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Title:  Business Development Manager, Enterprise Sales

Location: 

Mississauga, ON, CA, L4W 5A1

About Descartes: 

Descartes (TSX:DSG) (Nasdaq:DSGX) is the global leader in providing on-demand, software-as-a-service solutions focused on improving the productivity, performance and security of logistics-intensive businesses. Descartes has over 147,000 parties using its cloud based services. Customers use our modular, software-as-a-service solutions to route, schedule, track and measure delivery resources; plan, allocate and execute shipments; rate, audit and pay transportation invoices; file customs and security documents for imports and exports; and complete numerous other logistics processes by participating in the world's largest, collaborative multimodal logistics community. Our headquarters are in Waterloo, Ontario, Canada and we have offices and partners around the world. Learn more at www.descartes.com.

PinPoint has been acquired by Descartes Systems Group, the global leader in logistics technology and global trade content. Descartes’ solutions extend the command of logistics operations, helping the world’s largest and most connected logistics community to quickly reduce costs, improve service and comply with customs and transportation regulations. The acquisition makes PinPoint’s customers members of the Global Logistics Network, the world’s premier global logistics community –– facilitating improved performance and productivity of logistics operations around the world. As part of this community, PinPoint’s customers will have access to the Global Logistics Network and additional solutions via Descartes’ Logistics Technology Platform. For instance, PinPoint customers will now have access to Descartes’ Routing, Mobile and Telematics suite, an integrated platform of technology solutions for managing delivery operations. The suite unites optimized delivery route planning, dispatching and GPS tracking, mobile applications, vehicle telematics, fleet/driver compliance and performance analytics. Read more about this acquisition by visiting the Descartes website: https://www.descartes.com/pinpoint.

Working in a fast-paced, technical environment, the Enterprise Sales Director will ensure the success of our Enterprise customers by managing the client experience from the initial identification of customers through to the close of the sale ensuring optimal ROI. The role will be responsible for developing long-term relationships with customers, collaborating with key business executives and stakeholders. The Enterprise Sales Director will act as a liaison between the customer and cross-functional internal departments to ensure adoption and user engagement that ultimately drives customer retention and growth.

  • Develop new and maintain strategic business relationships with major accounts to promote the Company’s products and services and profitable business relationships.
  • Ensures a high level of customer satisfaction and retention by building customer relationships and providing tailored service and creative solutions.
  • Demonstrates a strong knowledge of our software and technology products, operational procedures and collaborates with key operating groups supporting each client.
  • Develops strategy to exceed customer expectations, drive growth and demonstrate ROI.
  • Establish and maintain strong a professional working relationship with Finance, Customer Support, Product, and Sales Operations and delegate projects/tasks as appropriate.
  • Regularly conduct monthly and quarterly strategic business reviews with all customers and oversee development of action plans to address any issues.
  • Forecast and track key account performance metrics.
  • Identify and secure growth opportunities with customers.
  • Perform other job duties as required.

Requirements:

  • Bachelor’s Degree coupled with 5 years of experience in a competitive B2B environment.
  • Industry experience in Technology, Transportation, Logistics, Vehicle/Fleet Management Sales would be considered an asset.
  • Proficient in Microsoft Office suite and Salesforce and possesses the ability to facilitate professional business reviews and online meetings.
  • Strong business and financial acumen; effective at selling to the Executive/Owner level.
  • Comfortable navigating gray areas and able to establish and improve processes that benefit the customer relationship.
  • Complex and creative problem-solving skills, strategic thinking.
  • Emotional intelligence, business intuition, conflict management
  • Ability to excel in a fast-paced environment, be accepting to change and able to manage multiple, sometimes conflicting priorities.
  • Ability to effectively present a solution to the client at all levels to demonstrate business impact and ROI.
  • Strong negotiation skills; high level of leadership influence.
  • Flexibility to travel accommodating business requirements.

 


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