Business Development Executive

The main focus of this position will be to increase sales and profitability that will support the company's aggressive growth strategy. To be achieved through researching, qualifying and securing new business, as well as develop and execute account development strategies with Corporate control in assigned regions.

**Responsibilities**:
**1. Prospecting**
- Generates high number of leads through cold calling and personal referrals.
- Build and maintain and extensive network or external contacts that will provide for ongoing new business development opportunities.
- Regular prospecting by maintaining a minimum expected level of weekly client presentations and/or visits.
- Strategically conduct appropriate needs analysis and design a customized transportation solution for potential Customers.
- Present solutions to Directors or VP Sales to gain approval.
- Keep prospective client database updated.
- Maintain knowledge of all service offerings of XTL
- Arrange and attend meetings with prospective clients
- Research and identify new market opportunities

**2. Closing**
- Always puts priority on Customer needs and engages in a consultative selling style.
- Demonstrate effective negotiation and closing techniques in complex deals.
- Negotiate rate and service agreements in accordance with pricing and corporate guidelines.
- Actively participate in sales and strategy meetings.
- Schedule Customer follow-up on opportunities regardless of won/lost.
- Adhere to company SOP for on-boarding new clients.
- Focus and accountability on company defined Sales targets/budgets for applicable fiscal periods.
- Coordinate and respond to client RFP's while adhering to timelines.

**3. Account Management and Development**
- Maintain long-term client relationships.
- Train and inform customer of company systems and policies, and when necessary act upon customer complaints and concerns.
- Create solid long-term business relations, new ideas and new sales leads.
- Know industry trends and issues in order to effectively communicate with existing and potential clients.
- Ability to effectively utilize, understand, and coordinate various internal company resources to obtain successful customer support.
- Readily handles contract renewals and price adjustments.
- Follow company SOP's for acquisition of customers, submissions and tenders, etc.
- Align with company provided SOP on QBR (Quarterly Business Reviews) cadence with applicable clients.
- Prepare Powerpoint presentations.

**4. Budgetary Responsibilities**
- BDE will work with Directors on individual sales budget / targets that focus on projected business growth (new & existing, projected business loss/decline, return/margin growth business) and that align with Corporate growth goals - to be approved by VP Sales & Marketing.
- Develop and present quotes and proposals for new business opportunities.
- Responsible for reporting of corporate expenses incurred.

**5. Culture**
- Support Company Culture and XTL's Core Principles - LEAD WITH GRACE
- Leadership, Empowerment, Appreciation, Diversity, Work Ethic, Integrity, Trust, Honesty, Growth, Respect, Agility, Creativity, Excellence

**Main Requirements and competencies**
- Minimum 3 years experience in a related job in Transportation, Distribution and/or Logistics Sales.
- Post-Secondary Degree/Diploma (preferred).
- Excellent Communication and Presentation skills
- Strategic thinker with strong Negotiation skills.
- Proven ability to open doors at Senior Levels and build relationships with key Decision makers.
- Goal oriented to achieve targets through self motivation, persistence and determination.
- Valid Driver's Licence and reliable transportation.
- Ability to travel efficiently quarterly as required within Canada and the US.
- 8-12 month business cycle
- Confidence in customer facing interaction.
- 50% on the road, 50% office with some travels in Canada and the US for short period of time.
- Able to work with mínimal supervision
- Able to meet tight deadlines under pressure.

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