B2B Sales Specialist

4 weeks ago

Markham, Canada Lorex Technology Full time
Company Description Proudly Canadian-founded, the Lorex team across North America is committed to the design, development, and deployment of ingenious smart home security and business monitoring solutions that enhance our customers’ lifestyles and sense of well-being. We achieve this by continuing to produce innovative solutions, all backed by cutting-edge technology and a dedicated team of forward thinkers.

Job Summary As a B2B Sales Specialist, you will spearhead the promotion and sale of market-leading smart security cameras and solutions to businesses, installers, and integrators. Your responsibilities include identifying new business opportunities, managing inbound leads, utilizing a consultative approach to address unique security needs, and cultivating lasting relationships with key decision-makers. With a strong focus on results, you will deploy effective B2B sales strategies, oversee a robust sales pipeline, and collaborate closely with internal teams for comprehensive client solutions. The ideal candidate will boast a proven track record in B2B sales, coupled with expertise in security camera systems and surveillance technologies. Essential skills for success include excellent communication, negotiation, and presentation abilities, along with a demonstrated capacity to exceed sales targets and stay informed about industry trends.

Duties & Responsibilities: Lead Generation and Management : • Proactively identify and pursue new business opportunities, leveraging various channels and tools such as Zoominfo to generate leads. • Develop and maintain a client acquisition strategy, targeting businesses, installers, and integrators interested in Lorex security cameras. • Manage inbound sales leads and respond to their needs in a timely manner.

Client Engagement and Relationship Building: • Utilize a consultative approach to understand client needs, providing tailored security solutions through Lorex products. • Cultivate and nurture lasting relationships with key decision-makers, becoming the go-to resource for their security needs. • Provide training and product education to clients, ensuring they understand the full capabilities and advantages of Lorex security solutions.

Sales Presentation and Proposal Development: • Conduct compelling sales presentations, showcasing Lorex's offerings and demonstrating how they address client-specific security challenges. • Prepare accurate and compelling quotations and proposals, aligning with client requirements and budget constraints. • Skillfully negotiate terms, pricing, and contracts to secure profitable deals while ensuring client satisfaction.

Pipeline Management and Reporting: • Effectively manage the sales pipeline in CRM, ensuring timely follow-ups, accurate forecasting, and consistent progress toward sales targets. • Generate regular sales reports, analyzing performance metrics, and providing insights to enhance sales effectiveness.

Collaboration and Internal Communication: • Work closely with internal teams such as marketing, product development, and technical support to deliver comprehensive client solutions. • Gather and relay client feedback to internal teams for continuous product improvement and development.

Market Intelligence and Representation: • Stay informed about industry trends, competitor activities, and emerging market needs to adjust sales strategies accordingly. • Represent Lorex at industry events, conferences, and trade shows to network, generate leads, and stay updated on market developments.

Documentation and Compliance: • Maintain accurate records of client interactions, transactions, and sales activities for reference and reporting. • Adhere to allocated sales budgets, ensuring profitability while delivering value to clients. • Stay informed about industry regulations and ensure all sales activities comply with legal and ethical standards.

Continuous Learning and Professional Development: • Engage in ongoing professional development, staying abreast of industry best practices, new technologies, and Lorex product updates. • This sequence is designed to flow logically from lead generation to continuous learning, reflecting the various stages of the B2B sales process.

Requirements:

Knowledge, Skills and Abilities (KSAs) Strong in MS Office Suite Highly developed relationship building skills over the phone and in-person Excellent verbal and written communication skills Strong time management, follow-up, and organizational skills Networking ability to target key decision makers and build rapport quickly Excellent negotiation and interpersonal skills are essential Technology savvy Excellent problem-solving skills Goal oriented and driven to exceed expectations Self-starter who wants to achieve success Excellent customer service skills

Competency Profile • Excellent product knowledge • Customer-focused with the ability to remain calm under pressure within a continually changing environment • Active listening skills • Ability to identify upsell opportunities • Able to identify customer’s needs and provide adequate solutions • Ability to build and maintain relationships with key decision-makers. • Results-driven with a focus on exceeding sales targets. • Sense of urgency • Quick learner and able to adapt to changes

Background Experiences • Minimum 3 years experience in B2B sales and account management preferably within the security solutions industry • Undergraduate degree in business, marketing or college diploma in a relevant field • Experience in phone sales as well as face to face sales • Experience in working with lead generation, CRM, and analytic tools • Experience in sales to small businesses to large enterprises

Lorex welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

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