Sales Representative, Business to Business (B2B) (Linked to NON0010)

PRESTO Metrolinx - Toronto, ON (30+ days ago)

Apply Now

Sales Representative, Business to Business (B2B) (Linked to NON0010)-(NON001F)

Employee Status
:Regular

Office Name
:10 Bay Street
$81,990 - $106,140 per annum
Metrolinx is connecting communities across the Greater Golden Horseshoe. Metrolinx operates GO Transit and UP Express, as well as the PRESTO fare payment system. We are also building new and improved rapid transit, including GO Expansion, Light Rail Transit routes, and major expansions to Toronto's subway system, to get people where they need to go, better, faster and easier. Metrolinx is an agency of the Government of Ontario.

Mandate
The Sales Representative, Business to Business (B2B) is responsible for supporting the Corporate Ticket Sales annual target of $6 - 12M in revenue and increasing ridership to 100M annual riders through the acquisition of new corporate accounts and managing existing accounts, ticket sales from groups, promotional packages, special events, and large scale conferences. Position operates with autonomy to close deals without approval of the manager.

Key Responsibilities

Delivers increased ticket sales revenue, by:
Selling full ticket product offerings including, promotional ticket packages, group tickets, corporate plan tickets, and special event options
Generating prospects and leads through cold calling, networking, and face-to-face appointments
Managing assigned corporate ticket accounts to ensure renewal and provide exceptional customer service
Identifying, evaluating, pursuing and closing new business opportunities to establish mutually beneficial business relationships between new corporate accounts that align with Metrolinx fare revenue and strategic business objectives
Selling a corporate ticketing program to enhance B2B sales to Golden Horseshoe and out-of-province/country global employers, events, and tourism operators
Delivering compelling sales presentations to introduce, promote and leverage Metrolinx services and fare products to a variety of clients, including conferences and events, groups, developers, and corporate partners
Delivering sales that focus on existing and new fare products to maximize ridership and revenue generation
Identifying potential, creative new streams of ticket revenue and strategically cultivating relationships to secure sales
Focusing on frequent large volume fare sales, targeting one (1) major ($250K+) event per month
Acting as a key point of contact for corporate accounts and group leaders, and event organizers through regular meetings, site visits, and tours
Collecting, analysing, and communicating feedback from external clients to internal teams on products and pricing
Prepares regular reports of sales progress, forecasts, revenues, and other financial reporting, as required, to internal stakeholders using established key account metrics and revenue targets
Maintains a high level of involvement with regional event organizers, associations, community groups, municipal service providers and clients through regular participation in meetings
Collects and reports information on all competitive activity, business opportunities, industry and ticketing sales trends, and results within team
Prepares and reports on monthly financial key performance indicators, targets, activities, sales lead pipeline, and provides analysis & mitigation action plan on variances
Provides data to marketing leadership team and senior management team and their staff to enable tracking and reporting against strategic objectives and overall performance
Partners with cross-functional teams and departments to pursue sales leads and execute the necessary tactics to grow ticket account base
Plays an integral part in generating new fare sales products to achieve an increase in ridership and revenue
Obtains new clients through various sources including, networking functions and prospecting
Communicates regularly with key account representatives to build opportunities with key decision makers
Acts as a resource for management and staff with respect to business-related opportunities and issues
Builds, manages, and maintains relationships across a wide spectrum of stakeholders to cultivate and maintain relationships within the business and government communities
Provides strategic advice to senior management and staff at all levels regarding sustainability, programs, policies, and indicators; helps diverse stakeholders at all levels achieve consensus
Engages and collaborates with staff at all levels throughout the organization to manage and implement programs; liaises with departments working on related initiatives
Collaborates with and provides expertise to internal/external business clients, partners and stakeholders
Consults regularly with internal/external stakeholders and partners, throughout the project lifecycle to determine their business needs, apprise them of project progress, identify potential risks and develop plans/strategies to resolve/mitigate risks for improved service delivery
Monitors emerging ticketing sales trends and opportunities
Develops and delivers ideas, strategies, and solutions to grow ridership and revenue through fare product sales
Identifies and develops innovative sales presentations and programs to promote and leverage the Metrolinx brand
Identifies actions and future work packages to improve operational efficiency
Contributes to the development of new fare operating policies, business process improvements, to improve/advance the delivery of strategic objectives
Leads the development and maintenance of a body of knowledge and procedures to implement and sustain operationally sound and repeatable processes for one of the three core areas of expertise in the fare systems delivery capabilities.
Creates an environment of continuous improvement, opens channels of communication that invite suggestions and innovative thinking, and proactively seeks best practices providing top quality of services by the signage service and projects team
Plans concurrent multiple sales initiatives to ensure their timeliness, quality and outcomes are achieved
Recommends strategies and sales target updates to meet revenue projections
Meets objectives and manages project and sales activities and monitors progress to ensure that planning objectives are delivered on time and within budget, and anticipated business results are achieved; able to explain off-plan overages and exceptions
Meets service delivery objectives and manages project budgets and activities within budgetary limits
Trusted Advisor within Metrolinx on B2B and ticket sales topics
Creates a working environment that is aligned with the organization's desire to be a "best company to work for," ensuring that people resources possess the required skills, are properly aligned, and are provided with the resources to do the job
Provides creative leadership with input from others to develop and deploy a strategic vision; connects and aligns projects with strategic corporate goals
Demonstrates leadership influence with superiors, peers and across the organization

