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Relationship Manager

2 weeks ago


Toronto, Canada CSA Group Full time

Employment Status:
Regular

Time Type:
Full time

BUILDING A WORLD CLASS TEAM STARTS WITH YOU

At the heart of CSA Group is a vision: making the world a better, safer, more sustainable place. It's been part of our mission for nearly one hundred years: from the first engineering standard for railway bridges developed in 1919, to more than 3,500 standards, codes & related products today.

Headquartered in Canada, with a global footprint of more than 30 labs and offices across Europe, Asia and North America, CSA Group tests, inspects and certifies a wide range of products - from every day househould items to leading edge technology-to meet exacting requirements for safety, performance and environmental impact.

Our employees take pride in making a difference in people's lives through the work that we do. We're looking for people like you to help make it happen.

Job Summary:
The Relationship Manager develops and leads the customer planning cycle, sets account objectives, and develops activity plans to achieve goals. The Relationship Manager prospects, qualifies, and educates existing customers and new customer prospects. The role executes communication initiatives, promotions, campaigns and strategic projects to inform customers about CSA Group products and services and ensure customer needs are met. The Relationship Manager requires excellent communication skills and relationship building capabilities. Must have a solid business acumen and works with internal departments to ensure CSA Group meets customer expectations.

**Responsibilities**:
- Works with Manager to develop and implement a sales activity plan aligned to organizational strategies- Proactively leads a strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for operating fiscals- Identifies and qualifies high probability opportunities in a time efficient manner.- Understands customer needs- Proactively manages objections with fact based, data driven, solutions selling approach.- Develops personal product / service knowledge expertise related to Standards sectors- Collaborates with marketing and product teams to develop proactive plans for conferences and trade shows as required- Identifies opportunities to reduce non-revenue generating tasks and improve productivity- Works with marketing, product, and sales team members to develop and implement promotional programs to generate relationship education leads and ensures activity tracking and follow up- Develops and maintains relationships with key internal and external contacts including government, academic, and industry leaders in assigned accounts- Establishes productive, professional relationships with key customers in assigned accounts- Develops strong external relationships with new customer prospects- Contributes to development and implementation of commercial strategies- Coordinates the involvement of internal staff to develop sales solutions, meet account performance objectives, and customers’ expectations.- Gathers and distributes market intelligence about products, customers, and competitors to support organizational strategic decisions- Prepares and presents sales results to management as required- Contributes to annual revenue and direct product cost budgeting process and maintains a running reforecast of expected annual revenue- Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts and new account business development- Leads proposal development and contract negotiations- Asks for referrals and follows up on all leads.- Keeps the customer opportunity pipeline filled even when focused on deals that are closing- Utilizes Customer Relationship Management (CRM) tool to manage and analyze customer interactions, improve business relationships with customers, increase customer retention, and drive sales growth- Develops proactive plans for customer meetings- Participates in conferences, trade shows and customers meetings as required- Utilizes a standardized sales methodology (steps in the sales process, sales techniques) and participates in ongoing training, coaching and communication with Manager, including weekly one-on-one sales review meetings

Preferred Education and Experience:
- Undergraduate University degree in Business or related field.- Minimum of 3 years of experience in Sales or Business Development.- Proven account management skills with the ability to prospect, qualify and engage leads to develop new customer relationships at all levels.- Manage customer plan activities and business objectives.- Ability to coordinate all cross-functional parties, and internal and external stakeholders.- Strong problem solving, organizational and time management skills. Flexibility to meet shifting deadlines, priorities and customer relationship needs.- Ability to handle multiple customer types (Academic, Associations, Government, Industry, Regulators).- Ability to make independent bus