Director, Key Account Sales, GTA

About Element Event Solutions
Element Event Solutions, is Canada’s premier provider of tent and event services, orchestrating over 30,000 memorable events annually in partnership with top venues, caterers, planners, corporate partners, and private hosts. Established in 1911 as Chair-man Mills, our company has grown through a legacy of excellence with renowned brands.
Driven by our mission to craft engaging spaces that foster remarkable experiences and connections, we provide the infrastructure essential for Canadians to unite through social, corporate, philanthropic, and community gatherings. Proudly Canadian-owned and operated, we are committed to family values and investing in our local communities.

Position Summary

Reporting to the Senior Commercial Director, Ontario Rentals, this role is responsible for leading and developing the Senior Account Management team and driving revenue growth across Element's largest existing client accounts.

The primary focus of this role is to maximize the commercial potential of the team's portfolio through strong people leadership, strategic account planning, proactive client development and increased share of wallet. The Director will provide day-to-day coaching and support to Senior Account Managers, establish clear performance expectations and ensure opportunities to grow and strengthen key client relationships are consistently identified and pursued.

In addition to leading the Senior Account Management function, the Director will partner closely with the Senior Commercial Director to support the execution of GTA commercial priorities, sales initiatives and broader regional growth objectives.

Key Responsibilities

Senior Account Management & Growth

• Lead, coach and develop the Senior Account Management team, providing day-to-day guidance, support and accountability for individual and team performance.
• Drive revenue growth and increased share of wallet across Element's largest existing client accounts.
• Partner with Senior Account Managers to develop and execute strategic account plans, identifying opportunities to expand client relationships, increase purchasing and grow penetration across rentals, furniture and drapery.
• Monitor account performance, purchasing trends and growth opportunities, ensuring clear action plans are in place to achieve revenue targets and address underperformance.
• Support Senior Account Managers with complex client situations, strategic negotiations, pricing decisions and relationship escalations.
• Lead the negotiation and renewal of contracts, Master Services Agreements (MSAs) and other commercial agreements for key accounts within the Senior Account Management portfolio, partnering with the Senior Commercial Director on significant negotiations, complex terms and strategic commercial decisions.
• Ensure agreements support long-term client relationships, account growth and Element's commercial objectives, with appropriate consideration for pricing, margins and operational requirements.
• Strengthen the team's capabilities in consultative selling, account development, cross-selling and commercial decision-making.
• Champion client retention and relationship development, ensuring Element continues to strengthen its position as a preferred partner for its most valuable accounts.

GTA Commercial Strategy & Execution

• Partner with the Senior Commercial Director to support the execution of GTA commercial plans, strategic priorities and regional growth initiatives.
• Translate broader commercial objectives into actionable sales initiatives, working with the appropriate teams to drive execution and results.
• Provide insights and recommendations on account performance, revenue trends, growth opportunities and commercial risks to inform decision-making.
• Contribute to sales forecasting, performance reporting and regular commercial reviews, ensuring visibility into progress against targets and priorities.
• Support the implementation of sales effectiveness initiatives, processes and best practices that strengthen overall regional performance.

Cross-Functional Collaboration & Account Growth

• Build strong working relationships with Operations, Marketing, Finance and Product Team’s to support account growth, client retention and effective service delivery.
• Identify cross-selling opportunities for key accounts across Element's broader business, including Element Tents, and East/West markets, working with the appropriate teams to develop opportunities and support execution.
• Collaborate with other sales leaders to coordinate account strategies, share client insights and maximize opportunities across product categories and markets.
• Champion consistent account planning, and opportunity tracking to improve visibility, accountability and execution.
• Identify opportunities to improve sales processes and share best practices across the broader sales organization.

Requirements & Qualifications

• Demonstrated experience leading, coaching and developing sales professionals
• 8–10+ years of progressive sales and account management experience, including responsibility for large or complex client relationships
• Proven track record of growing existing accounts, increasing share of wallet and achieving revenue targets
• Strong commercial acumen, including account planning, forecasting, pricing, contract negotiations and commercial decision-making
• Strong analytical, communication, relationship management and problem-solving skills
• Ability to translate commercial priorities and performance insights into actionable plans and measurable results
• Highly organized and results-oriented, with the ability to balance strategic thinking with hands-on team leadership
• Proficiency in CRM platforms, sales reporting tools and Microsoft Office applications
• Experience in event rentals, hospitality, events or a related service industry is preferred
• Post-secondary education in business, sales, marketing, hospitality or a related field is preferred
• Flexibility to attend client meetings and industry events outside regular business hours as required
• Valid Drivers license and access to a vehicle is required