Business Development Manager – Vocational

Role Overview

• Manage an assigned list of new enterprise customer acquisition sales opportunities.
• Build, evaluate, and implement sales strategies to generate new ARR for assigned enterprise opportunities.
• Document all selling strategies, engagements, and activities within Salesloft and SFDC to enable effective revenue forecasting in line with minimum forecast accuracy metrics, while meeting opportunity engagement requirements and properly qualifying opportunities for quota retirement.
• Initiate, lead, and manage contract development activities as they pertain to assigned enterprise opportunities as required.
• As required, identify, engage, and support new channel partnerships that are deemed to be critical to revenue growth activities within assigned enterprise opportunities.
• Collaborate with the Business Segment team to align enterprise sales activities with broader segment strategies for assigned enterprise opportunities, and participate in RFX processes when these opportunities are involved.
• Work with cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems according to best practices and ensure effective oversight.
• Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts.
• Develop or maintain a subject matter expertise of the subsegment strategies (segment-specific solutions and sales narratives) for assigned enterprise opportunities.
• Stay informed on the current competitive landscape in the category including leaders and startups.
• Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership where it is deemed to be beneficial in pursuit of assigned enterprise opportunities.
• Provide input on new business opportunities, competitive analysis, market trends, and business environment.
• Collaborate with leadership to develop short and long term strategic revenue plans and forecasts.

Requirements

• 6–8 years of experience in Sales, Business Development, Customer Development, Account Management, and/or related fields.
• Post-secondary diploma or degree with a specialization in Engineering, Business, or Commerce.
• Proven track record in developing new sales and accounts.
• Experience in the telematics or fleet management industry.
• Strong aptitude for understanding technical and business requirements.
• Able to anticipate and understand customer’s needs and provide viable solutions.
• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
• Excellent verbal and written communication skills, including comfort with delivering presentations and training.
• Strong ability to leverage developing AI capabilities to augment selling activities for improved efficiency and win rates, with strong proficiency in Salesloft and SFDC, excellent time management skills, and the ability to effectively multitask.
• Research and analysis skills to understand market trends and industry pain points to drive opportunities.
• Strategic thinker to understand which accounts to pursue and why, identify key decision makers and lead sales strategies.
• Up to 60% travel required; must hold a valid passport and be able to travel internationally.

Tech Stack

• SFDC

Benefits

• Flex working arrangements
• Home office reimbursement program
• Baby bonus & parental leave top up program
• Online learning and networking opportunities
• Electric vehicle purchase incentive program
• Competitive medical and dental benefits
• Retirement savings program