Director of Sales, Risk Management Solutions
305 Industrial Pkwy S Aurora, ON
As a result of our client' s industry reputation, recent success and rapid growth, they are now looking to build a professional sales organization to meet the needs of their customers and increased market demand throughout North America.
This newly created position, while offering an extremely competitive On Target Earnings (OTE) compensation package, is designed to attract the experienced consultative sales executive having been successful in selling complex technical or software-based solutions, preferably in the Pipeline Marketplace
Reporting to the VP Engineering and Risk Management Solutions
Articulate, the features, benefits and value of the full solution suite to prospective clients and industry influencers.
Demonstrate a strong understanding of the North American Pipeline marketplace, pipeline risk management, industry trends and current/future regulatory and legislative requirements.
Exercise strong sales process, discipline and acumen.
Develop strategic account plans to meet and exceed sales targets.
Develop strategic and tactical plans for each prospective account identifying gaps and opportunities to win the business.
Plan prospective meeting agendas in alignment with strategic and tactical plans.
Build consultative relationships at various levels within prospective organizations and offer strategic advice were required.
Build and manage an effective sales funnel within the CRM (Salesforce) and work the pipeline with forecasting consistency and accuracy.
Adhere to sales metrics utilizing CRM reporting tools, templates and disciplines.
Represent at industry events (association meetings, tradeshows, conferences, etc.) and proactively registering and leading JANA participation.
Marshall internal resources, where required to win the business, including technical demos, executive level meetings, product support, RFP responses, Proof of Concepts, Statement of Work preparation, etc.
Deliver Proposal and Statement of Work presentations including Contract Negotiations.
Ownership and oversight of RFP responses and information requests including adherence to time lines, guidelines, quality and relevance of content and opportunity.
Maintain a high level of customer satisfaction through both direct client interaction and internal departmental client interaction.
Develop market awareness - as a evangelist, consistently work to educate and change prospective customer mindsets, including industry influencers, towards viewing as a key thought and solution leader in pipeline risk management.
Report relevant market information on competitors, customers and market trends.
Skills, Attributes & Characteristics
Performance Driven and Accountable: High performance standards and outperforms peers.
Empathy: Genuinely understand the needs of the customer, demonstrate an awareness to help the customer “ Win” while managing and aligning the “ Win”.
Fast/Agile: Removes barriers to move faster, experiments and adapts, thrives under pressure and is fast paced.
Must establish credibility, capability and have the vernacular to clearly articulate the unique value that provides to customers in terms that resonate
Acts like an owner: Delivers results, creating value for our brand, our business, our customers and key stakeholders.
Speaking/Presenting: Clearly articulates ideas, opinions and information in technical presentations/speeches so that the intended purpose is achieved.
Collaboration: Works effectively with others to achieve positive results.
Creative Thinking: Generates innovative, out-of-the-box approaches and improved solutions.
Prioritization: Organize resources and work load to efficiently achieve time sensitive sales goals.
Undergraduate or Post-Graduate Degree, preferably in a STEM (Science, Technology, Engineering and Math) related field or Business/Management.
5-10 years National/Global sales experience – selling technical or software-based solutions, at the senior level, to Fortune 1000 companies in North America.
Experience in the Pipeline Marketplace would be preferable.
Proficient computer skills including MS Office and Salesforce.
Willingness to travel 50% of the time within North America.