Descartes Systems
Job title:
Business Development Representative
Company
Descartes Systems
Job description
Descartes Unites the People and Technology that Move the World
The need for efficient, secure, and agile supply chains and logistics operations has become ever more critical and complex. By combining innovative technology, powerful trade intelligence and the reach of our network, Descartes helps get goods, information, transportation assets, and people where they’re needed, when they’re needed.We’re one of the most broadly deployed logistics and supply chain technology companies in the world. More than 26,000 customers around the globe use our cloud-based solutions to transform the way they move inventory and information to enhance productivity, better serve customers, thrive competitively, keep pace with evolving regulations, and respond to rapidly changing market conditions. Descartes is publicly traded (Nasdaq:DSGX, TSX:DSG) with headquarters in Waterloo, Ontario, Canada, and offices and partners around the world. With record financial performance for more than 16 years, we lead the industry in innovation investment. Every day, logistics service providers, manufacturers, retailers, distributors, and other logistics-intensive businesses of all sizes rely on our scale, stability, and comprehensive solution footprint to move what’s most important to them. Learn more atWe’re growing fast and invite you to join our amazing team.Introduction To Who We AreAt Descartes, we are dedicated to delivering innovative routing, mobile, and telematics solutions that enhance operational efficiency and drive business success focused on fleet and last-mile operations. Our EMEA team is at the forefront of transforming logistics through cutting-edge technology and data-driven insights. We collaborate closely with clients to optimize their transportation networks, ensuring seamless connectivity and improved fleet management. Join us in shaping the future of logistics and making a meaningful impact in the industry.The Sales TeamOur Sales Team helps our company grow by matching our services to suitable companies. We do this because we love the thrill of a new lead and coming up with a creative way to get the attention of our customers. We invest in our own education to enable us to be trusted logistics advisers to our prospective partners and clients.We do this by providing buyers with a professional, well-designed sales experience that aligns their problems and goals to our product and the transformational projects we deliver. Using a proven methodology, we are able to deliver industry leading solutions supporting scaling businesses and blue-chip brands alike.Growing our new logo portfolio, in a sustainable, profitable manner is at the heart of what we do. We engage with partners and prospects to generate demand, and we invest time in the right organisations that match the criteria we’ve defined for our technology.We work to a sales cycle of >90 days on average and we’ve delivered significant growth over the past 12 months in EMEA following the success and growth of our North American teams. Customer demands and increasing by the day irrespective of the B2B or B2C relationship, and organisations are looking at ways to deliver in the most cost-efficient way, whilst providing a delivery experience that is second to none in their respective sectors, all at the same time as being respective of their carbon footprint.Our Routing, Mobile, and Telematics Divisions’ go-to-market strategy is built on two core pillars that are built on top of a well-defined client profile.Firstly, we aim to capitalise on the existing brands we’ve helped. For the UK, Europe & North America these are household names such as Wren Kitchens, Boots, Halfords, John Lewis, Wayfair, and Costco. We have also expanded our offering in EMEA to work with brands such as Chefs Culinar, Agediss, Axfoods, and Storskogen. This highlights our capability to adapt to various different configurations and operational requirements.Secondly, we are confident and aligned with our ideal client profile to invest our time in enabling a pinpoint focus to start a conversation directly with the brands we’d love to partner with. We do this through outbound videos, industry-leading events, messages, and direct mail.We’re on a roll in the UK and Europe, and we need a dedicated resource to keep the flywheel turning and give our customers, prospects, and partners the love they deserve. The ecosystem is awesome and filled with positive and talented people, it’s a great place to be selling and growing professionally.The ideal candidate will understand the value of the two pillars we’ve shared and know how to contribute to them generating demand and helping them close new business.The Role & ResponsibilitiesCreate and find fully qualified sales opportunities for our team of dedicated Account Executives who will dig deeper into the customers’ business, and requirements and demonstrate our solution(s)Educate both prospects