Job Description

Job Description

Job Description

What does a Business Development Representative (BDR) do at Johnston Equipment?

This role is meant to attract a driven and aggressive sales representative who thrives on being in front of the customers with the goal to provide the most advantageous solutions and make a positive impact to their businesses. You enjoy selling value and stand behind a strong brand, service, and quality product. With a minimum of five years of combined inside sales and outside new business development experience, you easily develop plans that grow a territory of new business while building relations with internal partners to achieve high level of recognition is solutions selling and can-do reputation for the customers.

You love what you do as a sales professional and plan to continue to build on your career as an individual contributor that envisions a long-term future in sales for years to come. You are at the mid-point in your career and want to take your experience in business development to a more rewarding level financially. Your duties include identifying potential business, scheduling meetings and cold calls with new companies and important stakeholders, actively promoting and selling Johnston Equipment’s line of brands and products, using your presentation skills and product knowledge to demonstrate the functions, and making connections between its functions and its benefits to the individual company’s business needs. All of these duties that you will perform should conclusively secure and achieve new enterprise accounts.

The Business Development Representative must be energized, activity driven, and experienced at building and managing a large portfolio of small to medium accounts. They are a solutions seller with impeccable follow -up skills, making them a leader in closing ratios and being the top sales performer amongst their peers. The BDR also works in tandem with other sales representatives and territory account managers to ensure a seamless transition of customer responsibility at the appropriate time. Your ultimate goal is to SPIN sell and create new business sales within your postal codes every day. You can truly appreciate the value of a bigger company with infrastructure to manage, support and also to remove barriers to achieve the effortless customer experience.

This position will appeal to individuals with proven new account acquisition skills and motivation to solve problems with tangible and intangible solutions. You can think on your feet to assess various scenarios and cases, and offer recommendations on a variety of our products, using your persuasive and negotiation skills to entice the customer that these capitals will become their most important assets. You pride yourself on your sales plan, sales activity which are reflected in your sales funnel and the CRM.

Johnston Equipment is a dynamic team working together for a common goal: client satisfaction. At GNJ every client and employee is valued and important. Our company stands behind 60 years of business excellence.

We offer our employees:

• Competitive compensation (Base Salary and Commission)

• iPhone

• Laptop

• Vehicle

• Gas Card

• Comprehensive Training and On-boarding Plan

• Work/Life balance

• The chance to expand your professional and personal skills

Here at Johnston we believe that attitude is everything, bring your “make a difference” personality and strong work ethic and be ready to succeed!

You can make a difference: As a Business Development Representative, you hold an indispensable role in new business acquisition an element of the core sales strategy. You are the face of GNJ for new clients who may not be familiar with the brand as well as being the solution provider for their material handling needs.

Johnston Equipment is working together for continuous improvement, sustainable outcomes and outstanding customer care. Live the values. Reap the rewards.

POSITION OVERVIEW

The basic function of the Business Development Representative (BDR) is to proactively and systematically pursue the acquisition of new customers and new business opportunities in assigned geographic areas and/or product areas or markets designated by their manager and/or the Company.

The Business Development Representative (BDRs product and services offering to small and medium sized prospects. The may have a secondary focus on

penetrating certain assigned customers with significant growth opportunity, as assigned by management.

The BDR’s most important means of interacting with customers and prospects is through face-to-face meetings.

The BDR is responsible for achieving assigned annual sales targets.

JOB RESPONSIBILITIES

• Identifies, investigates and pursues prospective customers (competitive users, dormant accounts, non-users).
• Researches sources for identifying prospective customers and for information to determine their potential.
• Acquires new customers from an assigned geography, and/or a set of named prospects.
• Sells an assigned subset of company products (Class I and III and Raymond Rebuilts), aftermarket services and storage products.
• Establishes, develops and maintains business relationships with new or prospective customers in the assigned territory/market segment to generate new business for the organization’s products/services.
• Makes telephone calls and in-person visits and presentations to new or prospective customers.
• Leads all aspects of the sales process, while calling upon other Company resources to assist in solution development, proposal preparation, etc., as needed or as directed by policy and/or the Regional Sales Manager.
• Refers opportunity for the sale of products and services outside of their assigned subset of products and services to other company sales resources as appropriate.
• Ensures a seamless transition of customer responsibility to the Territory Account Manager (“TAM”) or Commercial Account Representative (“CAR”) at the appropriate time (the new account will remain assigned to the BDR up to the end of the fiscal year following the fiscal year of the first invoice to the account).
• Assists other sales representatives when called upon by the Regional Sales Manager.
• Prepares and submits sales activity reports, sales plan/forecasts as requested/required by the Regional Sales Manager.
• Maintains all new and prospective customer data in the Company database or other as defined by the Regional Sales Manager.
• Expedites the resolution of customer problems and complaints.
• Keeps up to date on market conditions and trends, competitive activities and new products and stays abreast of industry matters through third party resources and networks.

ACCOUNTABILITIES AND PERFORMANCE MEASURES

• Achieves assigned equipment and aftermarket sales targets
• Achieves new account acquisition targets
• Achieves assigned activity targets
• Completes required training and development objectives within the assigned time frame
• Adheres to policies and procedures

ORGANIZATIONAL ALIGNMENT

• Reports to the Regional Sales Manager
• Enlists the support of product support specialists, sales coordination resources, aftermarket resources, and other sales and management resources and Company representatives as needed.
• Transitions accounts to the Territory Account Manager or Commercial Account Representative.
• Works with other Company representatives as appropriate to ensure customer satisfaction.

Job Type: Full-time

Job Location:

• Greater Toronto Area, ON

Since 1954, Johnston’s mission has been to develop valued customer partnerships by providing precision, cost-effective material handling equipment to move product in, out and throughout your warehouse; service solutions and tools to better manage your productivity; racking, storage and system solutions to optimize storage of your goods; and programs to enhance your ability to protect both your assets and your people. Today, as the largest integrated material handling solutions provider in Canada, Johnston is the only nation-wide company with the expertise and resources to keep you ahead of the curve on innovation to help you achieve all of your operational goals.

Company Description

Since 1954, Johnston’s mission has been to develop valued customer partnerships by providing precision, cost-effective material handling equipment to move product in, out and throughout your warehouse; service solutions and tools to better manage your productivity; racking, storage and system solutions to optimize storage of your goods; and programs to enhance your ability to protect both your assets and your people. Today, as the largest integrated material handling solutions provider in Canada, Johnston is the only nation-wide company with the expertise and resources to keep you ahead of the curve on innovation to help you achieve all of your operational goals.

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