Senior Account Executive at Purolator Inc.

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

This role requires a strategic and consultative sales approach, where internal and external cross-functional stakeholder collaboration is necessary to deliver comprehensive solutions. Incumbents will leverage in-depth industry and product expertise, business acumen and Customer Relationship Management (CRM) proficiency to independently and proactively generate opportunities to achieve growth, retention and yield revenue targets, with a high level of care and consistency.

Responsibilities

• Independently negotiate complex contracts and strategic multi-year renewals for customers that involve a variety and combination of products.
• Achieve assigned sales quota which includes both growth, retention and yield targets through Share of Wallet (SOW) growth and Net New logo acquisition activity. market-specific research, understanding industry trends to enable growth, and cross-functional internal collaboration to support client requirements.
• Manage client and prospects ranging from $150k-5M in addressable annualized transportation spend.
• Actively strategize to meet retention targets for their book of business.
• Train and mentor new and existing sales associates.
• Sell all lines of business and collaborate with other departments to expand business such as Freight, Purolator International and Logistics.
• Manage sales pipeline through SFDC to achieve quarterly targets.
• Apply account management and development efforts including, tracking customer account performance metrics, vertical and market specific research and understanding industry trends to enable growth, and cross-functional internal collaboration to support client requirements.
• Proactively synthesize multiple data points weekly to assess overall territory health and act on an ongoing basis to address customer risk and offset possible decline.
• Conduct Monthly/Quarterly Business Reviews (QBR’s)with all customers and create joint development plans to address growth opportunities, escalation resolution and industry trend analysis.
• Use predictive analytics to accurately forecast business opportunities for financial planning, resource planning and operational planning purposes.
• Accountable for driving the full sales cycle. Engage and strategize with internal partners to determine their needs, provide the value proposition via online demo. Utilize consultative selling methodologies to manage client objections and engage in professional negotiations
  
  

Additional Responsibilities

• Participate in customer-generated RFI, RFQ and RFP’s and spot opportunities while ensuring all RFQ opportunities follow the Tender Management process including timely pre-RFQ strategy and alignment with business.
• Identify new areas for revenue growth principles; leveraging business solutions for growth.
• Periodically assume supervisory responsibilities.
• Perform insightful, detailed data-driven reviews with internal teams to identify opportunities and discuss risks.
• Jointly work with the multiple levels of the customer’s organization to understand and document their business and facility goals and how success is measured.
  
  

Qualifications

• University Degree in Business/Commerce, Marketing or Business Administration or an equivalent combination of education and related experience.
• Solution selling certification and a minimum of 2 years demonstrated proficiency in Solution Selling.
• Demonstrated Salesforce.com proficiency.
• Minimum 5 years successfully achieving sales targets in B-to-B experience.
• Minimum 2 years within Purolator Field Sales or similar transportation sales.
• Minimum 2 years successful management of a territory consisting of assigned clients OR History of 100%+ territory plan attainment in assigned territory.
  
  

POSTING DETAILS

Location: 565 - Montréal Hub

Working Conditions: Office Environment

Reports to: Manager Sales Government

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.

At Purolator, we are committed to ensuring our recruitment process is fully compliant with Canadian law. As part of the first round of pre-screening, the application process may involve the integration of human oversight with an automated AI solution (“AI Tool”) to assist in evaluating candidate qualifications for the position for which they are applying. This AI Tool assists in automating certain stages, such as resume screening and skills assessments, and helps expedite getting to the initial communication stage with candidates. Any personal information shared with Purolator will be used strictly for the purposes of these job applications in compliance with applicable privacy law. If you have any questions about the process, please contact: [email protected]

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.