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Sales and Marketing Manager

Location: Oshawa, ON
Department: Sales and Marketing
Updated at: May 24, 2019
id: 30940001

Overview

  
SCOPE:
Reporting to the General Manager the primary responsibility of the incumbent is to provide leadership for the development and execution of new sales and lead the development of marketing programs and initiatives designed to support Canlan’s identified revenue and new customer growth objectives. This role will manage the entire sales and marketing process; from bringing awareness and promoting the facilities products and services, to introduction of the facility to new prospects. This person will manage a Sales Coordinator providing them with a positive, team-focused learning environment while fostering their individual development; this includes assuming a leadership position to direct and motivate this individual to increase facility revenue and provide a best-in-class recreational customer experience. Further, this individual will contribute by finding ways to heighten our ability to retain our existing customer-base to capitalize on retention opportunities as well as drive ancillary and package sales results. 
 
The incumbent will be entrepreneurial and passionate about selling a sports and recreational experience with a truly differentiated competitive advantage.  He/she will be responsible for identifying, prospecting, and securing business opportunities to support new revenue. As a result, this role will develop and implement sales strategies for new account prospects as well as existing customers, designed to deliver new business opportunities. 
 
The Director of Sales will provide specific direction and development for the role and responsibilities. The Sales & Marketing Manager will partner with the Director of Sales on a dotted line reporting basis.
 
Major Relationships: Responsibility for building relationships and alliances, internal and external, networking with others, further developing knowledge of industry leading sales and marketing procedures, situations and culture in the organization to identify opportunities for execution at their facility. Will build strategic relationships with others to advance the success of their facility and the Canlan organization as a whole including but not limited to the following;
 
  • General Manager
  • Director of Sales
  • Corporate Marketing Director
  • Departmental Directors
  • Departmental Corporate Managers
  • ASHL Manager
  • Programs Manager
  • Food & Beverage Manager
  • Sports Store Supervisor
  • Sales Coordinator
  • Customer Service Representative
  • Corporate Sponsorship Director
  • Canlan Classic Tournament Team
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SCOPE:

Reporting to the General Manager the primary responsibility of the incumbent is to provide leadership for the development and execution of new sales and lead the development of marketing programs and initiatives designed to support Canlan’s identified revenue and new customer growth objectives.  This role will manage the entire sales and marketing process; from bringing awareness and promoting the facilities products and services, to introduction of the facility to new prospects.  This person will manage a Sales Coordinator providing them with a positive, team-focused learning environment while fostering their individual development; this includes assuming a leadership position to direct and motivate this individual to increase facility revenue and provide a best-in-class recreational customer experience.  Further, this individual will contribute by finding ways to heighten our ability to retain our existing customer-base to capitalize on retention opportunities as well as drive ancillary and package sales results. 

 

The incumbent will be entrepreneurial and passionate about selling a sports and recreational experience with a truly differentiated competitive advantage.  He/she will be responsible for identifying, prospecting, and securing business opportunities to support new revenue.  As a result, this role will develop and implement sales strategies for new account prospects as well as existing customers, designed to deliver new business opportunities. 

 

The Director of Sales will provide specific direction and development for the role and responsibilities.  The Sales & Marketing Manager will partner with the Director of Sales on a dotted line reporting basis.

 

Major Relationships: Responsibility for building relationships and alliances, internal and external, networking with others, further developing knowledge of industry leading sales and marketing procedures, situations and culture in the organization to identify opportunities for execution at their facility.  Will build strategic relationships with others to advance the success of their facility and the Canlan organization as a whole including but not limited to the following;

 

  • General Manager
  • Director of Sales
  • Corporate Marketing Director
  • Departmental Directors
  • Departmental Corporate Managers
  • ASHL Manager
  • Programs Manager
  • Food & Beverage Manager
  • Sports Store Supervisor
  • Sales Coordinator
  • Customer Service Representative
  • Corporate Sponsorship Director
  • Canlan Classic Tournament Team

Responsibilities

 
 
