Business Development Manager– Northern BI
Location: Atlantic, Canada (Remote)
Reports to: Head of Sales
Compensation: Base Salary, Uncapped Commission and Shared Success Bonus
Position Overview
This is a hunting role. Reporting to the Head of Sales, the Business Development Manager owns net-new revenue for Northern Business Intelligence, finding, opening and closing accounts that have never bought from us before.
You will build your own pipeline. Most of your opportunities will come from your own prospecting: cold calls, cold emails, LinkedIn, referrals, trade shows and industry associations. Marketing supports the effort, but no one is going to hand you a full funnel, and this role is not about servicing an existing book of business.
If you measure your week by meetings booked and deals advanced and you'd rather chase a hard account than manage a comfortable one you'll do well here. We sell leading-edge telematics and fleet software into a market where the buyer often doesn't know they have a problem yet, so the win goes to the person who gets there first.
What You'll Do
- Generate the majority of your own pipeline through consistent, high-volume outbound prospecting cold calling, email, social selling and networking.
- Hunt net-new logos: identify, research and break into target accounts across your assigned region.
- Get to the decision maker, create urgency and drive the deal, rather than waiting for a buying cycle to come to you.
- Run the full sales cycle end to end first call through signature including discovery, product demonstrations, business case, negotiation and close.
- Deliver compelling demonstrations that connect our fleet solutions to the prospect's cost, safety and compliance problems.
- Build and work a territory plan: prioritize accounts, map the market and keep a pipeline several times the size of your quota.
- Maintain accurate activity, pipeline and forecast data in salesforce.com and forecast honestly.
- Meet or exceed quota and the activity metrics that lead to it.
- Develop relationships with prospects, customers and channel partners that turn into referrals and repeat business.
- Work with other Company divisions to uncover and pursue additional opportunities.
- Partner with internal teams to make the sale-to-driver handoff seamless.
- Travel to prospects, trade shows and industry events as required.
What You Bring
- 5 years in a quota-carrying, new-business sales role consultative or solution selling.
- A documented track record of hitting and beating quota, with specifics: numbers, percentages, rankings.
- Proven success opening cold accounts. You are comfortable picking up the phone and you don't need to be told to prospect.
- Resilience and self-direction you keep dialing after a bad week and you manage your own calendar and activity without supervision.
- Competitive drive and a sense of urgency; you want to be measured on results.
- Strong discovery and questioning skills you find the pain, quantify it and build the business case.
- Clear, mature written and verbal communication, and the presence to hold a room of senior decision makers.
- Strong analytical, interpersonal and organizational skills.
- Disciplined CRM habits; strong skills in salesforce.com, Word, Excel and PowerPoint.
- Flexible and adaptable, effective both independently and as part of a team.
- Ability to work with technical and non-technical audiences at every level of an organization.
- Telematics or fleet industry experience is an asset.
- Bilingualism is an asset, not a requirement.
What We Offer
- Competitive compensation package - base salary plus commission
- 3 weeks paid vacation to start
- Paid personal day
- Above industry standard paid holidays
- Employee Assistance Program
- Group RRSP matching
- Company provided technology (laptop, cell phone, etc.)
- Group Health, Dental, Vision and Online Doctors benefits
- Company events
- A cohesive and supportive team environment
- A company that invests in culture, team member needs and resources
We thank all candidates for your interest in joining Northern Business Intelligence. While we appreciate every application received, only those selected to move forward in the recruitment process will be contacted.
5+ years quota-carrying new-business sales experience; proven track record of hitting quota; strong CRM habits; proficiency in salesforce.com, Word, Excel, PowerPoint; ability to travel to prospects and events.
Key Responsibilities
- prospecting new accounts
- closing deals
- managing pipeline
Skills & Tools
salesforce.com, Microsoft Word, Microsoft Excel, Microsoft PowerPoint
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — Canada
- Languages: English
Benefits
- 401k matching
- Generous paid time off
- Retirement plan
About Northern Business Intelligence
A company providing leading-edge telematics and fleet software solutions. — Industry: Information Technology