Description
Posting Date:
Posting Number: 65564
Work Location Type: Hybrid
Job Code: 1647
Location: Montreal Hub
Reports to: Manager Sales Vertical
It’s not a package. It’s a promise®.
As Canada’s leading integrated freight, package, and logistics provider, we’ve been helping promises get where they need to be for more than 60 years. How does the magic happen? The journey starts with you. The places we go, the elements we brave, the promises we deliver - it’s all possible because of our people. So, whether you’re looking to build new skills, make an impact in your community, or inspire your team, we go there for you.
Description
We are looking for a growth-oriented sales representative to join our Strategic Sales-B2B team. This Strategic Account Executive will be accountable for achieving assigned Vertical based sales targets on a quarterly and annual basis by maximizing the Company revenues to prospective and existing clients.
The Senior Account Executive is responsible for the prospecting, sales process, and closing new contracts with Industrial vertical companies utilizing our array of services to, from, and within Canada.
The focus for this position will be to develop new business opportunities within the Industrial sector and serving as the primary point of contact for the client portfolio, ensuring all contacts’ needs are addressed in a timely fashion and that consistent business reviews are maintained on a regular schedule. This National level role will focus on establishing a target client list with multi-million-dollar revenue potential of transportation services.
Responsibilities
The ideal candidate will have documented Industrial sector sales responsibility with a proven track record of executing sales process and new business generation within formal purchasing, negotiation, and contracting structures.
- Offer subject matter expertise and thought leadership to internal and external customer:
- Consult with clients based on situation fluency to position Purolator such that our solutions deliver high customer value.
- Mentor and coach peers while ensuring shared best practices within the vertical.
- Act as the first escalation point of contact to handle the complexity involved in the accounts in a timely manner to meet the customer’s needs.
- Collaborate with various internal cross-functional groups as needed to support prospective and current customers.
- Manage complexities across multiple teams and locations.
- Organize quotes/bids, RFI/RFPs according to Purolator process and standards.
- Continuously identify and drive opportunities for improvements within the team, utilizing lean principles and methodology.
- Active engagement and participation in training (e.g. Product and Skills training).
New Customer Acquisition:
- Achieve assigned sales quota which includes higher revenue/growth targets by self-generating leads, pursuing assigned leads, and attending industry trade shows/conferences to accumulate leads to initiate new business opportunities.
- Ability to prospect new business using sales methodology such as Strategic Account Selling or Solution Selling.
- Ability to successfully sell products at a premium.
- Strong negotiation skills; high level of leadership influence.
General:
- Collaborate with internal functions such as Commercial, District and Network Operations, IT to support prospective and current customers.
- Achieve weekly sales metrics (i.e., targeted meetings completed, solution/pricing requests for new opportunities).
- Keep thorough records and makes reports on all phases of activities, to include CRM, for accurate forecast of opportunities within the pipeline.
- Create and implement market analysis to identify new business opportunities and increase market share through lead referrals.
- Increase Purolator’s presence within the market through industry organization participation and special event venues.
- Develop proficiency in Purolator sales tools (e.g. Salesforce, LinkedIn, Hoovers, Sales Navigator, Microsoft Teams, etc.).
- Develop proficiency in Purolator internal systems (e.g. Concur travel and expense mgmt., Motus Car Allowance Program, Success Factors, etc.).
- Overnight Travel up to 25% (current restrictions to travel are in effect).
- Travel throughout North America to customer and external partner locations, as needed.
- Travel to our Corporate HQ in Mississauga, Ontario Canada.
- Carry out other duties as appropriate and as assigned by his/her manager.
- 7+ years of industrial or commercial sales experience (or equivalent).
- 3+ years successful transportation/freight forwarding sales experience.
- 3+ years closing business on larger, $1 million+ annual rev size accounts.
- Experience utilizing a CRM system, salesforce.com preferred.
- Prior experience in a National or Regional level role, preferred.
- Canada Customs Brokerage sales experience is preferred.
- Proven record of expanding sales region and successful account management skills.
- Demonstrated consistency of above average performance in current position in last 2 performance reviews.
- Track record and ability to build strong customer relationships.
- Strong presentation skills.
- Strong sales skills and proven success in closing new business opportunities.
- Attention to detail and strong analytical ability.
- Curious, enthusiastic, passionate, persistent, and confident approach.
- Knowledge of sales process.
- Demonstrated ability to sell solutions/unique concepts to all levels.
- Demonstrated ability to think more broadly about supply chain solutions; consultative.
- Ability to travel as needed including driving to various work and/or customer locations, domestic travel, and possible international travel.
- Bilingual English/French is a major Asset.
POSTING DETAILS
Location: 565 - Montréal Hub
Working Conditions: Office Environment
Posting Number: 65564
Reports to: Manager Sales Vertical
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Purolator is an equal opportunity employer committed to diversity and inclusion. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, Aboriginal/Indigenous status, or any other factors considered discriminatory. If you require an accommodation during the recruitment process, we will work with you to meet your needs.
We recognize that our employees and their families are key stakeholders. We will only be successful as a business if we provide our employees with a safe and healthy workplace, and we have the right people in the right roles with the support they need to succeed. We hire for attitude and train for skills. To learn more about us and our values, go to www.purolator.com.
At Purolator, every day is an opportunity for our employees to connect with one another and with our customers to help make a positive impact in the communities where we live, work and play.
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