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Material Handling Solutions Expert

2 months ago

Montreal, Quebec, Canada Johnston Equipment Full time

About the Role

The Business Development Representative will be responsible for developing new business opportunities and providing solutions to customers in the material handling industry. This role will focus on growing market share for Johnston Equipment's products and services in a given territory.

Key Responsibilities

  • Identify and pursue new business opportunities through research and outreach efforts
  • Develop and maintain relationships with customers to create a continuous flow of pipeline
  • Stay up-to-date on product knowledge and industry standards to provide enhanced solutions to customers
  • Maintain communication with customers to gain new business and participate in sales team efforts to meet business objectives
  • Present product information to customers, highlighting features, benefits, and new product/service offerings

Market Penetration

  • Investigate and target competitive users and non-users in the territory
  • Create action plans to convert competitive users and non-users to Johnston customers
  • Develop and maintain contact with potential customers through meetings, phone calls, and email
  • Coordinate between Johnston departments to address prospective customer needs
  • Communicate new product/service developments with prospects

Proposal and Order Preparation

  • Research application requirements and prepare pricing for products/services based on specifications
  • Acquire management approval and signature for discounts
  • Maintain Johnston requirements for gross profit on various products/services
  • Prepare formal quotations for products and services to be presented to customer management
  • Prepare in-house order forms and factory order paperwork

Networking and Collaboration

  • Network for the promotion of Johnston Equipment, the Raymond core product line, and all products/services carried by Johnston Equipment
  • Network with all GNJ product groups
  • Attend inter-departmental meetings as required

Forecasting and Reporting

  • Prepare forecasted units/dollars per month and per year
  • Prepare detailed customer profiles, competitor profiles, pro team, and lost order reports
  • Prepare annual business plans, market plans, and identify target accounts

Requirements

  • B2B sales experience
  • Growth and solution mindset
  • High level of integrity and work ethic
  • Minimum of 5 years sales experience required
  • Demonstrated ability to convert prospects and close deals while maintaining established sales quotas
  • Solid experience in opportunity qualification, pre-visit planning, call control, and account development
  • Strong knowledge of retail and/or wholesale sales principles, methods, practices, and techniques
  • Strong problem identification and objection resolution skills
  • Able to build and maintain lasting relationships with customers
  • Self-motivated, with high energy and an engaging level of enthusiasm
  • Must possess a valid driver's license