Job Description

Location: Markham, Ontario:Job Summary
Reporting to the Chief Merchandising Officer, the Director of Wholesale Sales is responsible for driving wholesale sales results across all franchise locations nationwide. The Director ensures that the Wholesale Sales Representatives (WSR) meet their sales goals and contribute to both short-term profitability and long-term business growth. This role requires strategic leadership to maximize revenue and build a high-performance field team focused on driving wholesale revenue and same-store sales
Key Responsibilities

• Team Leadership & Management:

• Lead and manage a national field sales team to achieve assigned sales and profit goals.
• Build, mentor, and develop the Wholesale Sales Representatives (WSR) to ensure high performance and effective execution of sales strategies.
• Conduct ongoing performance reviews and hold monthly meetings to evaluate individual and team progress.
• Revenue Growth & Strategic Planning:

• Collaborate with WSRs to drive strong wholesale revenue growth and maximize SSS growth in franchisee locations.
• Develop and implement strategic sales plans, ensuring alignment with overall company objectives.
• Identify sales opportunities, analyze market trends, and proactively address challenges to meet targets.
• Expense & Financial Management:

• Effectively manage departmental expenses within the provided budget to ensure profitability.
• Monitor key sales performance indicators (KPIs) and margins across territories and stores to identify areas of improvement.
• Prepare and present detailed sales reports to senior leadership, including financial forecasts, volume projections, and post-activity evaluations.
• Cross-Departmental Collaboration:

• Collaborate closely with the Marketing, Merchandising, Corporate and Franchise Operations and Finance teams to develop and execute account-based plans aimed at cross-selling and upselling.
• Ensure seamless communication and partnership between the Franchise Business Consultants (FBCs) and WSRs.
• Build strong relationships across cross-functional departments to enhance coordination and drive overall business success.
• Sales Process Optimization:

• Implement and optimize sales processes and tools to improve efficiency and effectiveness across the sales team.
• Provide training, coaching, and support to ensure the sales team is equipped to meet their targets and maximize productivity.
• Market Analysis & Reporting:

• Continuously analyze market conditions, competitive circumstances, and available data to develop appropriate sales solutions.
• Regularly report results to the leadership team, ensuring alignment with the company's strategic priorities.
• Culture Building & Talent Development:

• Foster a winning team culture by nurturing extraordinary talent within the wholesale sales team.
• Ensure ongoing talent development, succession planning, and high employee engagement.

Qualifications

• Bachelor's degree in Business, Marketing, or a related field (Masterxe2x80x99s preferred).
• 7-10 years of experience in sales management, with at least 3-5 years in a leadership role overseeing wholesale operations.
• Proven track record in driving revenue growth and managing high-profile accounts.
• Strong analytical, negotiation, and communication skills.
• Ability to work collaboratively across departments to achieve shared objectives.
• Experience managing large teams, with a focus on mentoring and coaching.

Skills:

• Leadership & Team Development
• Strategic Sales Planning
• Financial Acumen & Budget Management
• Sales Process Optimization
• Cross-functional Collaboration
• Data Analysis & Reporting

Working Conditions:Full-time role with 75% travel required for franchise visits and business meetings.

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