Vice-President, Sales, North America

Solotech Inc.

About The Position

The Vice President of Sales is accountable for driving the North America S&SI revenue growth across Canada and the United States, reporting directly to the Global SSI President. In this critical role, the VP of Sales provides strategic leadership to the sales team, setting a clear and ambitious vision to achieve revenue growth and market expansion through a well-executed strategic plan. The VP is responsible for aligning sales strategies with customer needs and market trends, ensuring the organization remains highly competitive and adaptable in a dynamic industry. A key focus of this role is to build and nurture strong customer relationships, ensuring satisfaction while exploring new business opportunities to expand the company’s reach. Through effective leadership, the Senior VP ensures that sales teams consistently meet and exceed targets, contributing to the division’s overall success. This position is pivotal in balancing strategic oversight with hands-on leadership, ensuring that both operational and sales objectives are aligned to drive sustainable growth and profitability. The Vice President of Sales is responsible for driving North America S&SI sales performance (Canada and USA), with all North America Sales Directors reporting directly to this position. This foundational responsibility underpins all aspects of the role, including client relationships, sales team management, and growth initiatives.

Requirements

Bachelor’s degree in business, Sales, Marketing, or a related field; MBA or advanced degree, or any other related educational or work experience.
Minimum 10 years of progressive sales experience, including at least 5 years in a senior sales leadership role.
Proven track record of driving revenue growth and expanding market share across multiple geographies, with North America (Canada and USA) experience strongly preferred.
Experience leading large, geographically distributed sales teams, with demonstrated ability to manage and develop Sales Directors and other senior-level direct reports.
Strong executive presence with the ability to build and maintain relationships with executive leadership teams, and with key clients.
Exceptional communication, negotiation, and presentation skills in English.
Willingness and ability to travel across North America and EMEA as required by business needs.
Deep knowledge of the AV (Audio-Visual) and Systems Integration industry, including key market segments, technology trends, product ecosystems, and competitive landscape across North America.
Strong understanding of complex B2B sales cycles, including managed services, used equipment offerings, and solutions-based selling methodologies.
Solid grasp of financial principles relevant to sales, including revenue forecasting, budgeting, pricing strategy, and sales resource planning.
Familiarity with CRM platforms and sales analytics tools for pipeline management, performance tracking, and reporting.
Knowledge of local and federal procurement requirements, contract management practices, and bid processes in both Canada and the USA.
Understanding organizational change management principles, with experience leading sales transformation initiatives and championing new ways of working across cross-functional teams.

Responsibilities

Evaluate strategic client needs to propose innovative solutions, including used and managed service offerings, and act as a trusted consultant to the President, Global Sales & Systems Integration by designing tailored plans to achieve the customer’s vision.
Identify new sales opportunities across North America and build strong, lasting client relationships.
Manage key customer and high-value prospects relationships, actively participating in closing strategic opportunities.
Drive customer satisfaction by aligning strategic solutions with client needs and overseeing the delivery of exceptional service.
Oversee the sales pipeline to ensure a consistent flow of opportunities that meet revenue targets and drive growth
Lead the team and inspire high performance by providing strong mentorship, coaching, and guidance.
Ensure mobilizing leadership within the team by establishing objectives, evaluating and managing performance, identifying workforce needs, and providing robust training and development opportunities.
Foster a performance-driven culture, ensuring that team members are consistently meeting and exceeding targets.
Monitor and manage commissions and incentive programs, ensuring they are aligned with performance goals and driving desired behaviors.
Recognize and reward exceptional performance to motivate and retain top talent.
Lead sales organization change initiatives by assessing the need for organizational changes to drive results and championing these initiatives.
Build strong and collaborative relationships with internal stakeholders, especially partnering with key stakeholders such as the Finance Lead, HR Lead, and Recruitment team to attract and retain top talent.
Align sales objectives with business strategy through active participation in strategic planning, sales strategy development, forecasting, sales resource planning, budgeting, and leading strategic initiatives and workstreams.
Identify and capitalize on new market opportunities, including geographic expansion, new customer segments, and product launches.
Monitor AV market trends, segments and products and provide feedback and recommendations to executives to ensure the organization remains competitive.
Active Participation in external activities (e.g., tradeshows) to promote Solotech’s products and services.
Collaborate with marketing and product teams to align sales strategies with product offerings and customer needs.
Assess and lead changes such as contract management and Bid organization set-up to stay competitive. Address local and federal client requirements by finding solutions in partnership with Operations.