Regional Sales Specialist

Description

Join our team
 

FOCUS, a TELUS company, is a leader in Canada’s fleet and fuel management industry. FOCUS is a dynamic team with a strong sense of belonging and an abundance of ideas. We’re looking for people who are passionate about technology, experts in their fields, and focused on providing exceptional customer service. 

FOCUS by TELUS is a fleet management software that enables cities and businesses to reduce their environmental footprint by better managing human and material resources.

Here’s the impact you’ll make and what we’ll accomplish together

To help us develop new business opportunities in Ontario in targeted industries, we are looking for an experienced Regional Sales Specialist with experience selling telematics solutions into the public works sector, with winter maintenance and waste & recycling knowledge, ideal, but not exclusively. You’ll work within our sales team to identify customer business challenges, introducing the appropriate FOCUS solutions with product demonstrations and technical proposals, ultimately leading to a buying decision.

Responsibilities

• Present FOCUS solutions(s) to prospective Ontario clients, primarily in the public works, construction and specialty-transport sectors.
• Engage clients in order to better understand their current environment and business challenges, ultimately moving into a deeper conversation about how FOCUS can help.
• Develop and nurture relationships with our current Ontario customers, indirect channel partners.  Leverage these relationships in order to grow your sales funnel with referrals from these partners
• Prospect for potential B2B customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking and trade shows
• Qualify prospects based on our core markets and specific industries
• Work with technical staff and product specialists where required to address customer requirements.
• Drive the entire sales cycle from initial customer engagement to deal close
• Conduct client product / solution presentations. 
• Prepare and present solution, ROI and pricing proposals.
• Maintain regular communication with industry regulatory agencies and market influencers within the defined target geographies to ensure FOCUS meets required compliance status for its product offering(s)
• Collect, assess and analyze data from the client’s current state, and quantify the ROI to the business by implementing FOCUS solution(s)
• Obtain market intelligence / information pertaining to client and industry requirements
• Communicate with the product development team for product updates or new product opportunities. 
• Based on industry knowledge and competitor intelligence, help develop product and service strategies, features and functionality in conjunction with the product development team, positioning FOCUS as a leader in its strategic target markets
• Sustain current and accurate sales funnel records in FOCUS’ CRM platform, report on sales activity on a weekly basis & provide monthly forecasts on best leads
• Develop and maintain territory plans which outline how sales targets will be met on ongoing basis
• Conduct all sales activities with the highest degree of professionalism and integrity
• Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects
• Identification of key competitors and the development of competitive management strategies
• Providing feedback to the FOCUS team regarding competitive intelligence on market trends, product capabilities and pricing
• Contributing to the development of RFP responses or other bid formats, as required

Qualifications

What you bring
 

• 5+ years experience selling fleet telematics into the public works sector
• Understanding, and utilization of proven sales processes
• A valid driver’s license and passport with ability to travel within assigned territory
• Business or technical diploma 
• Strong collaborative approach
• Capacity to identify, and develop a deep understanding of your customer’s business challenges and associated implications 
• Ability to maintain a portfolio of existing clients that may be interested in FOCUS solutions
• Facility to identify, qualify, and close key prospect accounts and manage multiple relationships
• Strong written and verbal communication skills with the capacity to summarize information, and define critical milestones with key stakeholders
• Excellent presentation and negotiation skills
• Aptness to speak in public to groups or via electronic media 
• Empathic listening and persuasive speaking skills
• Mastery of miscellaneous IT tools (CRM, video conferencing, online meetings, screen share, and webinars, cloud-based office suites and presentation application)
• Technical savviness
• Ability to operate with minimal supervision, and to work flexible hours as required