts and opportunities, demonstrating the standards expected of the team.

Decision Authority

The Director is accountable for day-to-day regional sales leadership, coaching, performance management, CRM adoption, and execution of approved sales plans. Recruitment and selection are managed within approved staffing plans and company approval requirements.

Regional strategy, annual growth plans, sales targets, and territory and account assignments are established with the VP of Sales. Pricing, discounts, customer agreements, compensation changes, and commitments requiring additional operational resources are managed within delegated authority and applicable approval processes.