Director, Sales Operations (Corporate)

Director, Sales Operations (Corporate)
Компания: Atlantic Packaging Products Ltd.
Город: Scarborough
**“Join us in** **building Careers and shaping Experiences Beyond the Box”**
**About Us**
At Atlantic Packaging, every box tells a story and yours begins here. As a proudly Canadian-owned company with over 80 years of excellence in the corrugated packaging industry with operations within North America (Ontario, Quebec and United States), we’re committed to sustainability, customer excellence and community impact. Since 1945, we’ve supported local jobs and built a legacy of trust with our clients and team members. At Atlantic, your ideas matter, your growth is supported and your work makes a real impact.
**The Opportunity**
The **Director, Sales Operations** is responsible for owning, standardizing, and continuously improving the commercial operating system across the organization. This is a corporate role working in collaboration with all sales regions in the Atlantic Packaging network (Ontario, Quebec, USA).
This role does not own sales targets nor manage sales teams directly. Instead, it enables Sales Leadership and P&L owners to execute consistently by providing clear processes, disciplined governance, and effective tools.
The role addresses recurring structural issues in sales execution (contracts, risk exposure, forecast visibility, onboarding effectiveness, and CRM adoption) and brings process excellence to an area historically driven by individual experience rather than system discipline. Sales Operations builds the system so Sales / Marketing / Legal / Finance / CX work together efficiently.
The corporate Customer Experience function will report into the Director, Sales Operations, which expect will increase the probability that customer feedback results in retention, growth, and operational improvement.
**Success Factors in the Role**
Success in this role will be judged on system outcomes, not activity.
* Sales execution becomes repeatable
* Fewer deal-specific workarounds; consistent deal flow through the same stages and approvals.
* Sales leaders use the tools willingly
* Salesforce is used because it makes running the business easier, not because it’s mandated.
* Commercial risks are visible before decisions (with a disciplined reduction process)
* P&L owners can see contract duration mix, terms exposure, and liability accumulation before approving deals.
* Fewer “surprises”
* Fewer last-minute escalations due to undocumented terms, unclear approvals, or cross‑region inconsistencies.
* Improved funnel credibility
* Forecast discussions are grounded in a shared, disciplined view of the pipeline.
* CX feedback loop is integrated into the sales process which will result in better CX scores across the businesses
**What You’ll Do**
This role sets standards and runs governance. Sales Leadership owns execution. Finance/Credit/Legal co-own approval rules and risk thresholds.
* Sales Operating Model & Governance
* Own and maintain the front-end sales operating model, including:
* Contract approval workflows and limits of authority (with Legal).
* Clear rules when customers operate across regions.
* Partner with Legal, Finance, and Credit to make risk explicit and decision-ready.
* Ensure P&L leaders have visibility before commitments are made, not after.
* Salesforce Ownership
* Act as business owner of Salesforce (process design, usage standards, reporting logic).
* Drive adoption by defining how and why Salesforce is used:
* Funnel structure aligned with business needs (product mix, seasonality, capacity).
* Standard dashboards for P&L owners and Sales Leadership.
* Reduce “system noise” so the tool supports decisions, not administration.
* Funnel Management & Sales Planning
* Define and enforce consistent funnel management practices.
* Provide forward-looking visibility on revenue concentration by:
* Factory
* Asset type
* Industry
* Salesperson
* Other cuts as needed
* Enable proactive capacity and production discussions (vs. reactive firefighting).
* Drive development of sales plans that can be handed off for execution.
* Enable consolidation of this data for the Group.
* Contract, Terms & Risk Tracking
* Implement standardized reporting on:
* Contract tenure mix (no contract, quarterly, annual, etc.).
* Payment terms exposure.
* Aggregate liability commitments.
* Make commercial risk measured, visible, and discussable (not implicit or anecdotal).
* Sales Training / Motivation / Sales incentive management
* Design and institutionalize a formal sales onboarding and training framework.
* Develop role-specific training (e.g., Salesforce usage, contract basics).
* Build a repeatable cadence for sales meetings to drive consistent themes and execution.
* Administer the sales incentive program, including consistent publishing of performance vs. targets.
* Manage corporate CX program
**What You Bring**
* Strong background in Sales Operations, Commercial Excellence, or Revenue Enablement.
* Must be fluent in both French/English
* Comfortable influencing senior sales leaders without hierarchical authority.
* Process-oriented, systems thinker with a strong business bias.
* Credible with Finance, Sales, and Operations alike.
* Required: Bachelor’s degree in Business, Commerce, Finance, Operations, or a related field required.
* 7+ years of experience in progressive experience in Sales Operations, Revenue Operations, Commercial Excellence, or Business Analytics
* Expert in Salesforce, specifically in design, governance and adoption.
**What We Offer**
* Comprehensive health, dental and vision coverage (dependents included)
* Teamwork-focused culture with sustainability initiatives and social events
* A culture of appreciation through a point-based recognition
* Opportunities for advancement and internal movement
* Education assistance for continuous skill development
* Academic scholarships for employees’ children
* Safety equipment and PPE support program
* Retirement savings and wellness initiatives
* Employee Assistance Program (EAP)
**Inclusion and Accessibility**
Atlantic Packaging is committed to fostering an inclusive, accessible and respectful environment for all candidates. If you require accommodation during the hiring process, please contact our Talent Acquisition team—we’re here to support you.
We sincerely thank all applicants for their interest in joining Atlantic Packaging. While we appreciate the time and effort invested, only those selected for an interview will be contacted.
**Please Note**
Candidates who are 18 years or older are required to complete a criminal and background check. Details will be provided through the application process.
**Sommaire du rôle**
Le/La Directeur(trice), opérations commerciales corporatives est responsable de définir, standardiser et améliorer en continu le système d’exploitation commercial de l’organisation. Il s’agit d’un rôle corporatif qui travaille en collaboration avec toutes les régions de ventes du réseau Atlantic Packaging, incluant l’Ontario, le Québec et les États-Unis.
Ce rôle n’est pas propriétaire des objectifs de ventes et ne gère pas directement les équipes de ventes. Son rôle est plutôt de permettre aux leaders des ventes et aux responsables P&L d’exécuter de façon constante, en mettant en place des processus clairs, une gouvernance disciplinée et des outils efficaces.
Le rôle adresse des enjeux structurels récurrents dans l’exécution commerciale, notamment les contrats, l’exposition aux risques, la visibilité sur le funnel, l’efficacité de l’intégration des nouveaux employés et l’adoption de Salesforce. Il amène de la rigueur de processus dans une fonction qui a historiquement reposé davantage sur l’expérience individuelle que sur une discipline institutionnelle. Les opérations commerciales corporatives bâtissent le système pour permettre aux Ventes / Marketing / Légal / Finances / CX de travailler ensemble efficacement.
La fonction corporative d’expérience client relèvera du/de la Direc