Smb Professional Sales

3 weeks ago

Montréal, Canada Purolator Full time

**Posting Date**:09/05/2023
**Posting Number: 62061**

**Work Location Type: Hybrid**
**Job Code**: 552
**Location**: Montreal
**Reports to**: SMB Sales - East Manager

**It’s not a package. It’s a promise®.**:
As Canada’s leading integrated freight, package, and logistics provider, we’ve been helping promises get where they need to be for more than 60 years. How does the magic happen? **The journey starts with you**. The places we go, the elements we brave, the promises we deliver - **it’s all possible because of our people.** So, whether you’re looking to build new skills, make an impact in your community, or inspire your team, **we go there** for you.

**SMB Professional Sales are professionals whose primary responsibility is to manage a portfolio of Small to Medium sized businesses in order to generate and advance sales from existing customers in accordance with their retention quota. In addition, they have the opportunity to close a small amount of net new business in accordance with their growth sales quota.**:
**Responsibilities**:
**Existing Customers**:

- Manage a portfolio of approximately 200 existing accounts, with the total size of the base approximately $7-8 million
- Define and manage a retention strategy with customers within assigned territory in order to continuously support customer needs and optimize sales
- Utilize Inside Sales Playbook with customers to maximize revenue generating activity and protect the core business
- Use Retention tasks to call customers utilizing marketing themes (new products, predictive churn) to stimulate conversations with customers
- Act as the point of contact to handle customer’s queries, liaison for complaints in a timely manner to meet the customer’s needs

**New customers**:

- Accept inbound leads from SMB within threshold (31k to 150k) and create opportunity
- Generate opportunities and prospect to new clients
- Research accounts, identify key players, generate interest to stimulate new opportunity
- Leverage understanding of Purolator’s solutions in order to position Purolator such that our solutions deliver high customer value to new clients

New and Existing Customers
- Work closely with Outside Sales Executives on assigned clients within territory for joint deals above threshold of 150k
- Onboard customers effectively
- Update customer information and track activity in organizational database in accordance with policies and procedures
- Prepare and maintain accurate pipeline of Net New Opportunity and SOW
- Suggest actions to improve sales performance and identify opportunities for growth
- Obtain pricing requests and deliver sales presentations to clients in order demonstrate Purolator’s value add

**Education**:

- Completed Post-Secondary Education

**Experience**:

- 3-5 years of Inside sales experience with proven success in meeting/exceeding measurable sales targets/quotas
- Experience in strategic territory management
- 3+ years of relationship management experience

Ideal Requirements:

- Ability to work under tight deadlines and manage multiple deliverables
- Knowledge of territory
- Knowledge of industry
- Ability to communicate in English and French (an asset)
- Ability to initiate direct contact/build strong relationships with customers at Senior Management level
- Comfortability with mid-high volume cold calling
- Experience in solution selling
- Proficiency with Salesforce or another CRM
- Excellent written/verbal communication skills
- Excellent time management, analytical, and organizational skills

**POSTING DETAILS**
**Location**: 565 - Montréal Hub
**Working Conditions**: Office Environment

Posting Number: 62061

**Reports to**: SMB Sales - East Manager- Purolator is an equal opportunity employer committed to diversity and inclusion. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, Aboriginal/Indigenous status, or any other factors considered discriminatory. If you require an accommodation during the recruitment process, we will work with you to meet your needs._

At Purolator, every day is an opportunity for our employees to connect with one another and with our customers to help make a positive impact in the communities where we live, work and play.

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