Business Development Manager (Transportation & Logistics)

Geotab•Atlanta, GA

4d•$150,000 - $200,000•Hybrid

About The Position

Geotab is a global leader in IoT and connected transportation, certified as a "Great Place to Work™." The company is dedicated to helping businesses grow and succeed while increasing the safety and sustainability of communities. Geotab connects commercial vehicles to the internet, providing web-based analytics for fleet management. Its open platform and Marketplace offer numerous third-party solutions, enabling businesses to automate operations by integrating vehicle data with other assets. Geotab utilizes data analytics and machine learning to enhance productivity, optimize fleets by reducing fuel consumption, improve driver safety, and ensure compliance with regulatory changes. The company is seeking individuals who are passionate, think differently, and aim to make an impact in a fast-paced, evolving environment. Geotabbers are encouraged to take on new challenges beyond their initial job descriptions, offering fulfilling careers with opportunities for innovation, great benefits, and a fun, inclusive work culture.

Requirements

5 - 8 years of previous experience in Sales, Business Development, Customer development, Account management, or related fields.
4-8 years of Transportation and Logistics Industry experience, alongside 3-5 years of Enterprise Sales experience and prior SaaS Sales experience.
Post-Secondary Diploma/Degree in Engineering, Business, Commerce, or an equivalent combination of education and work experience.
Proven track record in developing new sales and accounts within the telematics or fleet management industry.
Strong aptitude within Salesloft and SFDC, with a strong ability to leverage developing AI capabilities to augment selling activities.
Excellent verbal and written communication skills, including a well-defined sense of diplomacy, negotiation, conflict resolution, and relationship management.
Ability to anticipate and understand customer needs, provide viable solutions, and think strategically to identify key decision-makers.
Flexibility to work remotely across different time zones, with the ability to travel frequently (up to 60%) internationally (valid passport required).

Responsibilities

Manage an assigned list of new enterprise customer acquisition sales opportunities.
Build, evaluate, and implement sales strategies to generate new ARR for assigned enterprise opportunities.
Document all selling strategies, engagements, and activities within Salesloft and SFDC to allow for effective revenue forecasting in accordance with minimum forecast accuracy metrics.
Document all selling strategies, engagements, and activities within Salesloft and SFDC to meet minimum opportunity engagement metrics and qualify opportunities for quota retirement.
As required, initiate, lead, and manage contract development activities as they pertain to assigned enterprise opportunities.
As required, identify, engage, and support new channel partnerships that are deemed to be critical to revenue growth activities within assigned enterprise opportunities.
Collaborate with the Business Segment team to align enterprise sales activities to the broader segment strategies for assigned enterprise opportunities.
Collaborate with other cross-departmental stakeholders, including Revenue Operations and Partner Account Managers, to leverage internal sales systems in accordance with best practices and in a manner that allows for effective oversight.
Collaborate on RFX process when assigned enterprise opportunities are involved.
Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts.
Develop or maintain a subject matter expertise of the subsegment strategies (segment-specific solutions and sales narratives) for assigned enterprise opportunities.
Stay informed on the current competitive landscape in the category including leaders and startups.
Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership where it is deemed to be beneficial in pursuit of assigned enterprise opportunities.
Provide input on new business opportunities, competitive analysis, market trends, and business environment.
Collaborate with leadership to develop short and long term strategic revenue plans and forecasts.