SMB Sales Professional

Description

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 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

• 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