Director of Sales – Wholesale Industrial Distribution; Western

Position: Director of Sales – Wholesale Industrial Distribution (Western )
Director of Sales – Wholesale Industrial Distribution (Western Canada)

Our client is a well-respected, multi-site national wholesale distribution organization with a strong brand, and reputation across the country as an employee-centric organization. With years of success in the Canadian market, they pride themselves on producing and providing exceptional customer service and products to the industrial, commercial and residential contractor marketplace, while always putting their clients and employees first. They have retained Cameron Lappin from the Lock Search Group to partner in their search to find a strategic, results-driven  Director of Sales.

As the Director of Sales, you will oversee pricing strategy, channel development, forecasting, and sales leadership while ensuring alignment between Sales, Operations, and executive leadership. You will be responsible for establishing the frameworks, processes, and accountability measures required to achieve sustainable revenue growth, margin expansion, and EBITDA objectives across their branch infrastructure in western Canada. This is an exceptional opportunity for a commercially minded sales leader with a coaching mindset, who thrives at the intersection of strategy, financial performance, and team development.

Key Responsibilities

Lead and develop Sales Managers and Channel Managers through a direct focus on coaching and training to maximize performance, profitability, and results.

Develop and enforce regional pricing strategies to protect margins and drive profitable growth.

Oversee customer agreements, vendor pricing frameworks, rebates, and strategic partnerships.

Define and execute channel-specific go-to-market strategies to maximize market share and revenue.

Lead regional P&L performance with responsibility for GP%, profitability, inventory returns, and EBITDA growth.

Monitor key business metrics, identify improvement opportunities, and drive operational efficiencies.

Own regional forecasting and business planning, delivering accurate revenue projections and insights.

Partner closely with Sales, Operations, and Logistics to align inventory planning with customer demand.

Champion CRM discipline and adoption, and standardized sales processes to improve execution and data integrity.

Translate executive strategy into actionable regional plans while fostering a high-performance, customer-focused culture.

Qualifications & Experience

5+ years of experience in a sales leadership with a key focus on coaching, training and accountability.

Previous experience and success with training the trainer – training Sales Managers to lead and develop their sales teams.

Bachelor's degree in Business, Marketing, Communications, or a related field.

Proven success on margin improvement, and EBITDA growth.

Strong financial and commercial acumen, including forecasting, budgeting, and business planning.

Demonstrated ability to drive sustainable revenue growth and overall business performance by creating a performance-based sales culture.

Experience leading, coaching, and developing high-performing sales teams and sales leaders.

Strong understanding of pricing strategy, channel management, and strategic account governance.

Proven ability to align sales strategy, operational execution, and customer objectives to achieve business goals.

Experience leading forecasting, sales planning, and cross-functional collaboration with Operations and Supply Chain teams.

Demonstrated success implementing standardized sales processes and CRM best practices.

Proficiency with CRM platforms, and  data-driven  sales management.

Exceptional leadership, communication, negotiation, and relationship-building skills.

Strong analytical, strategic planning, and decision-making abilities with experience…