THE “SCOTTY BOWMAN” ROLE (OTE: $135,000 – $145,000+)

Scotty Bowman 3

Early in his career … as coach of the St. Louis Blues, Scotty Bowman imposed a curfew on his team – the night before a game.  Not fond of performing ‘bed-checks’ to make sure the players were back in time … Scotty approached the hotel’s bellhop, handed him ten dollars (remember … this was the 1960’s) … and a hockey stick.

As instructed … as midnight struck … the bellhop took his position by the lobby door and as the tardy players strolled (or stumbled) in, the bellhop asked them to autograph his hockey stick.

The next morning … Scotty brought this very same stick into the change room … and handed out the appropriate punishment.

Mr. Bowman holds the record for the most regular season wins (1,244) and Stanley Cup playoffs (223).
He ranks 2nd ‘all-time’ for most Stanley Cup victories by a player, coach or executive with thirteen!

He is widely recognized as one of the best coaches the NHL has ever seen.

What does this have to do with my role? Nothing really.
That said … if Scotty was available … I’d headhunt him for this role … but he’s not … so here’s your chance.

POSITION:                          DIRECTOR, SALES
REPORTS:                           3 HUNTERS + 4 FARMERS = 7


My client is looking for a ‘really smart’ Sales Leader to join them at their table.
The Director of Sales is responsible for actively managing the performance of the Ontario sales team.
The company’s clientele consists of primary care physicians … but my client isn’t necessarily bent on a candidate from the HealthCare space … in fact … they’d prefer a strong B2B Sales Leader.
The team is comprised of ‘hunters who hunt’ and ‘farmers who farm’.
The sales team calls on primary care physicians across Ontario and their products and services help these physicians achieve a wide variety of business related objectives.
The role of the Director is to help the team achieve revenue quota and penetrate their current base.


  • Work closely with Executive Team to bring sophistication to the daily sales efforts of the team
  • Promote a consultative sales approach – driving value for the company and their clients
  • Manage a growing team which is currently comprised of 3 Hunter Sales Reps and 4 Account Managers
  • Develop a successful strategy … supported by training and motivation of the sales team
  • Create weekly and monthly KPIs for the team
  • Retain and grow relationships with physician leaders & clinic owners
  • Promote new programs, products and services to meet annual business objectives
  • Lead negotiations with customers including creating proposals and structuring financial solutions
  • Participate in trade shows and conferences to ensure an effective outreach program


  • 5 – 7 years’ sales management experience
  • Professional sales leadership experience with superb organizational and time management skills
  • Ability to train, evaluate and provide clear direction to sales group on performance improvement
  • A solid work ethic … with a track record of experience translating strategies into actionable tactics
  • Superior communication skills, with a proven ability to forge genuine team and client relationships
  • Strong commitment to client service, and team orientation
  • High-energy with a high sense of urgency, detail oriented and thorough


BASE SALARY: $110,000 – $120,000
MBO BONUS: $25,000
ON-TARGET EARNINGS: $135,000 – $145,000
OTHER: benefits + car allowance

INTERESTED & QUALIFIED?  If so … there are 3 things I need from you;

  1. Please send your resume to Mark Krpan at
  2. Ensure the subject line of your email reads; THE ‘SCOTTY BOWMAN’ ROLE – #25H17-MTCHFBL.
  3. In a BRIEF email … tell me about your experience in a similar Sales Leadership position.



THE ‘NO ARMCHAIR QUARTERBACK’ ROLE – (OTE: $165,000 – $175,000+)

Position Filled Logo

When you boil it down … there are two types of people in this world.
Those who ‘do’ … and those who ‘don’t’.
Whatever the circumstance … ‘do-ers’ find a way to achieve goals … while ‘don’t-ers’ look for excuses.

As you can probably imagine … I’m looking for the former … and definitely not the latter!

My client isn’t looking for an individual who prefers to sit behind their desk and draw game plans for others to deliver upon. While they want a strategic leader, who can establish direction … they also want someone who will then roll up their sleeves … leap into the trenches … and make that plan a reality!

One thing’s for sure … this role promises excitement, challenge and sweet reward for the right individual.


In this role … you will help establish the organization’s strategy with respect to selling into the Automotive Category. You will manage a national sales team and play a key role in client negotiations.  Working with the VP, Sales … you will own sales results for the entire category.  This key business segment represents up to 50% of the national sales team’s focus.



  • Work with Executive Leadership Team to optimize go-to-market strategy for Canada
  • Palin and simple … absolutely ‘own’ the Automotive Category – ‘soup to nuts’!
  • Work with the VP Sales, to establish annual targets for national sales team and ensure they are achieved!
  • Execute quarterly and bi-weekly status calls with Sales team to facilitate achievement of quota
  • Leverage existing relationships from the Industry to generate leads and business partnerships
  • Establish and direct call strategy and execution with Sales Team … across Canada
  • Lead annual and quarterly account planning / status meetings, creating focus and action for Client Services and Sales
  • Establish relationship and personally attend Top 20 client visits in person, over the year
  • Create and execute sales training for national sales team


  • 10 to 15+ years’ sales and sales leadership experience … in a similar role
  • Extensive knowledge and a robust network in the Automotive Category + proven ability to lead business in the category
  • Incredible drive and motivation person and a history of consistently obliterating business goals
  • A strategic thinker who can not only devise plans … but can execute them … flawlessly
  • Excellent sales and account leadership skills … with the ability to close deals and manage them to long term success
  • Able to work in collaboration with Executive Leadership Team and fluidly with the VP, Sales
  • Automotive related + B2B sales experience … including experience dealing with Auto GM’S and Owners
  • Previous experience in Channel Management
  • Travel across Canada … as necessary


BASE SALARY: $90,000 – $100,000
ON-TARGET VARIABLE: $75,000 (uncapped)
ON-TARGET EARNINGS (YEAR 1): $165,000 – $175,000
OTHER: home office + benefits


If you’re qualified for this role … the ball is in your court.
This is what happens next;

1st – Please email your resume to me at;

2nd – Ensure the subject line reads; THE ‘NO ARMCHAIR QUARTERBACK’ ROLE – (28-D-17-HHK).

3rd – I beg you … please, please, please don’t send me a previously prepared, generic email … where you simply change the “Dear Insert Name” portion.

4th – Based on my job description … tell me specifically what makes you a legitimate contender for this role.