Celebrating our 20th anniversary in 2024, H2Safety Services Inc. is the largest Emergency Response Management provider in Canada. Equipped with decades of experience, our team of industry leading experts deliver comprehensive, tailored Emergency Management, Health, Safety, and Environment (HSE), Emergency Response Training, and Technology services to companies throughout Canada, North America, and around the world. By continually investing in our people and world-class technology, we ensure the highest level of protection and compliance for our clients, stakeholders, and the environment.

Your Team

At H2Safety, we believe that diversity of experience, perspectives, and background leads to a superior company culture, creates meaningful experiences and work for our employees, and generates exceptional products and services for our wide range of clients.

We seek a Sales Account Executive to join our team, reporting directly to the VP of Sales & Marketing. The primary role will be to represent the company by hunting new sales opportunities for H2Safety's diverse range of products and services, with a focus on acquiring new customer accounts. You are results and goal oriented with a competitive hunter mindset willing to go the extra mile for colleagues and clients.

What You'll Do & How You'll Make an Impact

Prospecting & Lead Generation:

• Use prospecting strategies to lead initial outreach to prospects and determine prospects' interest in H2Safety's products and services.
• Identify and research potential clients within the target market.
• Utilize various channels such as social media, networking events, and industry conferences to generate leads.
• Collaborate with marketing team to leverage inbound leads and create outbound strategies.
• Take ownership of your territory, managing the sales cycle and outlining a plan to reach sales targets.

Qualification & Needs Analysis:

• Conduct thorough qualification of leads to ensure they align with the ideal customer profile.
• Engage in conversations with prospects to understand their business challenges and needs.
• Conduct needs analysis to determine how the solutions provide value and address specific pain points.

Product Knowledge & Demonstration:

• Develop a deep understanding of all H2Safety products and services, specifically its suites of SaaS and LMS products and its features.
• Conduct product demonstrations tailored to the prospect's needs, showcasing how the solution solves their specific problems.
• Clearly articulate the value proposition and benefits of the H2Safety offering.
• Prepare and deliver documentation to clients, including scopes of work, proposals, invoices, etc.

Building & Nurturing Relationships:

• Establish and maintain strong relationships with key decision-makers and influencers.
• Foster trust and credibility by demonstrating industry knowledge and understanding of the prospect's business.
• Uncover new business opportunities, leveraging prospecting skills and relationships to build lasting partnerships with target accounts in your assigned territory and/or industry.
• Keep the lines of communication open, addressing concerns and providing ongoing support throughout the sales cycle.

Closing Deals & Negotiation:

• Manage funnel, present quotes, conduct presentations.
• Work towards meeting or exceeding sales targets and quotas.
• Navigate through the sales process, addressing objections and obstacles.
• Collaborate with internal teams, such as legal and finance, to negotiate and finalize contract terms.
• Ensure a smooth transition from the sales phase to the onboarding phase, facilitating a positive customer experience.
• Maintain accurate and up-to-date account records.
• Maintain accurate revenue forecasting and reporting.
• Train and mentor account representatives.
• Provide a point of escalation to resolve more complex client requests.
  

What We're Looking For

• University degree in Business, Commerce, or related field
• 3+ years of experience in business to business full-cycle sales experience
• Proven track record of exceeding your quota in a high velocity environment
• Track record of selling into large corporations
• Ability to work at a fast pace while balancing multiple shifting priorities
• Go-getter mentality with ability to innovate and get things done.
• Confident go getters who are not afraid to pick up the phone or drop in the restaurant to speak with prospective clients
• Enjoy working collaboratively with management and other team members throughout the sales process
• Excellent organization skills, time-management, and attention to detail
• Self-directed with the drive and initiative to deliver results when working independently and as part of a team
• Excellent verbal, written, and interpersonal communication skills and ability to present information in clear, concise ways that resonate
• Strong analytical, decision-making, and critical thinking skills
• Efficient and effective problem-solving ability and aptitude to manage conflict
• Ability and willingness to travel throughout Western Canada up to 40% of work hours
• Hold a valid Class 5 driver's license, have 3 years of reportable driving history in Canada, and have maintained a driver's abstract with no or minimal demerit points or other traffic violations
• Ability and willingness to maintain flexible hours to occasionally support deliverables and clients in an emergency
  

Bonus Experience

• Account management experience in a Software as a Service (SAAS) environment
• Experience, education, and/or professional training in emergency response management
• Experience with marketing campaigns and social selling techniques
• Experience working with CRM, specifically HubSpot and other Martech applications

Pre-Employment Requirements

As part of the application process, you are required to complete and satisfactorily qualify on:

• Background checks
• Provide a current driver's abstract (3-year)
• Provide a claims experience letter with a minimum of 3 years of verifiable insurance history from your current insurer