Job Introduction
Frequentis Group with headquarters in Vienna is an international supplier of communication and information systems for control centres with safety-critical tasks. Mission-critical control centres around the world keep our planes safe in the sky, our urban and regional trains safe on the railroads, and our ships and boats safe on the seas. Today, any controller working in a mission-critical control centre relies on four sophisticated technologies to do their jobs: voice communications, situational awareness tools, decision assist tools, and a resilient voice and data network underneath it all. Those four basic tools: that's what we do. Worldwide, more than 500 customers in 150 countries with more than 45,000 workstations already trust our know-how and proven experience.
Frequentis Canada is looking for a Sales Executive. Reporting to the VP Canada Sales, the Sales Executive's responsibilities include business area strategic planning, direction and development of existing opportunities and leading new strategic sales initiatives to ensure long term sustainable growth.
The position is based in Gatineau, Quebec, Canada and is open to Canadian Citizens and Canadian Permanent Residents.
Key Competencies
• Drive: Adopts an energetic approach; Works towards goals and willingly tackles demanding tasks; Demonstrates capacity for sustained effort and hard work over long periods of time, even in the face of adversity.
• Industry and Market Awareness: Seeks to anticipate and respond to industry and market changes/challenges by understanding key characteristics, issues and the factors driving them; Aware of competitor's products, services and position; Is rigorous in researching data related to target markets.
• Information Seeking: Consults widely for business or technical advice, probes for facts and obtains information from a wide variety of sources; Differentiates the critical from the irrelevant or trivial.
• Results Orientation: Focuses strongly on achieving agreed upon outcomes and ensures that key objectives are met; Has a reputation for execution and delivery; Conveys a sense of urgency and drives issues to closure; Aims to improve upon past performance; Establishes aggressive personal targets and strives to achieve/exceed them.
Key Tasks
Selling the Frequentis Canada Technology to the World
• Manage partners and resellers. Enable them by preparing material on how to sell and install the product.
• Actively participate in the Partner events organized by Frequentis.
• Efficiently handle each sales opportunity to minimize the development, the engineering and the sales cost associated to maximize our cost offering.
• Proficiency in analyzing and interpreting data from various sources to make data-driven decisions and optimize sales strategy for each opportunity.
• Work in close collaboration with the product Offer Manager to prepare and position the proposals. Selling the Frequentis Group Technology within Canada.
• Sales and sales operations activities, i.e., foster customer base and acquire new customer contacts, secure and grow installed base and acquire new opportunities and projects.
• Assist the VP Sales maintaining alignment with the suite of Frequentis products.
• Apply full life-cycle business development methodologies and tools, including opportunity identification, qualification, positioning, bidding, competitive analysis, price to win, and related activities
• Ongoing customer relationship management of existing customers and partners and the cultivation of new relationships in both international and domestic markets.
• Developing business cases for individual pursuits and broader initiatives.
• Leading capture/proposal management team activities for approved opportunities and overseeing pursuit decisions.
• Providing monthly project updates for management meetings and supporting/organizing strategic planning sessions
• Participating in the development, planning, and implementation of marketing and sales programs such as trade shows, press releases, brochures, data sheets, white papers, briefings, etc
• Support and distribution of the sales marketing assets.
• Interfacing with all groups within the company to establish strategy and directional alignment related to all projects.
• Incumbent will be held accountable to and measured against metrics that include but are not limited to pipeline size, capture ratio, win rate, award value.
