Sales / Account Executive

Formost mediaOne, an OSG Company Brampton, ON Commensurate with Experience

Formost mediaOne, an OSG Company, provides outsourcing services across a variety of industry verticals including, but not limited to, Financial Services, Professional Services, Healthcare, Telecom, Provincial, and Federal government agencies. Reporting to the Manager, Client Services, and Sales, this role is responsible for sourcing and closing new business opportunities.  The services within this portfolio will include Customer Communication Services, which includes: Data Composition, Digital Archive, Print and Mail Fulfillment Services, and Digital Statement Delivery. In addition, this role will be responsible for selling OSG’s extended offering as they become available in Canada. In order to be considered for this position, candidates must have previous print and mail industry experience.

Key Duties/Responsibilities

Develop the Sales Plan

  • Lead and/or participate in the development of a sales plan and forecast for new customer development activities within your target market verticals
  • Develop and document detailed Sales
  • Account Plans for strategic accounts
  • Generate leads and demand for Customer Communication Services
  • Lead and own the RFP and RFI process and response to potential clients
  • Participate in developing strategies, forecast and establishing sales targets and objectives
  • Participate in critical strategy development to build an overall visionary sales plan to help transform the team on a continual path of excellence
  • Research, prepare and deliver sales presentations to effectively relate Formost mediaOne‘s solutions and services
  • Prepare bi-weekly reports and participate in opportunity management meetings, when required

Execute the Sales Plan

  • Work closely with marketing, sales and product teams to meet or exceed profitability targets
  • Achieve revenue targets from new prospects and channel partners
  • Generate sales leads (build a funnel) and/or contact leads generated by marketing, client relations, past relationships, and other sources
  • Generate prospects, nurture leads and close the sales cycle
  • Provide insight into sales strategy and product vision to help achieve revenue targets

Understand the Voice of the Customer

  • Achieve high levels of customer satisfaction through service excellence
  • Understand the value chain within your target accounts, requirements and business problems (pain) to achieve assigned sales objectives
  • Develop plans and enhance relationships with both Channel and Delivery Partners
  • Call on prospects to identify their current or prospective needs and provide information about Formost mediaOne‘s outsourcing services through demonstrations and presentations

Become the Subject Matter Expert

  • Understanding of all the key Partners and Consultants who promote and market our Customer Communication, Payment and Digital Mailroom services
  • Understanding your target clients to build out Blue Sheet sales strategies to drive a successful outcome within your target prospect accounts:
    • Define the organization and decision-makers
    • Understand the project structure
    • Understand budget constraints
    • Identify the Business Sponsor, Influencers, Champions and all the stakeholders for our BPO service offerings
    • Build relationships with key contacts all levels within the organization
  • Identify and provide input to help define and enhance Formost mediaOne’s core service offerings
  • Manage Issues with Clients to satisfactory resolutions
  • Maintain complete knowledge of Formost mediaOne’s products and services, sales objectives and strategies, pricing and implementation services to be able to respond to a client’s request for information
  • Collaborate with sales, product delivery, and executive management to support sales needs
Education & Knowledge Required
  • College Diploma/University Degree in related and/or equivalent experience
  • Minimum 3 years’ experience selling into the Canadian communications and mail/scanning industry
  • Prior experience working in insurance, financial, telecommunications or government verticals
  • Experience in selling to “C” level executives
  • Demonstrated experience developing relationships across all levels of the organization
  • Professional presentation, selling and interpersonal skills
  • A dynamic, energetic and engaged attitude
  • Excellent negotiation and communication (written and verbal) skills
  • Solid problem solving and organization skills
  • Results-oriented
Experience/Skills/Abilities Required

Ability to read, write, and communicate the English language, French would be an asset. Strong mathematical skills, ability to work with basic algebra/calculus, and spreadsheet programs. Ability to handle multiple tasks and duties concurrently, ability to prioritize. Word, Excel, Access, PowerPoint, and other software programs are essential.

What We Offer

Our business philosophy is simple, we have 2 key stakeholders:

  • Customers – we are fiercely dedicated to adhering to the Customer First value set.
  • Employees – we strive to attract people who are passionate about what we do because we believe revenue growth to be the most important success metric in business.

We offer a competitive base salary with commission and access to a top tier onboarding and training program.

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