Manager, Business Development, Transportation
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Job Location:
Monthly Salary:
Posted on:
13 days ago
Vacancies:
1 Vacancy
Job Summary
Who we are:
Geotab is a global leader in IoT and connected transportation and certified Great Place to Work. We are a company of diverse and talented individuals who work together to help businesses grow and succeed and increase the safety and sustainability of our communities.
Geotab is advancing security connecting commercial vehicles to the internet and providing web-based analytics to help customers better manage their fleets. Geotabs open platform and Geotab Marketplace offering hundreds of third-party solution options allows both small and large businesses to automate operations by integrating vehicle data with their other data assets. Processing billions of data points a day Geotab leverages data analytics and machine learning to improve productivity optimize fleets through the reduction of fuel consumption enhance driver safety and achieve strong compliance to regulatory changes.
Our team is growing and were looking for people who follow their passion think differently and want to make an impact. Ours is a fast paced ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate great benefits and our fun and inclusive work culture. Reach your full potential with Geotab. To see what its like to be a Geotabber check out ourblogand follow us @InsideGeotab onInstagram. Join ourtalent networkto learn more about job opportunities and company news.
Who you are:
We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Manager Business Development who will drive new and expansion enterprise sales opportunities within the Transportation segment. If you love technology and are keen to join an industry leader we would love to hear from you!
What youll do:
As a Manager Business Development your key area of responsibility will be achieving significant new Annual Recurring Revenue (ARR) growth through strategic account development and team enablement. You will need to work closely with cross-functional teams including Business Segment Management Marketing Product Management and Operations as well as C-level stakeholders in reseller and partner organizations.
To be successful in this role you will be a strategic thinker and an experienced sales leader with a well-defined sense of diplomacy including solid negotiation and relationship management addition the successful candidate will have strong analytical and project management skills with the ability to leverage sales technology like Salesloft and SFDC manage multiple timelines and lead a world-class team of business development professionals.
How youll make an impact
- Accountable for the revenue growth of the Transportation segment as measured against new customer acquisition and expansion revenue growth targets.
- Execute sales strategies to meet revenue growth and market share targets in the segment.
- Actively contribute to strategic sales pursuits to maximize win rates within the segment.
- Accountable for implementing and managing a performance measurement and management system in partnership with Sales Operations that achieves the following outcomes:
- Maximize a risk-adjusted pipeline that at a minimum equals 1.2x the team revenue growth target.
- Maximize opportunity win rates across all sellers within the team with a minimum win rate of 33%.
- Maximize opportunity ARPU by incorporating and measuring multi-product selling tactics into the teams selling processes.
- Minimize opportunity timelines (or maximize opportunity velocity) by incorporating and measuring selling tactics that allow the team to quickly progress through the various sales stages.
- Maximize forecast accuracy by incorporating opportunity management best practices that produce accurate and measurable risk-adjusted revenue schedules.
- Implement AI into the selling motion and systems to increase seller efficiency/productivity as measured by the metrics above.
- Negotiate and manage customer contracts agreements and pricing strategies to ensure profitability and alignment with company objectives.
- Identify and evaluate new opportunities to expand the organizations presence in emerging subsegments.
- Responsible for supporting the execution of Partner Program including sales and partner enablement activities.
- Promote and raise the profile of the Geotabs solution offering within the segment.
- Represent Geotab at industry events to promote brand awareness foster strategic partnerships and engage C-level stakeholders.
- Maintain industry expertise by staying abreast of emerging technologies (IoT telematics) and regulatory developments to provide strategic insights to leadership.
- Lead and mentor a team of sales leaders and professionals by executing department strategy communicating vision and managing team engagement and KPAs.
- Oversee organizational design and business unit activities including recruiting performance management and career development planning for direct and indirect reports.
What youll bring to this role:
- 8 years of progressive experience in sales or business development with 3-5 years in a supervisory/leadership capacity.
- Ability to travel up to 50%.
- Proven track record of success in developing and closing expansion sales opportunities within an enterprise setting.
- Deep industry knowledge of telematics fleet management or SaaS.
- Excellent interpersonal skills with a sense of diplomacy and strong conflict resolution abilities.
- Strong aptitude for quickly understanding and translating complex technical and business requirements into viable solutions.
- Able to anticipate and deeply understand a customers needs and provide strategic viable solutions.
- Excellent verbal and written communication skills with comfort in delivering professional presentations and leading training sessions.
- Strong aptitude and hands-on experience within key sales platforms specifically Salesloft and Salesforce (SFDC).
- Strong ability to leverage developing AI capabilities and tools to augment BDR selling activities for improved efficiency and win rates.
- Strong time management skills and proven ability to effectively multi-task and manage competing priorities.
- Possess strong research and analysis skills to understand market trends and industry pain points. Must be a strategic thinker capable of identifying which accounts to pursue why identifying key decision-makers and leading the overall sales strategy.
If you got this far we hope youre feeling excited about this role! Even if you dont feel you meet every single requirement we still encourage you to apply.
Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.
This posting is for an existing vacancy.
Why job seekers choose Geotab:
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
*The above are offered to full-time permanent employees only
How we work:
At Geotab we have adopted aflexible hybridworking model in that we have systems functions programs and policies in place to support both in-person and virtual work. However you are welcomed and encouraged to come into our beautiful safe clean offices as often as you like. When working from home you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events chat rooms and gatherings. Join us and help reshape the future of technology!
We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish in an environment that is rich in diversity and a place where people from various backgrounds can work together. Geotab encourages applications from all qualified individuals. We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management career development training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices please contact us at By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively Geotab) you acknowledge Geotabs collection use and disclosure of your personal data in accordance with our . Click hereto learn more about what happens with your personal data.
Required Experience:
Manager
Key Skills
- Business Development
- Sales Experience
- B2B Sales
- Marketing
- Cold Calling
- Account Management
- Territory Management
- Salesforce
- Affiliate Marketing
- CRM Software
- negotiation
- Lead Generation
About Company
Our GPS fleet tracking & management system equips thousands of fleets worldwide with technology to automate, track and manage a truly optimized operation.
