DescriptionThe New Business Development Representative is responsible for generating new revenue through the acquisition of net new customers within an assigned territory. This role is focused on identifying, prospecting, qualifying, and closing new business opportunities while building a sustainable pipeline that consistently exceeds sales targets.Success in this role requires a highly motivated, action-oriented sales professional who takes ownership of their territory, proactively creates opportunities, and relentlessly pursues results. The incumbent leverages industry knowledge, prospecting tools, data-driven insights, internal partnerships, and consultative selling techniques to engage decision-makers, solve customer challenges, and drive revenue growth.This position is responsible for managing opportunities through the entire sales cycle, from initial outreach to implementation, and maintaining ownership of new accounts during the onboarding period before transitioning them to an Account Executive for long-term account management.
Responsibilities- Consistently generate net new business opportunities within an assigned territory through proactive prospecting activities including cold calling, email campaigns, social selling, referrals, networking, and industry research.
- Develop and execute territory plans designed to exceed new customer acquisition and revenue targets.
- Build and maintain a robust sales pipeline through disciplined prospecting and opportunity management.
- Utilize CRM, sales intelligence platforms, marketing-generated leads, and internal resources to identify and prioritize high-potential prospects.
- Partner closely with Sales Development Representatives (SDRs), Marketing, Vertical Specialists, Solutions Experts, Operations, Freight, Logistics, and other internal stakeholders to accelerate opportunity creation and progression.
- Lead the complete sales cycle from initial engagement through proposal, negotiation, implementation, and close.
- Serve as the quarterback for all assigned opportunities by coordinating internal resources, driving next steps, removing obstacles, and maintaining momentum throughout the sales process.
- Conduct discovery meetings to understand customer business challenges, operational requirements, growth objectives, and decision-making processes.
- Present compelling value propositions and customized solutions that address customer needs and differentiate Purolator in the marketplace.
- Maintain accurate pipeline, forecast, activity, and opportunity management within Salesforce.
- Develop and execute account penetration strategies targeted at key decision-makers and influencers within prospective organizations.
- Identify opportunities to leverage Purolator's full suite of transportation, logistics, freight, international, and specialized solutions.
- Achieve and exceed assigned sales targets, activity metrics, and pipeline generation expectations.
- Manage newly acquired customers during the first 12 months to ensure successful implementation, growth, and retention before transitioning relationships to an Account Executive.
Additional Responsibilities- Participate in customer RFI, RFQ, and RFP processes when applicable.
- Conduct market research to identify emerging opportunities, competitive threats, and industry trends.
- Share prospecting best practices and contribute to the development of the sales team.
- Collaborate with leadership on territory planning, market penetration strategies, and performance improvement initiatives.
- Continuously develop sales skills, industry knowledge, and product expertise.
Qualifications- University degree in Business, Marketing, Commerce, or an equivalent combination of education and experience.
- Minimum 5 years of successful B2B sales experience with a proven record of exceeding sales targets.
- Demonstrated success in new business acquisition, business development, or hunter sales roles.Strong prospecting, lead generation, and pipeline management capabilities.
- Proven ability to independently create opportunities and build a territory from the ground up.
- Experience using Salesforce and modern sales prospecting tools such as LinkedIn Sales Navigator, ZoomInfo, Cognism, or similar platforms.
- Demonstrated consultative and solution-based selling experience.Strong negotiation, presentation, and communication skills.Transportation, logistics, supply chain, or related industry experience is considered an asset.
- History of achieving 100%+ quota attainment and consistently delivering revenue growth.
CompetenciesDecision quality
Persuades
Plans and aligns
Action oriented
Situational adaptability
Success ProfileThe ideal candidate is a self-starter who thrives in a fast-paced, performance-driven environment. They do not wait for opportunities to come to them; they create them. They are highly disciplined in prospecting, persistent in pursuing new business, and take full ownership of their territory. This individual demonstrates a strong desire to win, consistently exceeds expectations, and proactively seeks new ways to generate pipeline and revenue.
Language Requirement: Proficiency in English is required for this position due to the frequent communications that must be conducted in English with various stakeholders. This requirement is justified by the nature of the responsibilities and operational needs.
POSTING DETAILS
Location: 541 - Richmond
Working Conditions: Office Environment
Reports to: Manager New Business Development
