Director, National Accounts

Director, National Accounts

Acton, Ontario or Blainville, Quebec

On-Site, Full-Time

Reference Number: CAN-QC-BLA-029-240225

SUMMARY

The Director, National Accounts reports to the President of Doman Building Materials - Canada and is a member of the corporate management team. The Director, National Accounts spearheads annual contract negotiations with national accounts and plays a vital role in maintaining and enhancing relationships with these accounts, which are major Canadian lumber and building materials (LBM) buying groups and box store retailers.

The Director, National Accounts is a high-energy strategic sales leader who operates in a dynamic work environment and is responsible for increasing sales with Doman's national accounts through the development and execution of business strategies.

The ideal candidate is a decisive and affable negotiator with proven sales experience working with national accounts. Your leadership skills are conducive to a fast-paced, matrix organization.

As an exceptional communicator, you can persuade and convey complex messages to a range of audiences, including buying groups, executives, dealer networks, and heads of product lines or business development. You also possess strong interpersonal and relationship-building skills and a high level of business acumen.

EXPECTED CONTRIBUTIONS

• Accountable for managing the key national accounts with all major Canadian lumber and building materials (LBM) buying groups, box store retailers, and ensuring smaller regional buying groups are managed locally.
• Develop annual strategic business plans for each national account supported by sales targets.
• Optimize existing corporate programs offered to all buying groups to leverage support from their members and maximize Doman's investment.
• Manage all buying group programs and communicate all ramifications impacting our regional and national sales and profitability expectations.
• Track developments in the marketplace, changes in the building industry trends, movement of competitors, and analyze sales and market data in order to take proactive steps to protect or grow Doman's market share at the regional and national levels.
• Establish and maintain a close business relationship with Doman's strategic suppliers to design specific programs for all buying groups.
• Manage all rebate and incentive programs implemented with key national accounts.
• Salvage accounts who responded favourably to approaches from the competition.
• Act as a liaison to help resolve complex service and supply issues for customers.
• Attend or present at national and international customer/industry events and trade shows.
• Develop close communication with every regional lead and provide frequent updates to the Sales and Product Management teams.
• Coach and manage the National Accounts team.

Requirements

KNOWLEDGE, SKILLS, AND ABILITIES

• Persuasive, collaborative style with the ability to drive business strategically and influence others; skilled in negotiations and obtaining buy-in.
• 5+ years of national account management experience, preferably in the LBM or closely related industries.
• Demonstrated proficiency with effective professional sales skills with business-to-business customers.
• Strong experience building and enhancing relationships with and selling to senior-level executives, buying groups, and buying decision-makers.

LINGUISTIC REQUIREMENTS

• Exceptional English communication skills.
• French communication skills are an asset.

EDUCATION

• Post-secondary education in business or marketing is a minimum requirement.
• Formal professional sales training.

Benefits

COMPENSATION

• Annual incentive plan based on company performance.
• Health benefits.
• Car allowance.
• Group pension plan with employer matching contributions.
• Option to purchase Doman Stock at a discount price.

ADDITIONAL WORK-RELATED BENEFITS

• Fitness reimbursement.
• Education reimbursement.
• Professional Development reimbursement.
• Scholarships for children.
• Discounts on product purchases.
• Annual Service Awards.

Travel: Canada and international. Total travel time is approximately 25% to 35% of the year.

Employment Status: Full-time, year-round.

Work Location: Doman distribution center in Acton, Ontario or Blainville, Quebec.

Work Type: Onsite.

APPLICATION PROCESS: Doman is working with David Aplin Group to fill this position. All applications will be forwarded to David Aplin for review.

DISCLAIMER:

This is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job. While this is intended to be an accurate reflection of the current job, the Company reserves the right to revise the job or to require that other or different tasks be performed as assigned; and should not be construed as a position change or constructive dismissal.

Doman welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Applicants must be legally entitled to work in Canada without sponsorship.

We thank you for your interest; however, only those selected for an interview will be contacted.