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Manager, National Account

ADT CANADA INC.

This is a Contract position in See description posted October 1, 2017.

Position Summary:

This role is responsible for building a team of highly productive technical sales representatives that can meet and exceed revenue expectations, as well as the needs of our existing and potential customers. The Major/National Sales Manager is responsible to drive ADT Canada Corporate Sales and initiatives through the territories for which they are responsible. These include business and customer development, territory management, professional presentation and product/services sales. Additionally, this individual is responsible for profitability, growth of our customer base, and retention of both customers and sales representatives. The incumbent will train, hire and develop a sales team and maintain excellent business relations with internal/external partners and suppliers.

Duties and Responsibilities:

  • Builds a Strategic Sales Plan to deliver consistent revenue, profit growth quarter after quarter.
  • Develops sales business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer development and industry relations.
  • Analyzes market intelligence and sales statistics to formulate effective sales strategies.
  • Ensures sales strategic initiatives are executed in accordance with corporate goals and budgets.
  • With the sales team, develop and implement key strategic and tactical plans that ensure account penetration as well as the achievement of territory sales and profit goals.
  • Achieves revenue growth through building high performing sales teams targeting vertical or geographical markets aligned with major account strategic go-to market plans.
  • Leads the process of identification, tracking, assigning prospecting teams and engaging early in the buying process and strategically on the largest most strategic opportunities.
  • Provides technical support within region and identify superior methods of technical support for the major sales reps.
  • Engages corporate resources as required, positioning solution sales and RFPs for sales success.
  • Constantly find ways to improve sales reps performance by assisting, training, coaching and developing selling, technical and product/services skills.
  • Leads the sales growth strategies such as cross-selling, up-selling to existing key account and new customer acquisition as required, meeting or exceeding assigned sales objectives.
  • Develops a lead management system to effectively generate sales prospecting activity.
  • Fosters, encourages and stimulates self-generated sales.
  • Provides support for prospect profiling and identify vertical markets to target.
  • Conducts Performance Management of sales representatives on an ongoing basis, including their activity level, funnel & pipeline and performance vs objectives.
  • Consistently monitors the ADT software platform funnel system to manage the KPIs and sales process.
  • Direct sales forecasting activities and set performance standards accordingly to accomplish accurate monthly forecasts to management.
  • Prepares and executes sales proposals, contracts, letters, and other customer correspondence.
  • Supports and guides the RFP sales process through prospect development / tender receipt, proposal, presentation and closing negotiations.
  • Provides selective reports to management on competitive offerings, pricing, key market information, forecasts for bookings and "I" in service dates.
  • Meets with key clients to assist the sales representatives with maintaining relationships, negotiating and closing deals.
  • Recruits, on-boards, trains, develops and retains top talent sales personnel.
  • Directs staffing, training and performance evaluations to develop and coach sales representatives, while identifying struggling sales reps.
  • Provides and organizes Sales Material & Marketing Resources.
  • Participates in planning and organizing various lead generation events, including trade shows and exhibitions and other local strategic alliances.
  • Develops and maintains relationships with targeted end-users and contractors in order to leverage relationships at multiple levels within our key client base.
  • Implements, shares and applies corporate policies, processes and programs to sales team.
  • Leverages internal resources effectively building working relationship within our organization.

Skills:

  • Outstanding written and oral communication skills
  • Leadership skills and attributes
  • Develop and exploit strategic alliances
  • Build and utilize a contact network
  • Results oriented
  • Time management Business Acumen
  • Building Effective Teams
  • Interpersonal Savvy
  • Drive for results
  • Relational skills
  • Bilingual is an asset

How to Apply