The incumbent is responsible for meeting sales revenue and business development targets within the assigned Canadian Market for Med-
Eng, Pacific Safety Products, Mustang and SAF Canada. Identifies and successfully secures business development and sales opportunities in the designated market, regions or territories primarily within Canada
In addition to promoting products to clients, the incumbent is responsible for developing sales strategies to penetrate new markets / accounts, conduct account planning, maintain major account plans, qualify and validate pipeline opportunities, pursuit and capture plans to maximize revenue from new and existing customers / end users.
Regularly monitor’s team progress against sales targets and develops new strategies / sales plans to ensure target achievement.
Participates in business development activities including the identification of new product concepts, ideas, development of products and services to address emerging requirements.
Liaises with internal Product Lines and Research and Development teams to link emerging requirements with capabilities
Supports Product Lines / Categories with business development and market research activities. Assist in the preparation of business plans / strategic planning activities.
Interacts with company’s representatives, corporate business partners and end-user agencies regarding company products and services.
Working within assigned territory, key objectives will include :
Developing a detailed understanding of products, sales objectives and growth strategies, pricing and delivery policies and practices.
Understanding the prospects’ and customers’ critical issues and initiatives and linking solutions to ensure achievement in these key areas.
Assist in the development of sales, pursuit and capture strategies to generate revenues for company products within assigned geographic territory.
Conducts briefings, capability presentations and training demonstrations for products and services within sales territory.
Develops and maintains customer contacts, and initiates and establishes new contacts within the military, embassies, Federal Law Enforcement and other government agencies.
Establishing and maintaining high-level, executive level contact with key decision makers and market drivers, focusing on the establishment, growth and maintenance of strategic relationships.
Qualifying prospects according to capabilities and applicability. Managing the execution of the sales process and leveraging appropriate resources to secure sales.
Assumes leadership and ownership of presentations, proposals and other documents including RFP and RFI responses.
Providing accurate sales forecasts based upon realistic close timelines.
Communicating product improvements and recommendations that originate in the field.
Utilizing automated forecasting tools to track all opportunities and prospect / customer related information.
Manages partners and key users network and ensures they are current on our product lines and working effectively on our behalf.
Provides functional and technical guidance and leadership to Partners.
Manages resources to achieve results within the assigned territory.
Monitors revenue achievement against targets and adjusts sales plans / territory strategies accordingly.
Motivated. Self-Starting leader with significant experience in the Canadian Market.
Deep functional knowledge of major Canadian governmental funding programs. Senior Program / Project management experience within Canadian Government agencies
Previous experience working in Canadian Federal Contracts and standard practices and protocols.
Previous experience in Business Development within the Canadian Federal Market.
Sound knowledge of the security and defense industry.
Experience managing a team of technical support, Sales and Marketing resources.
Aggressive, highly motivated hunter with a solid track record of project leadership to completion
Proven experience closing sales in the Government and Law Enforcement sectors.
Ability to penetrate and sell to government decision makers.
Ability to sell to multiple constituencies within an organization.
Consultative, value-proposition / business case driven sales methodology experience.
Must be an articulate, persuasive and passionate communicator.
Travel as required to customer / end users locations / Trade shows / Exhibitions and Conferences. To engage with customers and customer representatives.
It is contemplated that travel requirements will exceed 100 days annually.