Class III Business Development Representative (BDR)

Position Summary

The Class III Business Development Representative is responsible for proactively acquiring new customers and developing new business opportunities within assigned geographic areas, product areas, or markets as designated by management.

This role focuses on selling a defined subset of the Company’s products and services to small and medium sized prospects. The position may also include a secondary focus on expanding business with select assigned customers who offer strong growth potential.

The BDR primarily engages customers through face-to-face meetings and is accountable for achieving assigned annual sales targets.

How You’ll Make an Impact

• Identify, investigate, and pursue prospective customers including competitive users, dormant accounts, and non-users

• Research prospecting sources and gather information to assess customer potential

• Acquiring new customers within an assigned geography and or a set of named prospects

• Sell an assigned subset of Company products classified as Class III

• Establish, develop, and maintain strong business relationships with new and prospective customers

• Conduct outbound calling along with in person meetings and presentations

• Lead all aspects of the sales process while engaging internal Company resources for solution development and proposal preparation as required

• Refer opportunities outside of the assigned product subset to the appropriate Company sales teams

• Ensure a smooth transition of customer responsibility to the Territory Account Manager at the appropriate time

• Support other sales representatives when requested by the Regional Sales Manager

• Prepare and submit sales activity reports and sales plans or forecasts as required

• Maintain accurate new and prospective customer data in the Company database or designated systems

• Expedite the resolution of customer issues and complaints

• Stay current on market conditions, competitive activity, industry trends, and new products through third party resources and networks

Performance Measures

• Achievement of assigned equipment sales targets

• Achievement of new account acquisition targets

• Achievement of assigned activity targets

• Completion of required training and development within assigned timelines

• Ongoing adherence to Company policies and procedures

What You’ll Bring to the Table

• High level of integrity and work ethic.

• Secondary School or a University Degree/College Diploma an asset.

• Minimum of 2 years sales experience required. Candidates with flooring or building material experience preferred.

• Demonstrated ability to convert prospects and close deals while maintaining established sales quotas.

• Solid experience in opportunity qualification, pre-visit planning, call control, account development, and time and territory management.

• Success in qualifying opportunities involving multiple key decision makers.

• Strong knowledge of retail and/or wholesale sales principles, methods, practices, and techniques.

• Strong problem identification and objection resolution skills.

• Able to build and maintain lasting relationships with customers.

• Self-motivated, with high energy and an engaging level of enthusiasm.

• Must possess a valid driver’s license. Candidates with a “Go-Getter” attitude should apply.

• Candidates experienced in Business Development, Account Management, Outside Sales who have worked autonomously should apply.

While we appreciate all applications we receive, we advise that only candidates under consideration will be contacted.

G.N. Johnston Equipment is committed to building a diverse and inclusive workplace. Qualified designated group members are encouraged to apply as any reasonable accommodation of qualifications will be considered as per our Accommodation Policy, available upon request.

About Johnston Equipment:

Johnston Equipment provides material handling equipment to move product in, out and throughout warehouses; service solutions and tools to better manage warehouse productivity; racking, storage and automated system solutions to optimize the storage and movement of goods; and programs to protect material handling assets and the people who utilize them. We are continually striving to create better and more advanced solutions as well as provide the highest quality service.

We are growing and need talented professionals to drive our vision to create an effortless experience for our customers by delivering our products and services in an efficient and safe manner. Join us…. Make a difference!

Additional Qualifications

####Education

• Certificates & Designations High School Post secondary education Community College, Marketing/Sales is required is required

####Skills

• Experience in account acquisition
• Activity driven with consultative approach
• Develops and Maintains Relationships Committed to Customers
• Courteous and Professional Manner Communicates Effectively
• Strong Problem Solving Demonstrates Functional Expertise
• Experienced selling tangible products
• Experience working with CRM
• Attentive and Active Listening Communicates Effectively
• Clear and Concise (oral and written communication) Communicates Effectively
• Presentation Skills Communicates Effectively
• Minimum of 1 year of experience cold calling to develop a territory of new business. Achieves Results
• Minimum of 2 years’ experience selling a product or service business to business. Achieves Results
• Achieves Results, Develop Plans to Achieve results and Objectives