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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in sales and business development within the SMB fleet management sector, leveraging strong communication and relationship-building skills to identify customer needs and deliver tailored solutions. Proficient in utilizing CRM systems and sales engagement tools to manage opportunities and drive revenue growth.
Highest-signal resume keywords
Sales DevelopmentCRM SystemsProspectingCustomer Relationship ManagementTelematics Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
SalesBusiness DevelopmentAccount ManagementCustomer DevelopmentProspectingOpportunity ManagementRevenue GrowthMarket ResearchNegotiationClosing
Soft Skills
CommunicationListeningRelationship BuildingOrganizationTime Management
Tools & Technologies
SalesloftSalesforceCRM SystemsSales Engagement ToolsAI Capabilities
Industry Keywords
Fleet ManagementSMB AccountsTelematicsMarket TrendsCustomer Needs
Tech Stack
Tools & technologiesSFDC
About the role
Key responsibilities & impact- Grow new and expansion revenue by helping small and medium-sized fleets find suitable fleet management solutions.
- Manage assigned SMB accounts and sales opportunities, typically fleets with 5 to 50 vehicles.
- Work toward an individual annual recurring revenue growth target.
- Identify customer needs and present relevant Geotab solutions.
- Qualify prospects and build pipeline through direct outreach, partner programs, and referral programs.
- Conduct discovery conversations, product presentations, and demonstrations.
- Progress standard opportunities through the sales process.
- Maintain accurate customer activity, opportunity stages, next steps, activities, and close dates in Salesloft and Salesforce/SFDC.
- Engage inbound leads assigned to the territory and manage reseller referrals.
- Identify new-logo and expansion opportunities within existing SMB accounts.
- Collaborate with Business Development leadership, Revenue Operations, Partner Account Managers, Marketing, partners, and other cross-functional stakeholders.
- Develop knowledge of telematics, fleet management, Geotab products, competitors, market trends, and SMB fleet challenges.
- Share customer and market observations to support planning, competitive analysis, and revenue forecasting.
- Use customer and market research and developing AI capabilities to improve prospecting and selling efficiency.
- Seek coaching and continuously improve prospecting, discovery, negotiation, and closing skills.
- Build expertise needed to progress into a Business Development Representative role.
Requirements
What you’ll need- A post-secondary diploma or degree; an equivalent combination of education and/or work experience in related fields may be substituted.
- 1–3 years of previous experience in sales, business development, customer development, account management, customer service, or a related field.
- Experience with prospecting, relationship building, CRM systems, and partner or referral programs.
- Strong communication, listening, research, and relationship-building skills.
- Ability to learn technical and business concepts quickly and translate customer needs into relevant solutions.
- Comfort with prospecting, outreach, discovery conversations, presentations, and follow-up.
- Strong organization, time management, and attention to detail when managing multiple opportunities.
- Coachable, resilient, curious approach and motivation to achieve measurable goals.
- Ability to work collaboratively with partners and cross-functional teams.
- Familiarity with Salesloft, SFDC, CRM systems, or sales engagement tools is an asset.
- Comfort using developing AI capabilities to improve research, prospecting, preparation, and selling efficiency.
- Ability to use market and customer research to identify opportunities and understand SMB fleet pain points.
- Reliable internet connection with at least 50mb DL/10mb UL when working from home.
- Proof of eligibility to work and ability to pass a background check.
Benefits
Comp & perks- 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
- Benefits offered to full-time permanent employees only