销售总监
Director Sales
销售总监负责FRMG的SkyForest部门的销售工作。该职位需要具备战略思维，制定能够加速我们销售模式的获胜策略。在此职位上，您将负责管理销售管道并达成年度配额。您的主要职责是销售现有的SkyForest产品，以及随着发布而推出的火灾风险数据和其他基于SaaS的产品。此外，您还需要根据对客户需求和现有业务挑战的理解，提供销售相关材料和产品反馈的指导/建议。销售总监的角色需要采取战略方法，包括与渠道合作伙伴、内容合作伙伴和潜在经销商接触，以加快销售进程。
职责：
- 自主开发潜在客户，获取新业务机会并制定策略以完成交易。
- 联系潜在客户并与新客户进行面对面的商务会议。
- 制定详细的战略商业计划，以实现既定的目标和配额。
- 实现设定的销售目标，注重超额完成。
- 确保专业标准和客户服务，从而创造推荐和中介机会。
- 与关键客户、行业领袖和利益相关者建立并维护牢固的关系，以促进业务增长和推动收入。
- 分析客户需求，并制定定制化解决方案以满足这些需求。
- 进行市场调研，识别行业中的趋势和机会。
- 制作演示文稿、提案和其他支持销售工作的材料。
- 与客户和供应商谈判合同。
- 管理从潜在客户开发到成交的整个销售周期。
- 管理我们的CRM管道并安排销售会议。
- 与我们的地理信息和软件团队合作，确定适当的解决方案以满足并超越客户需求。
- 培养积极且高绩效的销售文化，鼓励销售团队内的团队合作、创新和持续改进。
- 识别销售团队内的培训和发展需求，提供持续的指导和支持。开展销售培训课程，以提升销售技能、产品知识和客户参与度。
- 5年以上相关领域的业务发展或销售经验。
- 本科、硕士或同等学历，具有GIS、遥感等相关领域的销售或业务发展经验。
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About Us
First Resource Management Group Inc’s SkyForest™ division serves government and industry clients across Canada with our proprietary earth observation solutions. SkyForest technology is used to manage, monitor, and measure forests using maps to sustain our forests. We offer wildfire, carbon and agriculture solutions for clients delivered as data or via our SaaS cloud platform. Our Forest Carbon team provides professional services to analyze and measure carbon sequestration for compliance and to mitigate climate change.
Our Forest Management division (FRMG) provides sustainable forest management services for industry and government on over 9 million hectares of public forests in Ontario, Canada.
Our Mission
To advance the practice of forestry with advanced geo-analytical information and innovative services to sustain the world’s forests for current and future generations, and to protect people and forests from the risks of wildfire and climate change.
Our Vision
The trusted source of information and services for sustaining the world’s forests.
The Director Sales is accountable for sales across FRMG’s SkyForest division. The role requires the ability to think strategically to develop winning strategies that accelerate our sales model. In this position, you will be responsible for managing the sales pipeline and meeting your annual quota. Your primary responsibility will be to sell existing SkyForest products as well as fire-risk data and additional SaaS-based products as they are released. In addition, you will be expected to provide guidance/feedback on sales-related collateral and product feedback based on understanding customers’ needs and their existing business challenges. The Sales Director role requires a strategic approach that includes engaging with channel partners, content partners, and potential re-sellers to accelerate sales.
Responsibilities:
· Self-sourcing leads, securing new business opportunities and developing strategies to close deals.
· Contacting leads and conducting face-to-face business meetings with new prospects.
· Create detailed strategic business plans designed to attain predetermined goals and quotas.
· Achieving set sales targets with a focus on over-achievement.
· Ensure high standards of professionalism and customer service, thereby creating referral and intermediary opportunities.
· Build and maintain strong relationships with key clients, industry leaders, and stakeholders to enhance business growth and drive revenue.
· Analyze customer needs and develop customized solutions to meet those needs.
· Conduct market research to identify trends and opportunities in the industry.
· Develop presentations, proposals, and other materials to support sales efforts.
· Negotiate contracts with clients and vendors.
· Manage the entire sales cycle from lead generation to close.
· Own our CRM pipeline and manage sales meetings.
· Collaborate with our geomatics and software team to determine appropriate solutions to meet and exceed customer needs.
· Foster a positive and high-performance sales culture, encouraging teamwork, innovation, and continuous improvement within the sales team.
· Identify training and development needs within the sales team and provide ongoing coaching and support. Conduct sales training sessions to enhance sales skills, product knowledge, and customer engagement.
- 5+ years’ experience in business development or sales in a related field.
- Undergraduate, M.Sc. or equivalent sales or business development experience in GIS, Remote Sensing, Geomatics, surveying, and engineering
- Experience selling cloud-based solutions (SaaS) considered a big plus.
- Experience with enterprise sales - preference for experience selling to insurance, utilities, real estate (REITs)
- Strong communication and presentation skills.
- Preference will be given to candidates with existing sales experience of geospatial products GIS and other market or segment-related products.
Additional Information
· Competitive Base Salary and Performance Incentives
· Retirement Provisions
· Comprehensive Extended Health Benefits Package
· Health Care and Wellness Spending Accounts
· Professional Development Opportunities
· Flexible Working Time
Let's grow together!
We believe that the world forests need to prosper and be continually sustained as one of our greatest renewable resources. We also believe that together, we can improve the state of the world. With 12 years of experience managing forests, we have a deep appreciation for this valuable resource.
Your work will help solve global challenges ranging from forest management to reducing wildfire risk. We use advanced geospatial technology to solve big challenges along with a great people to build a better future for the planet.
Are you ready to build a rewarding career and a better future for all?
Build extraordinary products
We are motivated to build great products. We’re developing powerful and exciting technologies to solve some of the most difficult challenges on the planet. We are continually expanding our customer base and developing new solutions. We are driven and motivated and we share a passion for breaking new ground and creating new solutions.
We are focused on creating an inclusive and positive environment for our team. We push ourselves to learn and grow, be well rewarded and keep a strong emphasis on work-life balance. We’re also working hard to maintain a diverse, collaborative, social and engaging culture.
To support this, we encourage and invest in training and development for our people. We also offer a generous benefits and rewards package and offer flexibility to foster work life balance.
Diversity and Inclusion
FRMG’s Employment Policy is to hire based on competence and achievement. We believe this creates a healthy, accessible, and rewarding work environment which highlights employees’ unique contributions to our company’s success.
As an equal opportunity employer, we welcome applications from all and from anywhere to help us build an inclusive workforce with diverse viewpoints, experiences, and backgrounds.