Strategic Account Executive - Retail

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Date: 25-Jan-2019

Location: Mississauga, ON, CA

Company: Purolator

Opportunities delivered
Looking for an opportunity to learn and grow within Purolator? Here is another exciting opportunity for you to help us deliver on our customers’ promises 

 

Job Description

This role is responsible for obtaining share of wallet and some net new business while also maintaining current accounts, within the Retail vertical market, in which one continuously seeks opportunities to leverage Purolator’s solutions to meet customer needs through cross selling and upselling.

 

  • Attend industry trade shows / conference to accumulate leads to initiate and/or maintain contact with new and existing clients
  • Achieve assigned sales quota which includes higher revenue/growth targets through smaller book of business by self-generating leads, pursuing assigned leads and managing a defined set of accounts within the retail vertical.
  • Achieve assigned retention quota by generating and advancing sales from existing customers
  • Offer subject matter expertise and thought leadership to internal and external customer:
  • Consult with clients based on situational fluency to position Purolator such that our solutions deliver high customer value
  • Mentor and coach peers while ensuring shared best practice within the vertical
  • Conduct monthly and quarterly strategic business reviews with all customers and create joint development plans to address issues accordingly:
  • Forecast and track account performance metrics
  • Research industry trends and identify potential opportunities for organizational growth
  • Manage account through reports
  • Act as the first escalation point of contact to handle the complexity involved in the accounts in a timely manner to meet the customer’s needs:
  • Collaborate with various internal cross-functional groups as needed to support current and prospective clients
  • Manage complexities across multiples teams and locations
  • Develop presentations, lead sales calls as part of sales process
  • Update client information in organizational database and manage the administration needed per account in accordance with policies and procedures
  • Organize quotes/bids, RFI/RPFs according to Purolator Process and standards
  • Negotiate contracts
  • Continuously identify and drive opportunities for improvements within the team, utilizing lean principles and methodology
  • Address all retailer specific requests/requirement and Educate relevant cross-functional members of Purolator on key aspects of assigned retailer’s business
  • Understand assigned retailers’ strategies/roadmaps, organization, operations, shoppers, capabilities and best practices

 

Qualifications:

  • Completed post-secondary qualification
  • Minimum 5 years selling B2B and B2C via a solutions selling methodology
  • Minimum of 5 years’ experience selling to Directors, VPs and C-level executives
  • Proven track record selling within a the retail vertical 
  • Experience managing  a portfolio within fortune 500, national or global accounts
  • Proven track record in managing large revenue base accounts
  • Proven track record in exceeding quota
  • Demonstrated sales methodology: Solution Selling, Value Based Selling, Account Planning
  • Knowledge of industry
  • Vertical fluency
  • Willingness to travel
  • Strong negotiation skills; high level of leadership influence.
  • Proficient in salesforce

 

 

 

 

 

POSTING DETAILS
Location:                    530 - Corporate  
Working Conditions: Office Environment; On the Road 

Reports to:    Regional Sales Manager
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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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