Job Description

You will be responsible for managing a team of Regional Sales Managers (RSM). Your team is responsible for growing regional and national distribution partners located in their Region. Your primary focus will be to lead and coach the RSM’s to achieve exceptional revenue growth and strengthen our distribution network. In this role you will lead strategic sales processes, and help identify new business opportunities with your RSM’s, distributors, and end-users.

• Background in selling SaaS solutions.
• Self-motivated, critical thinker with a proven ability to execute strategic sales plans
• Results focused demonstrated through consistent success in increasingly senior sales roles
• Excellent interpersonal skills and ability to develop strong relationships
• Strong background with account management as a manufacturer representative or distributor sales professional
• Experience selling complex, strategic business solutions
• Proven track record of providing large enterprise sales solutions
• Sales training with Sandler, Miller Heiman, Ray Leon, or other industry leading training is an asset
• Above average capabilities with productivity tools (e.g. Excel, PowerPoint, Word, etc.)
• High degree of proficiency with CRM
• Bachelor's degree; MBA is considered an asset
• 10+ years direct and distribution channel selling experience is required
• 5+ years’ experience building and leading front-line sales teams; ability to grow and scale upward with the company
• Relevant industry experience with gas detection, safety, or broadline MRO distribution is an asset but not mandatory.
• Track record of consistently meeting/exceeding sales quotas personally and as a sales leader
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization
• Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and developing appropriate solutions
• Experience with target account selling, solution selling, and/or consultative sales techniques
• Highly professional persona and polished demeanor
• Strong verbal/written communication and presentation skills; effective at delivering executive level presentations
• Success adapting in fast-growing and changing environments

Responsibilities:

• Recruit, hire, onboard, and retain Regional Sales Managers.
• Consistently deliver net new revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year
• Accurately forecast quarterly and annual revenue numbers for assigned region
• Ensure strong execution of the field level sales strategy by the RSM team
• Drive sales growth through distribution partners by supporting their sales and marketing efforts
• Be a Blackline solution expert and provide field level support conducting end-user calls with RSM’s
• Direct sales activities within assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable for building pipeline and executing each phase of the sales cycle
• Coach sales team to uncover customer needs, develop champions, present specific use cases, demonstrate the differentiated value of Blackline Safety’s solutions
• Work as a team for the most efficient use and deployment of resources; collaborate with sales engineering, distribution channels, professional services, product management, legal, marketing, and engineering teams to create an exceptional customer experience
• Use CRM systems (HubSpot) extensively
• Identify and qualify new distribution as required to ensure appropriate geographic and vertical market coverage
• Attend industry trade shows promoting the Blackline brand growth, industry networking, securing new leads, and enhancing relationships with existing clients
• Provide weekly pipeline opportunity updates to VP of Sales including progress on specific distribution opportunities and status of prospective end-user clients

About Blackline Safety

Blackline Safety is a world leader in the development and manufacturing of wirelessly connected safety products. We offer the broadest and most complete portfolio available in the industry. Our products are designed to save lives and we monitor personnel working alone in populated areas, complex indoor facilities, and the remote reaches of our planet. Blackline’s products are used to keep people safe in the event of falls, missed check-ins, man-downs, and exposure to explosive or toxic gas. Our design, development, sales, marketing, support, and production are all performed in-house at our headquarters in Calgary, AB. Blackline Safety is a publicly-traded company (TSX: BLN). To learn more about our company visit

Blackline Safety is powered by the diversity of our talented employees. We are an equal opportunity employer. We consider all applicants, regardless of age, religion, race, color, ancestry, gender, gender identity or expression, disability, national origin, race, or sexual orientation. We enthusiastically encourage all individuals to apply for positions that fit their passions.

Disclaimer:

Please be advised that Blackline Safety does not request payment or personal financial information at any stage of the recruitment process. Be cautious of any unsolicited job offers or communications that appear suspicious.

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