Business Development Manager (Chubb Fire & Security)

Carrier
Mississauga, ON
30+ days ago

Job Description

Business Unit Carrier

Job ID 30048497

City Mississauga

State Ontario

Country Canada

Date Posted:
2021-07-07-07:00
Country:
Canada
Location:
LOC13058 5201 Explorer Dr,Mississauga,Ontario,L4W 4H1,Canada
The Chubb Fire & Security Difference...
Service Excellence
Technology leadership
Focus on Quality
National Coverage
Single Point of Contact
A Name You Can Trust
Chubb Fire & Security provides an unparalleled portfolio of security and life safety solutions to Canadian institutions, businesses, and residences. We deliver advanced solutions to many of the most demanding security and life safety requirements across the country. Our coast-to-coast coverage is provided through a team of experts sharing a common focus on service excellence. Our proven capabilities yield the ultimate in peace of mind to those
that we serve.
Role Summary:
Chubb Fire & Security's National Accounts team is looking for a self-starting Technical Business Developer/ Technical Account Manager TBD/TAM with strategic sales and business development skills with expertise in selling fire and security systems and services solutions for commercial and industrial customers. This role consists of holding a sales quota, as well as assisting the National Account Managers (NAMs) with their large and strategic opportunities. The incumbent will be responsible for sales activities, lead generation, trainings, helping NAMs to sell their solutions, as well as helping the customers with solutions for their problems while understanding what they need to buy. The Technical Business Developer-Account Manager, focuses on complex national solution sales and installations, understanding the customer needs better so the NAMs can provide the perfect recommendations. The TBD/TAM would also be the liaison between the technical team and the national accounts team ensuring any solution updates, new products, tools, etc. are presented among the NAMs and new hires.
Key Job Responsibilities:
The TBD/TAM is a quota carrying role, as well as a Technical Sales Support to NAMs:
  • Lead Generation. Deep understanding of the security landscape, competitors, clients; competitive market sales analysis.
  • Building and business developing own funnel of opportunities.
  • Account Development. Manage and develop new customer relationships. Targeting new potential opportunities within the marketplace.
  • Business Development. A True Hunter. Create, drive develop, and convert a pipeline of prospects into new revenue by leveraging your pre-existing network of relationships (preferably with decision makers) and researching new contacts within the target markets.
  • Strategic Sales. Act as client’s “Strategic Partner” through early engagement and driving business opportunities, ensuring Chubb is the customer’s first choice; always staying one step ahead of the game.
  • Preparing presentations on the technicality of the company’s products or services for customers.
  • Strong cross-functional skills. Working with National Accounts, Technical Team, Local Branches, and most importantly, Clients.
  • Responding to RFP’s, technical content write-up, working with the Bid Manager to prepare a winning package for new pursuits.
  • Co-Lead Generation. Assist Account Managers to identify leads, prospect opportunities. Perform competitive market sales analysis with the NAM’s.
  • Key Account Growth. Together with the NAMs, focus within assigned vertical markets and/or customer accounts. (e.g., Industrial, Commercial Buildings, Logistics, Retail, Oil & Gas, etc.).
  • Provide technical sales (& pre-sales) support to NAMs to identify, prospect, and close large and complex opportunities.
  • Assist NAMs with creating, developing, and converting a pipeline of prospects into new revenue by leveraging your pre-existing network of relationships (preferably with decision makers), and researching new contacts within the target markets.
  • Preparing presentations on the technicality of the company’s products or services for customers, individually or as part of the technical sale team.
  • Helping with RFP’s, technical content write-up, working with the NAMs and Bid Manager to prepare a winning package.
  • Proof of concepts and/or technical close, to helping with demos if required.
  • Provide training of all related internal tools or technologies for new hires (NAMs) for a faster onboarding process.
  • Liaison between the vendors/sub-contractors and the National Account team, ensuring any technology updates or new products are shared and presented to the team for immediate impact including any sales trainings required.
  • Proof of concepts and/or technical close, to helping with demos if required.

Other Job Responsibilities:
  • Develop thorough collaboration with branches, estimating and operations team regionally and nationally, to prepare detailed solutions for clients.
  • Quotes system and service solutions, create proposals, for customers with technical accuracy, and within Company pricing guidelines.
  • Ability to put together a winning package to respond to government and private RFP’s, Bids, and Tenders.
  • Prepares and delivers presentations, negotiates favorable contract terms and conditions, maximizing Chubb’s profit margins, cash flow and top-line sales.
  • By actively participating in the promotion of Chubb’s technology and solutions through networking events, trade shows, professional associations.
  • Identifies potential project risks early on and develops/implements strategies to minimize impact and control deviations from estimated costs and project deadlines.
  • Stays current in knowledge of fire & security product features (including competitor technology), legislation, and regulations.
Qualifications:
  • Post-secondary degree/diploma in Engineering, Technical Sales Management.
  • Minimum of 5 years of account management, Technical sales, sales engineering, and new business development role- specific to Fire & Security industry.
  • Proven sales experience in business-to-business selling, in the Fire & Security industry. Additional knowledge around Building Automation Systems & HVAC would be a strong asset.
  • Strong experience in responding to Government & Private RFP’s and RFI’s. Strong RFP and Contract Management skills for large and complex opportunities,
  • Demonstrated knowledge in multiple fire & security system platforms.
  • Pure Hunter with Strategic Mindset
  • Highly organized with an ability to work under pressure.
  • Positive outlook with high enthusiasm and creativity.
  • Self-motivated with a desire to work on a winning team.
  • Self-starter with minimal supervision
  • Effective at building business relationships.
  • Experience with travelling multi-province territory and managing independent schedule.
  • Salesforce and other CRM experience preferred.
  • Client service orientation.
  • Adaptable to changing environments.
  • Bilingual in English and French is a strong asset

Our offerings include:
  • Competitive compensation and benefit package
  • RRSP matching
  • Employee Discounts
  • Learning and Development opportunities
  • Reward and Recognition Program
  • A culture of performance & accountability
  • A supportive and positive team environment
  • Background Check Requirements
As a condition of employment, this position may be subject to the successful completion of the following pre-employment conditions:
  • Criminal Background Check
  • Reference Check
We thank all applicants for their interest; however only those candidates selected for an interview will be contacted.
We are committed to a diverse and inclusive workplace for all. If you are contacted for a job opportunity, please advise us of any accommodations needed to ensure fair and equitable access throughout the recruitment and selection process.
Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.
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