Director, commercial sales

As the Director, Commercial Sales, you will lead Reliance's national commercial sales strategy, driving revenue growth, market share expansion, and customer acquisition across all markets in which Reliance operates.

In this highly visible leadership role, you will be responsible for building and executing strategies that accelerate commercial growth, strengthen Reliance's position in the marketplace, and deliver exceptional customer outcomes. You will play a critical role in shaping Reliance's commercial sales strategy, identifying new market opportunities, developing top talent, and fostering a culture of accountability, collaboration, and continuous improvement.

Reporting to the Vice President, Sales, you will lead a high-performing team of sales professionals focused on acquiring new customers, expanding strategic relationships, and delivering sustainable, profitable growth.

Sales Leadership

• Lead the development and execution of Reliance's national commercial sales growth strategy.
• Drive new business development and customer acquisition across all markets and commercial segments.
• Accelerate new logo growth through targeted prospecting, strategic sales planning, and effective market penetration strategies.
• Develop and maintain executive-level relationships with key customers, partners, and industry stakeholders.
• Analyze market trends, customer needs, and competitive activity to identify growth opportunities and enhance market positioning.
• Own business performance, including revenue growth, market share expansion, profitability, forecasting accuracy, and achievement of key performance indicators.
• Identify barriers to growth and lead continuous improvement initiatives that enhance sales effectiveness and customer outcomes.
• Lead, coach, develop, and inspire a high-performing national sales team that consistently exceeds business objectives.
• Recruit, retain, and develop top sales talent while building strong leadership capability across the organization.
• Establish disciplined sales management practices, including pipeline reviews, account planning, opportunity strategy sessions, forecasting, and performance management.
• Champion Reliance's six-step sales methodology (Prospect, Qualify, Align, Propose, Negotiate, Close) and ensure consistent execution across the organization.
• Drive CRM excellence by ensuring accurate reporting, pipeline visibility, sales forecasting, and opportunity management.
• Foster a culture of collaboration, accountability, transparency, and customer-centric decision-making.
• Partner with stakeholders across Operations, Marketing, Finance, Customer Experience, and other functional teams to align commercial strategies with broader business objectives.
• Provide regular business updates, strategic insights, and performance reporting to senior leadership.
• Lead strategic initiatives and special projects that support business growth and organizational priorities.

Commercial Excellence

• Drive adoption of best-in-class sales processes and disciplines to improve efficiency, customer engagement, and business results.
• Monitor sales performance metrics and identify trends, opportunities, and areas requiring intervention.
• Leverage data, analytics, and market intelligence to support strategic decision-making.
• Ensure accurate forecasting and reporting processes that support effective business planning.
• Support the development of commercial programs, pricing strategies, and go-to-market initiatives that drive growth and profitability.
• Collaborate with cross-functional teams to continuously improve processes and enhance the customer experience.
• Contribute to annual planning, budgeting, target setting, and long-term growth planning activities.

What Success Looks Like

In this role, you will:

• Deliver sustained revenue growth while increasing Reliance's market share across Canada.
• Consistently exceed annual sales, profitability, and customer acquisition targets.
• Expand Reliance's commercial customer base through successful new logo acquisition.
• Build and develop a high-performing sales organization with strong leadership capability.
• Strengthen customer relationships and position Reliance as a preferred commercial services partner.
• Create scalable sales processes and disciplines that support long-term business success.

Skills, Experience & Qualifications

• 10+ years of progressive B2B sales experience, including leadership accountability for revenue growth and business development.
• 5+ years of experience leading high-performing sales teams in a complex, multi-market environment.
• Experience selling to and managing relationships with commercial property managers, developers, building owners, facility operators, or related stakeholders.
• Experience within commercial HVAC, building services, facilities management, energy services, mechanical contracting, home services, or a related industry is strongly preferred.
• Proven success developing and executing sales strategies that drive sustainable revenue growth and market share gains.
• Demonstrated success acquiring net-new customers and expanding strategic client relationships.
• Strong business acumen and experience managing forecasts, budgets, and performance metrics.
• Demonstrated command of sales management disciplines, including pipeline management, forecasting, account planning, business reviews, and opportunity strategy development.
• Superior critical thinking, problem-solving, and decision-making capabilities.
• Executive-level communication, presentation, negotiation, and influencing skills.
• Proven ability to coach, mentor, and develop individuals and teams in a fast-paced and evolving business environment.
• Strong collaboration and stakeholder management skills with the ability to influence across all levels of an organization.
• Bachelor's degree, college diploma, or an equivalent combination of education and experience.

Preferred Qualifications

• Industry knowledge and experience within commercial HVAC, mechanical services, building solutions, or related technical service industries.
• Experience leading geographically dispersed sales teams across multiple markets.

Why Reliance?

As a leader in home services and energy-efficient solutions for over 60 years, Reliance Home Comfort® is committed to being the Destination of Choice by delivering exceptional experiences for customers seeking comfort and team members seeking a rewarding, inclusive workplace.

With over 2 million customer relationships, Reliance is one of Canada's largest providers of water heaters, furnaces, heat pumps, air conditioners, water purification, plumbing, protection plans, smart home solutions, electrical services, and EV chargers.

Headquartered in Toronto, Reliance employs more than 2,700 Team Members across 28 branches in Canada and four locations in the United States. Reliance has been certified as a Great Place to Work® and has been recognized as one of Canada's Most Admired Corporate Cultures for eight consecutive years. We remain focused on sustainability, workplace safety, diversity, inclusion, and responsible governance.

This posting is for an existing vacancy.

We use AI-enabled tools to support parts of our selection process; however, every hiring decision is reviewed and finalized by our people.

Reliance Home Comfort is an equal opportunity employer committed to fostering a diverse, inclusive, and accessible workplace. We welcome applications from qualified individuals of all backgrounds. Accommodations are available upon request for candidates participating in all aspects of the recruitment and selection process.

For more information, please visit www.reliancehomecomfort.com.