Job Description

Posting Date:
Posting Number: 63662

Work Location Type: Hybrid
Job Code: 552
Location: Montreal, Toronto
Reports to: Manager, SMB Sales

It\'s not a package. It\'s a promise\xc2\xae.

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.

Account Management Representatives 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 300+ 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

• 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
• Experience selling via telephone, email and online campaigns
• 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
• Bilingual in French is required

POSTING DETAILS
Location: 565 - Montr\xc3\xa9al Hub
Working Conditions: Office Environment

Posting Number: 63662

Reports to: Manager, SMB Sales

We are aware of a fraudulent website that appears to mimic the Purolator careers page. Official job postings from Purolator are shared on or . Please ensure any job applications are made directly on these websites. Please note, Purolator will never ask an applicant to make a financial transaction for equipment as part of its recruitment process.

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.

We recognize that our employees and their families are key stakeholders. We will only be successful as a business if we provide our employees with a safe and healthy workplace, and we have the right people in the right roles with the support they need to succeed. We hire for attitude and train for skills. To learn more about us and our values, go to www.purolator.com.

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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Purolator