Location: 10 Bay Street, Toronto

Qualifications

Completion of a degree in business, sales or marketing, or a related discipline - or a combination of education, training and experience deemed equivalent
Training in business development and/or marketing is an asset
Minimum 6 years demonstrated experience and performance in ticketing, event, or hospitality sales and developing B2B strategies and initiatives
Proficiency in MS Office (Outlook, Word, Excel, PowerPoint, etc.)
Proven self-starter
Established sales track-record and proven ticket sales experience in a sport, event, venue, conference or hospitality setting
Building and managing a sales pipeline that consistently delivered on personal and team sales targets
In-depth knowledge of sales and business development strategies and techniques
Skill in highly persuasive oral and written communications, including effective executive-level presentation skills and cold calling
Ability to analyze sales data and develop recommendations and solutions
Experience working with CRM systems
Strong problem solving, analytical, organizational, and research skills
MS Office Suite (e.g. Outlook, Word, Excel, PowerPoint, etc.)
Oral/written/presentation skills to develop and generate reports, charts, graphs, and present to Senior Management level audiences
Budget and financial management experience to manage sales forecasting and tracking
Interpersonal, organizational, and oral/written communications skills to provide direction, advice and support the team members and to advise on changes to processes and performance requirements, and to provide briefings/advice to senior management
Sales techniques to manage and grow existing corporate accounts and identify and develop new business partnerships to generate revenue and increase ridership
Up-to-date on current ticketing trends including, digital, technology and CRM applications (i.e. Sales Force)
Understands creativity and innovation to develop plans and programs in collaboration with Creative Services resources to introduce, promote and leverage the Metrolinx brand
Relationship management and consultation skills to work collaboratively across multi-disciplinary teams, to create innovative product and service offerings
Interpersonal and oral/written/presentation skills to deliver compelling presentations to existing and new business

To apply for this position, please submit resume online, no later than December 29, 2019 .

Please note that applicants must be legally entitled to work in Canada. Accommodation will be provided throughout the hiring process, as required. Applicants must make their needs known in advance.
Please be advised, Metrolinx uses email to communicate with their applicants for open job competitions. A Criminal Record Search may be required of the successful candidate. Should it be determined that any background information provided be misleading, inaccurate or incorrect, Metrolinx reserves the right to discontinue with the consideration of your application.

We thank all applicants for their interest, however, only those selected for further consideration will be contacted. Accommodation will be provided throughout the hiring process, as required.
AN EQUAL OPPORTUNITY EMPLOYER
www.metrolinx.com

Closing Date (Period for Applying) - External
:29-Dec-2019