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Senior Professional SMB Sales

Date:  01-Dec-2022

Mississauga, ON, CA Toronto, ON, CA

Work Location Type:  Hybrid


Open up to the Possibilities!
At Purolator, you’ll be proud knowing you’re working for a Canadian company that truly values its employees. And it’s community. This is an exciting and evolving industry and we’re leading the change as we strive to deliver the future. Here you will be empowered to help move the business forward. Each and every day. Are you open to the possibilities?

Successful applicants for this position must be fully vaccinated against COVID-19 as a condition of employment. If you have questions, please feel free to ask during your interview.

Workplace Environment:       Hybrid 


This role can sit in the following cities:    Mississauga, Toronto                         

Job Description

Reporting to the SMB Sales Manager, this role is designed to develop strategies that benefit the business and customer to promote a win-win relationship for Purolator and its customers. The Small Medium Business Professional will work closely with most teams in the organization by obtaining net new business that is largely self-generated within an assigned territory, achieving assigned sales quota which includes higher revenue/growth targets through a smaller book of business by generating leads, pursuing assigned leads, and managing a defined set of accounts within an FSA.


  • Manage major accounts in specific FSA via Virtual Sales to achieve assigned strategic account objectives
  • Establish strong, long-term client relationships and communicate with major clients regularly, and respond to specific queries
  • Liaise between key customers and internal teams to identify and approach new potential strategic customers
  • Understanding of sales performance metrics by monitoring sales performance metrics
  • Meets regularly with the sales manager to update sales forecasts and prepare monthly, quarterly, and annual reports and forecasts
  • Develop account strategies within the assigned territory, independently or with assistance from other sales team members.
  • Recognizes opportunities to leverage and engage other stakeholders within the Group of Companies and in conjunction with other Purolator, personnel develops opportunities to generate revenue.
  • Builds ongoing relationships with the customer to understand Purolator usage, engaging other Purolator resources as required, for a positive customer experience and to maintain or increase revenue.
  • Maintains an understanding of Purolator capabilities, features, benefits, and value propositions.
  • Builds and maintains a working knowledge of Purolator’s pricing policies and paperwork requirements and ensures compliance with them.
  • Work with Outside Sales to collaborate and maximize the probability of a win-win scenario and perform other non-Selling Administrative tasks.


  • Bachelor’s degree preferably in Business, Marketing, Computer Science, or other relevant disciplines.
  • Demonstrated use of a sales methodology such as Playbook or Solution Selling.
  • Proven work experience as an SMB PI preferred
  • Hands-on experience with CRM software and Account management systems
  • 5 or more years of business development selling B2B solutions
  • 5 or more years experience prospecting and at the VP, COO, and CEO level establishing relationships
  • Strong negotiation skills with a problem-solving attitude
  • Ability to perform independent research to identify opportunities for new and prospective customers
  • Ability to quickly assimilate customer’s technical and business issues and analyze the situations in real-time
  • Ability to quickly build rapport with a new customer or re-establish a relationship with an existing customer
  • Ability to perform independent research to identify opportunities for new and existing customers in the territory.
  • Must be adept at directing customers and managing employees at all levels of the business
  • Must be comfortable addressing C-suite executives as well as coordinating Purolator cross-functional teams (i.e., Operational Excellence and Operations team)
  • Knowledge of corporate/government acquisition/procurement processes
  • Must have insight into customer culture to develop different approaches to their biggest clients across the company.
  • Demonstrated ability to construct creative proposals or sales responses and present them independently or with a team.
  • Ability to juggle many moving parts and orchestrate deals and long-term plans that align with a mutually beneficial strategy.





Location:                    530 - Corporate  
Working Conditions: Office Environment 

Posting Number:         [[id]]

Reports to:                  Anita Heleno, Mgr North American SMB Sales Growth&Dev. 

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

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.



Job Segment: Outside Sales, Procurement, CRM, Computer Science, Sales, Operations, Technology

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