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Sales and Business Development Manager

Calgary or Edmonton, AB, CANADA

On behalf of our industrial and commercial insulation services client, we are seeking an experienced Sales and Business Development Manager with a proven track record. This position will pursue and drive business opportunities and serve as the company's sales expert and main contact for current and potential key accounts.

This position will be based in either Calgary or Edmonton, Alberta.

Sales Tasks, Duties and Responsibilities

  • Prepare and execute Sales plan; lead Sales;
  • Seek, research, and qualify opportunities and, together with senior management, select opportunities to pursue. Maintain sales activities in CRM;
  • Effectively utilize resources including Project Managers and executive to assist in closing business;
  • Lead weekly Sales meeting review of opportunities and account plans;
  • Develop short term and long term account plans as well as key account plans;
  • Develop and maintain professional relationships with current and potential customers;
  • Cultivate customer relationships directly as well as through PMO. Develop, grow and manage contacts with key personnel in targeted accounts. Understand organization structure of assigned accounts and utilize CRM to manage account information;
  • Set up and manage the organizationís selling activities (i.e. seminars, symposia, etc.) and support specific exhibitions, shows, associations and other related events for the business as required by Marketing;
  • Advise Estimators on proposals, customizing the value proposition for each opportunity;
  • Master the organizationís Value Statement for the market segment/client profile;

Marketing - Business Development Tasks, Duties and Responsibilities

  • Research market in alignment with strategic initiatives;
  • Identify and actively seek out market opportunities for organizationís primary and/or secondary services, estimating the profitability of potential new markets (industries or regions);
  • Meet with internal and external customers to better understand end-user needs;
  • Document and analyze current business strategies utilizing revenue, margin and operating profit data;
  • Develop database on potential clients including structure and profile;
  • Define the market segment opportunities by understanding the current market segment environment, approach to business, customer perceptions, competition, and the current product portfolio Ė insulation (primary) as well as secondary products;
  • Assess and position technologies in the market;
  • Gather problem statements that define client and market (industry) challenges;
  • Maintain business development databases;
  • Prepare presentations client interaction as well as internal marketing;
  • Generate demand;
  • Generate leads; report KPIs;
  • Offer innovative marketing solutions to differentiate the organization;
  • Oversee all marketing literature;
  • Provide standard messaging and branding in sales tools;
  • Determine participation in trade shows and conferences; assign resources
  • Provide senior management with reports on activities, campaigns and SEO results

Knowledge, Skills, and Abilities Required

  • Minimum 5 years sales and marketing experience, preferably in a leadership position
  • Use initiative to work independently and as part of a team
  • Leadership and management skills to direct, coach, support and delegate as required
  • Ability to work efficiently on simultaneous assignments with deadlines
  • Professional sales with high level of personal motivation as well as the ability to motivates teams and clients
  • Proven record of success achieving sales targets
  • Solid working knowledge of assigned market segment/industry
  • Excellent project management, analytical, and organization skills
  • Excellent computer skills using Microsoft Office products
  • Demonstrated creative and effective problem solving skills
  • Demonstrated ability to effectively implement change

Education/Training Required:

  • University degree in business;
  • Customer Relationship Management expertise preferred;

Additional Requirements / Working Conditions:

  • Available for business travel (driving, flying);
  • Minimum physical activities required (site visits, trade shows, etc.);
  • Driverís license;
  • Office work environment;