Job Title – Territory Sales Representative
Job Location – Canada - Ontario - Toronto
Job Code – CS20192106-31790
With our International Sales based in Canada – the Territory Sales Representative provides sales and sales pipeline management for all opportunities and pursuits of L3Harris Public Safety and Professional Communications in the eastern region. The specific market focus will be in the Public Safety domain, including Fire, Police, Paramedic, Hydro, and Municipal Security or adjacent markets.
The successful candidate will be accountable for the growth of top-line revenue, customer acquisition levels and overall profitability for the territory (or market). To accomplish this, the candidate will be responsible for actively seeking out and engaging new customer prospects as well as managing existing customer relationships by providing comprehensive and suitable solutions for every customer. This will involve a host of collective activities around acquiring and leveraging marketing intelligence data, developing sales / business / product development plans and communicating and executing winning market plans and capture strategies.
The overall objective for this role is growth of top-line revenue, customer acquisition levels and profitability. To achieve this, the successful candidate will be responsible for:
Achieving agreed-upon sales targets and outcomes within schedule
Prospecting, qualifying, proposing, capture negotiation and closing new deals
Managing opportunities in all stages of the sales funnel, including performing cost-benefits and needs analysis of potential customers
Establishing, developing and maintaining positive business and customer relationships.
Influencing customer procurements to gain competitive advantage
Performing competitive assessments and identifying attractive solution positions
Conducting sales presentations and marketing activities, including participation in tradeshows, conferences and product demonstrations
Providing updates to senior sales/operations staff of any accounts concerns, financial status or other matters as applicable Assisting customers and other sales channels to achieve business goals
Ensuring that customer management tool updates are complete, forecasting and sales plan information activity is up to date and that attending sales meetings , expense reporting submission, and other administrative efforts are complete
Canadian citizenship and ability to obtain and maintain a security clearance
Bachelor’s Degree and minimum of 6 years of prior relevant experience
Domain industry experience in public safety, utilities, transportation markets with knowledge of the buying and funding process of the market
Ability to manage 60% overnight travel with periods of week-long absences
Preferred Additional Skills:
5+ years of recent and relevant experience managing complex communications systems sales in either public safety, utilities, emergency management or transportation markets; or in business to business or business to government environments with multi-decision point processes
Strong process orientation and experience in professional sales programs such as Target Account Selling, Shipley or Miller-Heiman (preferred but no required)
Proven experience in consultative selling – focusing on building and sustaining strategic relationships
Strong knowledge of market competitors and technology
Proven experience in developing and executing robust sales plans and managing complex cross functional pursuits
Demonstrated ability to optimize territory growth
Strong negotiation skills
Experience managing large complex deals with protracted procurement processes consisting of multiple decision makers, multiple competitors, and requiring multiple levels of approval
Experience managing the dealer experience, from both a sales and service delivery perspective
Familiarity with Customer Relationship Management (CRM) tools to build productive business professional relationships
Bilingual in English and French would be considered a strong asset
Harris Canada Systems Inc. is an Equal Opportunity Employer. Applicants will receive consideration for positions on the basis of qualifications and without regard to race, color, religion, age, sex, ethnic origin. Equal opportunities will be afforded to women, Aboriginal peoples, visible minorities and persons with disabilities.