Director Major Accounts
4 months ago
OUR VISION
To be the preferred partner for securing vehicles at the loading docks of the largest warehouse operators in North America and Europe.
OUR VALUES
I n n o v a t i o n
E n j o y m e n t
T e a m S p i r i t
JOB DESCRIPTION
Reporting to the President of GMR Safety, the Director, Major Accounts will be responsible for prospecting, selling, qualifying, and closing deals with large accounts targeted by the company.
The Director, Major Accounts will also negotiate corporate agreements with large accounts and maintain the relationship at a strategic level. The Director, Major Accounts will work in close collaboration with the Account Manager to maximize the wallet share in key accounts and delegate all tasks related to contract execution, project management, and selling to mid-size accounts, as well as prospecting local sites of corporate accounts.
The Director, Major Account will also ensure customer satisfaction and build loyalty among its client base.
MAIN RESPONSABILITIES
- Negotiate corporate agreements with major accounts;
- Maximize the number of existing customers with corporate agreements;
- Conduct strategic account analysis and build an account plan with the support of the Account Manager;
- Build prospecting lists of major accounts to solicit;
- Hunt targeted net new major accounts to grow the existing customer base;
- Sell, qualify, and close opportunities with large-size corporate accounts;
- Identify customers' compelling reasons to buy and build urgency;
- Execute the GMR Safety sales process and validate qualification criteria;
- Follow and manage opportunities from start to finish;
- Maintain an activity level to sustain a pipeline that will meet the sales goals;
- Actively continue to develop new opportunities within existing large accounts;
- Prepare an annual business development action plan for achieving account acquisition and sales volume objectives;
- Identify new opportunities within existing accounts;
- Maintain partner relationships at a strategic level (with C-level executives) with customers to ensure their satisfaction and loyalty;
- Work together with all cross-functional (teams to ensure project progress);
- Work effectively with all the company’s departments;
- Participate in shows and networking events relevant to business development;
- Participate in internal meetings, training, and coaching;
- Optimize, where possible, travelling to maintain time and cost effectiveness.
- Update all projects in the CRM.
DESIRED QUALIFICATIONS AND SKILLS
- 7 to 10 years of experience in C-Level corporate sales;
- Skills in negotiation of major accounts;
- Competencies in hunting, asking questions, selling value, differentiating, qualifying, and closing sales;
- Personable and strong at building relationships;
- Expertise in major account strategies, and proactive in implementing solutions;
- Knowledge of the warehouse environment (asset);
- Excellent sense of responsibility and accountability for business results;
- Strong interpersonal skills (teamwork, self-control, attentive listening, tact, and diplomacy);
- Excellent command of Microsoft Office suite software and CRM;
- Fluency in both French and English, written and spoken;
- Ability to travel (Canada and the United States) – approximately 25% of the time.
CONDITIONS OF EMPLOYMENT
- Competitive compensation;
- Full group insurance;
- Three weeks vacation;
- Two family days and three personal days;
- Employee assistance program and telemedicine program;
- RRSP and DPSP with employer contributions;
- Flexible working hours;
- Corporate events and social activities;
- Rewarding job in a dynamic team;
- Fast-growing company
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Director Major Accounts
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