Director, Corporate Commercial Operations

Reporting to the President, Mitchel Lincoln/SVP Quebec Atlantic Packaging, the Director, Sales Operations (Corporate) 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.

Success Factors in the Role

Success in this role will be judged on system outcomes, not activity.

1. Sales execution becomes repeatable
   • Fewer deal-specific workarounds; consistent deal flow through the same stages and approvals.
2. Sales leaders use the tools willingly
   • Salesforce is used because it makes running the business easier, not because it’s mandated.
3. 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.
4. Fewer “surprises”
   • Fewer last-minute escalations due to undocumented terms, unclear approvals, or cross‑region inconsistencies.
5. Improved funnel credibility
   • Forecast discussions are grounded in a shared, disciplined view of the pipeline.
6. CX feedback loop is integrated into the sales process which will result in better CX scores across the businesses

This role sets standards and runs governance. Sales Leadership owns execution. Finance/Credit/Legal co-own approval rules and risk thresholds.

1. 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.

2. 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.

3. 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.

4. 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).

5. Sales Training / Motivation / Other

• 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.
• Any other tasks, as requested by his/her manager

The successful candidate must be bilingual (French and English), as they will be required to communicate with employees at the head office located in Ontario.

Contact: hakima.elboukhari@mitchellincoln.ca