Business Development-Western U.S

Forge Performance Group

9h•Hybrid

About The Position

Blackline Safety is seeking a highly motivated Business Development professional to grow new business across the Western United States. This is an individual-contributor sales role focused on identifying, developing and closing enterprise opportunities within a defined territory. The ideal candidate will be based in Calgary and bring strong sales experience and relationships in the U.S. markets of California, Nevada, Arizona, Oregon and Washington.

Requirements

5+ years of successful business development, enterprise sales or complex B2B sales experience.
Strong direct experience selling into industrial markets such as oil and gas, utilities, petrochemical, refining, upstream/midstream energy, mining, emergency services, government or related sectors.
Demonstrated experience developing and closing enterprise opportunities involving field-level and C-suite stakeholders.
Established business relationships and market knowledge within one or more of the target Western U.S. states; experience across California, Nevada, Arizona, Oregon and Washington is highly valued.
Strong understanding of consultative and strategic selling, including multi-stakeholder and multi-location opportunities.
Understanding of MSA and related commercial contract terms.
Strong CRM discipline and experience using CRM data to manage pipeline and opportunity activity.
Ability and willingness to travel approximately 50% of the time, including overnight travel throughout the assigned territory.
Self-motivated, entrepreneurial and comfortable working independently across a large territory.
Strong prospecting skills and the ability to create opportunities rather than rely solely on inbound leads.
Excellent communication, presentation, negotiation and relationship-building skills.
Commercially minded and able to connect customer challenges to measurable business and safety outcomes.
Proven ability to develop and execute strategic territory and account plans.
Experience selling complex solutions to large enterprise customers.
Strong analytical, critical-thinking and problem-solving skills.
High proficiency with CRM and productivity tools such as Excel, PowerPoint and Word.
Professional credibility and confidence engaging with both technical users and senior executives.

Nice To Haves

Experience selling technology-enabled, IIoT, SaaS, safety or other complex business solutions is an asset.
Previous sales training through organizations such as Sandler, Miller Heiman, Brooks Group or similar is an asset.

Responsibilities

Develop and execute a territory business development strategy for California, Nevada, Arizona, Oregon and Washington.
Identify, prospect and develop new enterprise and strategic-account opportunities within target industries.
Build and maintain relationships with end users, operational stakeholders, safety professionals, procurement teams and C-suite decision-makers.
Manage the full business development cycle from lead qualification and discovery through solution development, proposal, negotiation and close.
Conduct customer meetings, presentations, demonstrations and business reviews to understand customer needs and communicate Blackline Safety's value proposition.
Develop consultative sales strategies for complex, multi-site and multi-stakeholder opportunities.
Coordinate with internal product, technical, customer success and executive resources to develop tailored customer solutions and proposals.
Maintain accurate account, contact and opportunity information in HubSpot CRM.
Participate in industry organizations, conferences, events and networking activities to build market awareness and generate new opportunities.
Monitor industry trends, customer needs and competitive activity across the assigned territory and communicate relevant market intelligence internally.
Support opportunity planning, value propositions, bid/no-bid decisions and customer presentations for strategic opportunities.
Maintain a strong understanding of Blackline Safety's connected safety technology, including gas detection, lone worker protection, communications, monitoring and analytics solutions.