and customers on the value of Descartes Routing, Mobil,e and Telematics (RMT) and how we can help improve their operational efficiency.Work towards individual and monthly KPIs and targets to help sales and marketing team goals in the RMT DivisionLiase closely with our Team of marketing specialists to achieve a joint volume and value target of passed opportunity creation, working with the team to use e-content where applicableProactively calling and prospecting to good-fit leads, in addition to qualifying inbound marketing leads (SEO) and providing an appropriate level of information at the right time for interested prospectsBe responsible for educating and developing prospects, leading to a successful handover to our Team of Account ExecutivesSet appointments for the EMEA sales team and assign opportunities once a lead hits the qualified statusNurture all marketing enquiries by educating and developing prospects until they are ready to engage with an Account ExecutiveEnsure successful follow-through of the sales cycle maintaining accurate activity and lead quality information in our CRMDaily collaboration with the sales team working as part of a remote teamDocument all activity in our CRM system & any additional associated tools we use in our sales enablementUse our sales enablement technology to generate leads and create a qualified pipelineLiase with marketing to create ‘Account focused growth’ we are doubling down on our growth in our home markets (UK, DACH & France) and are proactively aggressively targeting growth in new regions (BENELUX, Nordics, UAE) you will work with our teams to create good fit account lists and send prospecting sequences over a defined period to “warm” up potential good fit leadsInvest in yourself to become a Routing, Mobile, and Telematics expertGrow our partner referral networkBuild your own personal brand within the Fleet ecosystemKnowledge And SkillsCuriosity to grow personal market and sector knowledge through external materialsSocially outgoing and positive to be around adding to a fantastic cohesive cultureTechnically minded, and embracing any technical knowledge that is shared from colleagues and clients respectively.Have a passion to progress into a Junior Account Executive role within a fast-growing teamConsultative sales process and approach, and excellent follow-up and follow-throughAbility to communicate effectively with clients and prospects, at all levels with varying degrees of technical expertiseHighly focused, with excellent attention to detail, and a great manager of your own time, in a fast-paced environmentCommunicate and collaborate both internally and externallyJoin Us
As we scale, we’re looking for new doers, collaborators and innovators to join Descartes in uniting the people and technology that move the world as the Global Leader in Logistics and Supply Chain Technology. We’re entrepreneurial, hardworking, geeky-in-a-good way problem solvers. Guided by our values, we nurture a TEAM focused culture that invests in people and creates opportunities for advancement across a broad spectrum of career paths. We prioritize work-life balance and foster an environment with the space to take ownership, to be heard, and to carve a path for your individual accomplishments to help drive our success. At Descartes, everyone has a voice and the best idea wins, regardless of who makes it. We offer competitive compensation, great benefits, remote and flexible work hours, and the opportunity to join a company on an awesome mission with a great existing team and trajectory.Descartes also has a deep sense of environmental responsibility. Learn more about how we helped our customers save over 552,000 metric tons of CO2 in 2020 by reducing fuel and paper consumption: . Join a team that’s committed to working with customers to conserve resources and enhance sustainability.If you feel you have 70% of the qualifications we are looking for, and Descartes sounds like the team and the mission you want to be part of, apply now. We can’t promise it will be a fit, but we do promise to consider your experience.Through COVID-19, we implemented a virtual hiring process and continue to interview and onboard candidates by video using Microsoft TEAMS. We record interviews and use them strictly for quality assurance, training and general record keeping purposes. Should you have any questions about this process, please connect with our hiring team in advance of scheduled interviews. We value the safety of each member of our community because we know we’re all in this together.We are an Equal Employment employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected status, or any other characteristic protected by federal, provincial, or local law. For more information about our commitment to equal employment opportunity, please review our Code of Business Conduct and Ethics at .Source ⇲
Expected salary
Location
United Kingdom
Job date
Wed, 27 Nov 2024 02:10:38 GMT
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