GENERAL RESPONSIBLITIES AND DUTIES:
Sales & Revenue Development
  • Work closely with the Director of Sales to identify new customer sales opportunities for the facility, primarily focusing on new customer acquisitions for Contracts, In-House Tournaments and Spot Ice sales;
  • Under the leadership of the Director of Sales, utilize the Sales/CRM software in place to generate and track selling cycle of prospects through the various stages of the selling cycle;
  • Take the lead in the development and execution of a fully integrated direct sales strategy for the facility, ensuring a proactive and aggressive approach to new customer revenue development;
  • In collaboration with the Facility Managers (PM and LM), along with the Director of Sales, identify new customer sales opportunities and implementation strategies for Programs and Adult Safe Hockey League growth;
  • Whenever possible or required, provide support to facility Food & Beverage Manager (and Corporate Manager) and Sports Store Supervisor to identify, develop new revenue opportunities, resulting from the acquisition of new customers and increasing share-of-wallet (SOW) with existing customer-base;
  • Provide feedback to all key brand/business unit groups to ensure optimal development and delivery of programs and initiatives to drive new customer and revenue growth opportunities;
  • Identify, develop and foster relationship opportunities within their market through contact, to create new customer revenue opportunities and maximize revenue from existing customers;
  • Creation of the annual ice plan maximizing all opportunities for Adult Recreational Hockey, the Community Program Initiative, internal and external tournaments, contract holders and special event initiatives; lead the ongoing analysis of the resulting impact on revenue maximization;
  • Provide input into the quarterly review process to analyze the effectiveness of the ice sales plan;
Marketing
·         Take the lead in working with Canlan’s marketing Department in the development and execution of relevant marketing materials and innovative strategies to ensure proper branding and facility offering awareness, (e.g. eNewsletters, social media, website content, traditional advertising, CANLAN TV, etc.);
·         Take the lead in ensuring relevancy and execution of all in-house signage and advertising opportunities within their facility for both on-site local advertising executions and promotions as well as in support of the national sponsorship initiatives;
·         Take the lead in ensuring Brand Integrity and Standardization within the facility in accordance with all identified corporate objectives associated with key Canlan product brands;
·         Take the lead in the development and execution of the facility based sales and marketing strategy document, ensuring alignment with the overall corporate plan;
Customer Focused, Customer Relationships
  • Provide feedback to the GM and various Corporate Managers and Directors to ensure facility customers experience “best-in-class” experience, customer care and overall satisfaction;
  • Takes ownership of all customer relationships at facility level from initial single point of contact responsibility through ongoing relationship development for the purpose of revenue maximization and long term business sustainability;
  • Assist the facility operations team on a consultative basis in the execution of in-house tournament initiatives such as Canlan Classic Youth and Adult, Midnight Madness, Ice Breaker Tournament, Yuletide Tournament and co-pro tournaments with Minor Hockey;
Service Development & Leadership
  • On a consultative basis provide feedback and assistance to our League & Program departments, all Sales Associates, including but not limited to ice, food & beverage (on a collaborative basis), sports store (on a collaborative basis) and soccer (where applicable) to ensure facility goals are achieved;
  • Responsible for the complete ice revenue portion of the facility annual operating plan (budgeting);
  • Manage the accounts receivable process as it relates to the ice sales side of the business;
  • Oversee the development of regular reporting requirements providing facility performance to plan and providing strategic recommendations and/or analysis to meet and exceed plan;
  • Other duties as assigned relating to the Manager on Duty (MOD) responsibility;

 
 
People Leadership & Management:
  • Provides strong, effective day to day direction, leadership and management to the respective staff within their control;
  • Fosters an environment that encourages full contribution to the overall company objectives;
  • Stimulates, motivates, guides and directs staff to maximize their contribution to the operation of the facility and overall customer service;
  • Maintains a culture of teamwork, mutual support and respect;
  • Creation of performance plans and performance reviews for the Sales Coordinator; ensuring positive performance

Requirements

 
QUALIFICATIONS / SPECIAL SKILLS:
Knowledge Requirements
  • Strong sales, marketing  and communication skills
  • Solid closing skills in a sales environment
  • Solid customer service skills
  • Excellent organizational and time management skills
  • Excellent listening skills to provide solutions
  • Strong written and oral communication skills, including presentation ability
  • Strong follow-up skills and an ability to deal with tact, diplomacy and confidentiality
  • Solid people / team management skills including delegation, follow up, performance management, coaching and training.
  • Working knowledge of MS Office Suite
  • Database management
  • Internet experience
  • Ability to work independently and in a team environment
 
EXPERIENCE AND EDUCATION:
Experience
  • 3+ years’ experience within a sports and/or recreational programs environment
  • Previous experience selling or within a sales environment
 
Education:
  • Secondary school diploma or degree
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