Job Purpose

The District Sales Manager (DSM) is responsible for driving profitable revenue growth across the district by providing strong sales leadership, coaching, and strategic directions to branch sales teams. Reporting to the District Manager, the DSM partners closely with Branch Managers and Sales Representatives to achieve equipment rental, sales, revenue, and profitability objectives. This role plays a critical part in developing new business opportunities, strengthening customer relationships, identifying market trends, and aligning sales and operational efforts to support district growth. 

The successful candidate will oversee sales performance across six locations (Edmonton, St Albert, Fort Saskatchewan, Hinton, Grande Prairie, Bonnyville and three onsite operations). The role is highly field-focused, requiring approximately 80% time in the field and 20% in the office, with travel throughout the district.

What you will do...

Sales Leadership & Revenue Growth

• Lead and support sales activities across the district to achieve equipment rental, sales, revenue, and profitability targets.
• Partner with the District Manager and Branch Managers to establish sales territories, goals, forecasts, and growth strategies.
• Develop and execute strategic sales plans aligned with corporate objectives.
• Drive profitable revenue generation through new business development and expanded customer relationships.
• Support key account growth by working collaboratively with National Account and Strategic Account teams.
• Identify opportunities to increase market share and grow the district portfolio toward established revenue and rental targets.

Team Leadership & Development

• Coach, mentor, and develop Sales Representatives, TSRs, Sales Associates, and counter staff.
• Conduct regular ride-alongs, sales calls, territory reviews, and performance discussions.
• Recruit, onboard, and develop new sales talent as required, particularly in identified growth areas such as the Grande Prairie and Fort Saskatchewan markets.
• Foster a transparent, collaborative, team-oriented culture that promotes accountability and engagement.
• Lead regular sales meetings to communicate priorities, share best practices, and reinforce strategic objectives.

Customer Relationship Management

• Build and maintain strong relationships with key customers and stakeholders across the district.
• Participate in customer meetings, sales blitzes, and customer-focused events that strengthen business relationships and uncover growth opportunities.
• Ensure a high level of customer satisfaction by proactively addressing concerns and supporting solution-based selling.

Strategic Planning & Market Analysis

• Analyze market trends, customer needs, competitor activities, pricing structures, and industry developments.
• Collaborate with district leadership to identify new market opportunities and respond effectively to competitive pressures.
• Leverage Salesforce and other business systems to monitor pipeline activity, sales performance, and forecasting accuracy.

Operational & Cross-Functional Collaboration

• Align sales objectives and activities with branch operations and sales coordinators.
• Partner with fleet management teams to ensure equipment availability and support revenue growth initiatives.
• Monitor sales performance against forecasts, budgets, and strategic goals.
• Manage expenditures and sales programs to ensure alignment with district financial objectives.

Skills

• Strong leadership, coaching, and team development skills
• Strategic sales planning and execution
• Relationship-building and customer engagement
• Territory management and business development
• Negotiation and problem-solving abilities
• Excellent interpersonal and communication skills
• Performance management and coaching
• Sales forecasting and pipeline management
• Market analysis and competitive intelligence
• Financial and business acumen
• Cross-functional collaboration and stakeholder management
• Proficiency with CRM systems, particularly Salesforce
• Ability to influence, motivate, and lead through transparency

Requirements

• 5-10 years of successful experience in outside sales, sales management, or leadership roles.
• Demonstrated experience leading and developing sales teams.
• Proven success achieving revenue and profitability objectives.
• Strong planning, negotiation, and problem-solving capabilities.
• Excellent communication and interpersonal skills.
• Proficiency with Salesforce and related sales technologies.
• Strong organizational skills and self-motivation.
• A collaborative, team-oriented leadership style with a focus on transparency and accountability.
• Valid driver's license and acceptable driver's abstract.
• Ability to travel and be in the field 80% of the time across the district.