Head of Revenue, Sales and Partnerships

The Lazy Gourmet | Vancouver, BC Catering, Venues & Events – Western Canada

Position Summary

The Head of Revenue, Sales & Partnerships is the senior commercial leader responsible for the overall Lazy Gourmet) LG) sales function and revenue growth strategy, with accountability for sales performance, business development, strategic partnerships and the leadership and development of the LG sales team.

The Head will strengthen the core catering business, grow existing accounts, develop new revenue opportunities and expand LG’s presence across corporate, social, institutional, community and special-event markets in Vancouver.

Working closely with Operations, Culinary and other functional leaders, the Head will ensure opportunities are commercially sound, operationally executable and aligned with profitability and client experience expectations.

The role may also support broader Restaurant Associates (RA) and Catering, Venues & Events (CVE) growth priorities across Western Canada, including strategic partnerships, venue relationships, major event opportunities, and cross-market business development.

Sales Leadership & Revenue Strategy

• Develop and execute the annual sales and revenue strategy aligned with budget, growth and profitability objectives.
• Own the sales pipeline, forecasting process and performance against established revenue targets.
• Lead, coach and develop the Lazy Gourmet sales team, establishing clear goals, accountabilities and performance expectations.
• Create a high-performing, collaborative sales culture focused on growth, responsiveness, accountability and strong client relationships.
• Establish strong sales disciplines across prospecting, qualification, conversion, pipeline management and account development.
• Apply the Compass Sales Process and other established sales-management practices to strengthen sales effectiveness and conversion.
• Translate business objectives into sales strategies, team targets, KPIs and actionable growth plans.
• Drive growth within existing accounts through proactive account development, upselling and cross-selling.

Business Development & Strategic Partnerships

• Build and execute a proactive business development strategy that creates sustainable new revenue streams.
• Develop new corporate, social, institutional, community and event business.
• Build relationships with key business, hospitality, event and community stakeholders to generate leads, partnerships and revenue opportunities.
• Develop strategic partnerships with venues, event organizers, planners, agencies, hospitality partners and other organizations.
• Pursue preferred and exclusive catering relationships, venue partnerships, referral channels and major event opportunities.
• Represent LG and CVE within relevant business, hospitality and event networks.
• Leverage Compass Group and CVE relationships and capabilities to identify and develop new opportunities.

Client Experience & Account Growth

• Establish strong client relationship and feedback practices to support retention, account growth and continuous improvement.
• Ensure effective sales-to-operations handoffs, with clear alignment between client commitments and operational delivery.
• Work with Operations and Culinary to ensure proposed solutions meet client expectations while remaining operationally executable and financially responsible.
• Identify opportunities to deepen client relationships through additional services, upselling, cross-selling and broader CVE capabilities.
• Use client feedback and performance measures to identify opportunities to improve the sales and client experience.

Sales Enablement & Market Positioning

• Partner with Marketing and other Compass resources to strengthen LG’s market presence and support business development priorities.
• Ensure proposals, presentations and sales materials clearly communicate LG’s value proposition and differentiate the business in the marketplace.
• Support the development of compelling service solutions tailored to client needs and commercial objectives.
• Use CRM systems, market information, sales reporting and performance data to guide decisions, improve conversion and strengthen forecast accuracy.

Cross-Functional & CVE Collaboration

• Partner closely with Operations and Culinary to ensure pricing, proposals and service solutions balance client expectations with operational capability and financial objectives.
• Collaborate with Compass sales leadership and other functional resources on major initiatives, RFPs and enterprise-level opportunities.
• Work with sales and business leaders across CVE to identify cross-business, venue, hotel and multi-market growth opportunities.
• Support broader CVE Western Canada sales and partnership priorities as required.
• Promote clear communication and accountability between Sales and Operations from opportunity development through execution and post-event/client follow-up.

Key Deliverables

• Achievement of revenue and profitability targets.
• A healthy, measurable sales pipeline supported by disciplined forecasting, qualification and conversion activity.
• Growth in new business and existing accounts.
• Development of strategic venue, event and referral partnerships that generate sustainable revenue.
• A capable, accountable and high-performing sales team.
• Strong client retention, account development and relationship management.
• Effective Sales–Operations collaboration and handoffs from opportunity development through execution.
• Increased market presence and a strong pipeline of future growth opportunities.

Experience & Qualifications

• Minimum 3–5 years of progressive sales leadership experience, with demonstrated success building teams and delivering revenue growth.
• Proven ability to recruit, coach and develop sales professionals, creating a collaborative culture with clear expectations and accountability.
• Strong application of sound sales management techniques, including territory and account planning, opportunity qualification, pipeline reviews, coaching and performance management.
• Demonstrated success translating business objectives into sales strategies, team targets, KPIs and actionable growth plans.
• Proven track record of leading teams to acquire new clients, grow existing accounts and develop strategic partnerships.
• Strong commercial and financial acumen, including pricing, margins, budgeting, forecasting and profitable revenue growth.
• Strong consultative selling skills with the ability to understand client needs and translate them into compelling and executable service solutions.
• Experience using CRM systems, sales reporting and performance data to guide decisions, improve conversion and strengthen forecast accuracy.
• Strong relationship-building, communication, presentation and negotiation skills.
• Ability to collaborate effectively across Sales, Operations, Culinary, Marketing and other functional teams.
• Strategic and entrepreneurial mindset with the ability to identify opportunities and turn them into executable growth plans.
• Strong organizational skills and the ability to manage multiple priorities while maintaining focus on team performance and business results.
• Experience in catering, venues, events, hospitality or other service-based businesses is an asset.
• Established relationships or a strong professional network within the Vancouver marketplace is an asset.
• Post-secondary education in Business, Sales, Marketing or a related discipline is preferred, or an equivalent combination of education and relevant experience.
• Ability to travel within Western Canada periodically to support clients, partnerships and CVE business opportunities.