POSITION OVERVIEW
We are currently seeking a top-performing senior sales professional to grow sales in our Western Canada Region. The position is home office based, preferably in Northern Alberta, but will consider other locations. The territory is comprised of Western Canada provinces. This role will work with existing Industrial Scientific sales people in Western Canada. The Position will be focused on expanding our portfolio of solutions with existing and new customers. Primary markets are Oil and Gas, Chemicals and Utilities and Municipalities. The Account Executive will be responsible for all aspects of the sales cycle and communications at the end user and distributor levels.
RESPONSIBILITIES AND DELIVERABLES
Meet and/or exceed monthly/quarterly/annual sales targets by strategically prospecting and closing new account sales and driving expansion opportunities (cross sell/upsell) at existing accounts with a variety of different solutions
Source new opportunities across the region by proactively “hunting” for new customers and leveraging existing relationships to expand business in the region
Develops and executes strategic sales action plans with a focus on profitable penetration into Enterprise Accounts, new logos, new sites, and existing accounts
Leverages support teams for day-to-day management and service of existing accounts with strict adherence to the roles and responsibilities of the job
Ability to articulate a clear and concise value proposition for all Industrial Scientific Solutions including both hardware and software
Develops and maintains ongoing relationships with key customer champions and executive sponsors
Coordinates sales actions with the Enterprise Account Executives to leverage corporate Master Agreement’s and the targeted account base
Collaborate with channel distribution partners and partner sales managers
Provides accurate monthly forecasts based on a robust sales funnel managed in Salesforce.com following the defined ISC funnel and sales management process
ORGANIZATIONAL ALIGNMENT
Position will report directly to the Sales Director – Canada
QUALIFICATIONS
SKILLS & WORK TRAITS
Overnight travel up to 50%
REQUIRED
2+ years of documented successful outside sales experience in IoT and/or Systems Solutions sales within an Industrial Sales environment
Basic understanding of industrial markets
Excellent communication and interpersonal skills
Demonstrated commitment to customer service, and can work with cross-functional internal teams
PREFERRED
Proven seasoned solutions professional with a deep understanding of solution sales and the ability to solve customer problems through innovative technology driven solutions
Understanding of cloud-based solutions and wireless communication protocols
Demonstrated success in selling to the C-Suite level
Previous Gas Detection sales experience
Experience working with a distribution network
TECHNICAL COMPETENCIES
Experience using CRM software and forecasting (Salesforce.com preferred)
EDUCATION
Bachelor’s degree or equivalent experience in a sales role.
