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    Regional Sales Director - Waterloo, Canada - RideCo

    RideCo
    RideCo Waterloo, Canada

    3 weeks ago

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    Full time
    Description

    This is an opportunity in the exciting and fast-growing transportation technology industry. You'll join a team of industry professionals in a rapidly growing organization and help us propel our growth trajectory.

    As a Regional Sales Director, you'll be responsible for developing and closing new customer opportunities, and growing existing client accounts, with public transit agencies and private fleet operators. You will develop an understanding of urban mobility challenges faced by transit operators and articulate how RideCo's on-demand platform can solve their problems. You will help prepare detailed proposals in response to RFPs issued by municipalities and public transit agencies. As a main point of contact, you'll have a vital role in shaping customers' impressions of RideCo and laying the foundation for future partnerships. Your success will be measured by the new revenues and partnerships that you close.

    Your day-to-day responsibilities will include:

  • Perform market prospecting, research, and outreach, to assigned named accounts or in assigned named territories.
  • Generate new client leads through various means including LinkedIn, channel partnerships, emails, cold calling, in-person networking industry events, and existing client relationships.
  • Develop strategic account and opportunity plans for new client opportunities and continuously update it based on client interactions and market intelligence.
  • Lead meetings and solution presentations, including networking and engaging all the stakeholders. Meet in-person with high-potential customers to deepen the engagement.
  • Build sales momentum, keep prospects engaged, move them forward in the sales pipeline, maintain regular contact or face-time with prospects.
  • Be capable of defining a transit agency's cost structure and vision for delivering service that aligns with long term service and budget needs. The successful candidate should be capable of defining in clear terms the service level, operating model, and cost structure that aligns with the transit agency's vision
  • Engage channel partners in the sales process, as appropriate together with the Channel Partnership team.
  • Prepare/co-ordinate the design consultation/analysis, final presentation and proposal.
  • Close deals utilizing sole-sourcing strategies and tactics, if feasible.
  • Shape the requirements of the RFP and procurement process to increase the company's chances of winning the deal.
  • For public RFPs, review the RFP requirements, prepare a proposal plan, and write the proposal collaboratively with the proposal writer and solutions engineer.
  • Coordinate pricing, contract negotiations, and close the deal.

    • Recruit, mentor and coach:

  • Recruit, mentor and develop junior members of the team.
  • Advise junior team members to accomplish their goals and resolve client or channel partner issues.
  • Support team development by performing or contributing to performance reviews, support staff in achieving their career development goals, and create opportunities for professional growth.

    • Other responsibilities:

  • Document all client interactions in RideCo's CRM tools (Salesforce) and additional tools (Gong), as directed by the leadership team.
  • Nurture and expand the company's channel partnerships, together with other members of the Revenue Team
  • Work in a collaborative fashion with other team members
  • Engage at least one other team member in all client interactions to promote knowledge and relationship sharing.
  • Be an ambassador for RideCo – continually enhancing RideCo's brand/reputation in the market as a trusted partner and leader in on-demand transit.
  • Provide guidance and constructive feedback on product positioning, ROI presentations and general client interactions.
  • Support the marketing team in developing content and executing campaigns (E.g. case studies, tradeshow activities)
  • Deliver public speaking engagements to promote RideCo products and customer success stories at industry conferences and other public events
  • Collect competitive information on products, services, sales tactics and reasons for win/loss.
  • Continually enhance our sales process, selling tools, and documentation.
  • This role involves traveling to client sites in Canada and the US for at least 25% of working time.

    • Preferred qualifications and experience:

  • Experience selling to Large Urban Transit agencies in the United States as classified by FTA
  • Experience selling transportation services or transportation solutions
  • Experience with a demand response - i.e. Paratransit, Microtransit, NEMT or other - transportation operation and familiar with various operating and cost models
  • Experience selling software solutions to large organizations with multiple influencers ranging from the board of directors, C-Suite, to management and staff levels
  • Comfort level demonstrating and discussing software features and benefits as well as identifying transit agency operational challenges and pain points
  • Ability to present software pricing, return on investment, and value propositions to potential customers
  • Preferred Location: Waterloo Region or Greater Toronto Area

    • Compensation and Benefits:

  • Base Salary : $150K - $175K + performance-based bonus + stock options
  • Work-Life Balance & Additional Perks : Flex-time work schedules, vacation time, catered lunches, social events, casual dress code
  • Benefits Plan : Medical, dental, prescription, life/health spending accounts and more
  • Work Environment : Located in KW's most desirable work space in the heart of Uptown Waterloo
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