- Using consultative selling techniques, the Representative is directly accountable for achieving or exceeding individual revenue targets and National Customer Value Index (CVI) targets. The customer base consists of customers within a designated industry, geographical area, or line of business, that generate, or have the potential to generate, a minimum pre-defined revenue.
- Develops an annual sales plan aligned to achieve sales quota, and initiates adjustments to the plan as required to achieve targets. The Representative monitors the sales cycle activities and performance indicators to determine the long term potential of individual clients, and to develop customer specific action plans to win additional business.
- Through the establishment of relationships with key decision-makers in all areas of the customer's business, the Representative decides on the appropriate solution fit by identifying and assessing the customer's business needs, by creating ways to engage and keep the customer's interest during the selling process, and by promoting the superior value and benefits of Canada Post's products and services.
- Consults with internal Canada Post contacts to assess customer risk and growth potential, and uses knowledge of trends as well as the customer's financial condition and business plan to develop appropriate sales contracts based on cost benefit analysis of the sales opportunity. Monitors and reviews customer sales contracts and adjusts contract type and level as required.
- Maintains regular contact, and works in partnership with internal Canada Post contacts to facilitate customer problem resolution, and to develop strategies and implement specific action plans to minimize shortfalls and maintain and grow sales revenue.
- Prepares and delivers effective presentations internally and externally and is responsible for writing successful sales proposals and businesses cases, and effective internal communications.
- Ensures all sales call activity information is captured, maintained and updated in the corporate database system, including customer contact information, market and competitive intelligence and the like.
- Gains and maintains knowledge and understanding of Canada Post products and services and their value proposition in order to sell both innovative and appropriate solutions which add value to customer's business operations and to increase cross-sell and up-sell sales opportunities. In addition, the Business Solutions Representative must have knowledge of Canada Post's operations and delivery processes, as well as knowledge of the customer's industry sector and the competitive market.
- Post Secondary Degree/Diploma (Equivalent experience, as defined below, may be accepted in lieu of a Post Secondary Degree/Diploma)
- Not Applicable
- Minimum 4 years of Commercial business to business sales experience
- Working knowledge of Microsoft Office (. understand the major features of each software application)
- Possess a valid provincial drivers license
- Automobile required
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Business Solutions Representative - Dieppe, Canada - Canada Post
Description
Job Description
The Representative contributes to the achievement of individual performance goals and team targets by selling business solutions to assigned customers and prospects within a designated industry sector, geographical area or line of business. The Business Solutions Representative utilizes superior communication skills and product and service knowledge to identify value added customer solutions that are aligned with Canada Post sales strategies and address customer business drivers. In collaboration with Canada Post internal contacts, the Business Solutions Representative assesses customer risk and growth potential and develops appropriate sales contracts, and action plans to maintain and grow sales revenue.
Job Responsibilities
Below are the main job requirements and responsibilities for the Representative.
Job Responsibilities (continued)
Qualifications
Education
Assets
Experience
Other Candidate Requirements
Other Information
Safety Sensitive PositionsThis position may be considered a Safety Sensitive position and has additional requirements under Canada Post's Substance Use Policy.
