TITLE: National Sales Manager

REPORTS TO: Chief Operating Officer

POSITION TYPE: Full Time Permanent

Job Purpose

The National Sales Manager is responsible for leading and developing Caliber's sales function across Canada while directly managing and growing a key territory in Southern Alberta and SE British Columbia.

This is a player coach role focused on building a high performing sales team, strengthening pipeline development, and driving revenue growth through both individual contribution and team performance.

The role is accountable for establishing clear sales routines, maintaining CRM discipline, improving forecasting accuracy, and developing strong relationships across contractors, architects, municipalities, and institutional customers.

Success in this role will come from the ability to lead from the front, bring structure to the sales process, and consistently support the team in winning work, establishing new relationships and building on existing relationships across regions.

Duties and Responsibilities

Sales Leadership and Team Development

Coach and develop the national sales team through regular 1:1 meetings, ride a longs, and ongoing performance support

Establish clear expectations, routines, and accountability across all sales representatives

Lead weekly sales meetings and pipeline reviews to drive focus and execution

Support team members on key opportunities to improve win rates and overall performance

Identify and share best practices across the team to improve consistency

Pipeline Development and Market Growth

Support the team in identifying, qualifying, and advancing opportunities across institutional, municipal, and private sectors

Ensure a strong and active pipeline is maintained across all regions

Drive early-stage engagement with architects, designers, and facility owners to influence specifications

Monitor market trends, competitor activity, and emerging opportunities

CRM and Forecasting

Own Buildertrend as the single source of truth for all sales activity

Ensure all opportunities are accurately tracked and updated

Maintain clear visibility into pipeline health and sales performance

Deliver accurate and timely sales forecasts to leadership

Strategic Customer Development

Build and strengthen relationships with key customers, contractors, and partners

Support the development of long-term partnerships to drive repeat business

Participate in high value customer interactions and negotiations as required

Personal Territory Management

Manage and grow the Southern Alberta and SE British Columbia territory

Identify and pursue high value opportunities within the region

Manage projects from initial opportunity through to handoff to operations

Ensure accurate communication of project scope and requirements internally

Sales Process and Execution

Establish and maintain a consistent sales process from initial contact through to project handoff

Support coordination between sales, estimating, and operations teams

Ensure all administrative and reporting requirements are completed accurately and on time

Additional Responsibilities

Attend industry events, site visits, and customer meetings as required

Contribute to broader company initiatives and growth strategies

Adhere to all company policies, procedures, and values

Other related duties as required

Qualifications

5+ years of experience in construction, building materials, or technical B2B sales

Experience working in long sales cycles and project-based environments

Ability to read and interpret drawings and specifications is an asset

Post secondary education in business, construction management, or related field is an asset

Valid driver's license and ability to travel as required

Demonstrated ability of using various sales techniques

Proficiency in Microsoft Office software, including Word, Excel, and Outlook, and CRM software

Core Competencies

Strong leadership and coaching ability

Ability to build and maintain relationships with clients and internal teams

Excellent communication, negotiation, and presentation skills

Strong organizational and time management skills

Ability to operate in a fast paced, hands-on environment

Sound decision making and problem-solving skills

High level of accountability and ownership

Ability to build relationships with clients and internal departments

Key Success Measures

Team revenue performance against plan

Pipeline strength and activity levels

CRM accuracy and forecasting reliability

Growth in strategic customer relationships

Personal territory revenue contribution

Working Conditions

Regular travel required across assigned regions

Overtime may be required based on workload and project timelines

Work is performed in a combination of office, site, and field environments

This position operates in a fast-paced environment with performance expectations tied to revenue and growth

Compensation & Benefits

Total Compensation at Plan: $140,000k-$190,000k - Base Salary plus commission

Commission: Commission on defined personal Territory with addtional incentive on National Sales performance.

Allowances: Vehicle Mileage Reimbursement, travel per diems, and a comprehensive tool kit (Laptop/Phone).

Benefits: Extended health & dental, Group RRSP with Company matching and professional development support.