Business Development Manager

**_Company:_** Virtek is a high technology company based in Waterloo, Ontario. We are the world’s leader in providing laser and vision-based projection and inspection solutions. Virtek has a dominant product position in the aerospace, prefabricated construction and industrial fabrication markets.

**_ Overview: _**Acting as a key part of the sales team, this position is responsible for specifying and selling solution-based products and services to any number of Virtek’s markets. The successful individual will be accountable for achieving aggressive targets for revenue, and gross margin, as well as achieving KPIs for presentations and demos conducted.

This position may require significant travel; flexibility with regards to travel is required (the vast majority of travel will be North America based).
- Consult with potential customers on a technical level to understand their design requirements, and propose the correct Virtek product/solution for their needs.
- Learn Virtek’s solutions and be able to create and deliver a presentation or technical demonstration that captures the intended audience's attention.
- Have a track record of specifying technical equipment with customer engineering groups
- Be a ‘self starter’ who enjoys the hunt for new businesses to build a pipeline.
- Have the drive to not just achieve quota, but the passion to blow past it and hit accelerators.
- Know how to fully qualify opportunities.
- Manage long, complex sales cycles within large, multinational organizations.
- Act with a sense of urgency and clearly understanding that moving customers through a buying process requires planned actions and verifiers.
- Have a clear understanding of how to build and execute a territory plan.
- In order to know how to achieve both personal and corporate goals and objectives.

**_ Responsibilities:_**
- Achieving personal annual sales and gross profit quotas.
- Giving presentations, and performing technical demonstrations of Virtek systems.
- Getting Virtek products written into customers’ technical specifications.
- Acting as the quarterback of each deal by assembling and guiding internal resources such as technical teams, finance, legal and services support. Collaborating with Operations and Engineering departments to ensure a complete solution is provided to the customer.
- Cultivating relationships to ensure long-term customer retention and future sales opportunities.
- Providing detailed reporting to the Sr. Director on both prospects and customers by using tools (such as SalesForce) and managing a sales pipeline for accurate forecasting of revenue.
- Supporting the Sr.Director in the development of budgets for sales region.
- Supporting the sales related efforts of Product Management by providing industry information, supporting product launches etc.
- Representing the Company at relevant industry exhibitions and present new product opportunities as scheduled for release; participate in product demonstrations as required.

**_ Qualifications and Skills:_**
- University Degree in engineering or equivalent technical degree.
- 2-5 years of outside sales experience in consultative/solution selling environment. Previous experience getting technical products specified is preferred.
- Proven experience with forecasting budgeting, contract negotiation and review (RFP, RFQ, etc.).
- Highly developed skills in prospecting, cold calling, objection handling and closing skills.
- Strong general business acumen and the ability to operate autonomously with a Challenger and Hunter mentality.
- Excellent interpersonal skills.
- Self-motivated, self-managing and personal discipline skills are essential.
- Strong verbal & written communication skills required; additional language skills an asset (Spanish, and/or French).

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