Sales and Marketing Manager

Canlan Ice Sports - Etobicoke, ON (10 months ago)

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Canlan Ice Sports is currently looking for a Sales and Marketing Manager.

Entrepreneurial and passionate about selling a sports and recreational experience with a truly differentiated competitive advantage, the Sales and Marketing Manager provides leadership on the development and execution of new sales. Reporting to the General Manager and working with the Director of Sales, they are responsible for managing the entire sales and marketing process; from introduction of the facility to new prospects to bringing awareness and promoting the facilities products and services.

Primarily focusing on surface sales, in-house tournaments, ASHL, Youth Leagues and Camps, they lead the development and execution of new sales strategies, identifying, prospecting and securing new accounts to deliver new revenue. The Sales and Marketing Manager leads the development of marketing programs and initiatives designed to support identified revenue, retain our existing customer-base, capitalize on retention opportunities and drive ancillary & package sales results. They manage the Sales & Marketing Coordinator providing a positive environment, individual development and motivating them to increase facility revenue and provide a best-in-class recreational customer experience.

LEADERSHIP COMPETENCIES AND RESPONSIBILITIES

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 Surface sales, ASHL, Youth Leagues and Camps with specific annual targets
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, along with the Director of Sales, identify new customer sales opportunities and implementation strategies leagues, programs and camps growth
Whenever possible or required, provide support to facility Food & Beverage and Sports Store to 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

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, Marketing Cloud marketing initiative, 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

Team Development and Customer Relationship

Ensure consistent delivery of Canlan's products and services to exceed established levels through a variety of ways including regular audits and strict adherence to standard operating procedures
Through a variety of methods including facilitating regular departmental meetings, communicate goals, objectives and expectations to department staff and monitor performance against them
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 primary ownership of all new customer relationships at facility level for the purpose of revenue maximization and long term business sustainability
Provide direction for the execution of in-house tournament initiatives
Influencing through Developing others and Managing Resources and Conflict
Provides strong, effective day to day direction, leadership and management to the Sales Coordinator
Provides strong, effective day to day direction, leadership and management to the Sales Coordinator.
Fosters an environment that encourages full contribution to the overall company objectives
Effectively recruit, select and hire team members as required
Stimulates, motivates, guides and directs staff to maximize their contribution to the operation of the facility and overall customer service
Conduct team performance reviews in-line with policy, and establishing effective, measurable goals and objectives for each staff member
Provide positive feedback and recognition for solid performance and implement corrective action, using Performance Improvement Plans, and documents as required
Ensure effective communication and working relationships with all stakeholders and resolve conflicts between stakeholders when required
Follow and ensure all team members adhere to
Canlan's policies, standard operating procedures, best practices and reporting systems
Job expectations as detailed in their Job Descriptions

Business Goals, Ongoing Planning and Work Management

Ensure that department priorities are aligned to and that the full team supports
The Canlan Mission, Vision and Culture Statements
The Customer Service Charter
Corporate priorities
Lead the creation of the annual surface plan in partnership with internal stakeholders maximizing all opportunities such as 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
On a consultative basis provide feedback and assistance to our League & Program departments, all Sales Associates, including but not limited to, food & beverage (on a collaborative basis), sports store (on a collaborative basis) and soccer (where applicable) to ensure facility goals are achieved
Support Senior Management in developing and implementing the overall strategic plan

Manage Financial Accountability and Administrative Requirements

Manage month end reporting procedures by reviewing monthly financial statements against the Annual Operating Plan and internal records, identifying variances and recommending corrective actions
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
Manage the accounts receivable process as it relates to the surface sales side of the business

OPERATIONAL RESPONSIBILITIES

Safety

Enforce Health and Safety Standards with team members to ensure a safe working environment and a safe customer environment for the facility as detailed in the Risk Management checklist
Ensure all department staff are trained in emergency response (as relevant to their role) including implementation, location and use of Facility Emergency Plan, Incident Reports, First Aid Kit, Eye Wash Station and Defibrillator
Ensure maintenance and cleanliness of department and escalate any unsafe Health & Safety conditions
Is and ensures team are "WHMIS" and "Workplace Violence" trained before working first shift
Uphold and implement appropriate use Personal Protective Equipment (PPE) when required
Energy & Environmental Management
Ensure consideration for best practices in energy use management and environmental impact are employed in all projects

KEY RELATIONSHIPS

This individual will build strategic relationships with others to advance the success of their facility and the Canlan organisation as a whole.

Sales and Marketing Coordinator
Director of Sales
General Manager
League Manager
Programs Manager
Office Manager
Customer Service Representative
Departmental Corporate Managers
Canlan Classic Tournament Team
Minor Sport organizations in the catchment area
Schools (primary, secondary, post-secondary, private) within the catchment area
Social Services organizations within the catchment area
Businesses within the catchment area
Chamber of Commerce

QUALIFICATIONS AND EDUCATION

Post-Secondary school diploma or degree in Business, Marketing and/or Recreation

ABILITIES, ATTRIBUTES AND EXPERIENCE

5 years minimum of previous sales experience, ideally with a minimum of 3 years of those years being within a sports and/or recreational environment
Strong sales, marketing and customer service skills
Solid closing skills in a sales environment
Excellent organizational and time management skills
Excellent communication and listening skills to provide solutions
Strong demonstrated presentation ability, both written and verbal
Strong follow-up skills and an ability to deal with tact, diplomacy and confidentiality
Solid team management skills including delegation, performance management, coaching and training
Working knowledge of MS Office Suite and Database Management
Ability to work independently and in a team environment

If you would like to learn more and become part of Canlan’s team, please apply online.