Iron Mountain Business Development Executive - Healthcare in Toronto, Ontario
À propos d’Iron Mountain
Iron Mountain Incorporated (NYSE: IRM), founded in 1951 and ranked as a Forbes 2018 America’s Best Employers, is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world, Iron Mountain stores and protects billions of valued assets, including critical business information, highly sensitive data, and cultural and historical artifacts. Providing solutions that include information management, digital transformation, secure storage, secure destruction, data centers, cloud services and art storage and logistics, Iron Mountain helps customers lower cost and risk, comply with regulations, recover from disaster, and enable a digital way of working. Visit www.ironmountain.com for more information.
Description du poste
Business Development Executives (BDE) focus on selling to new customers and prospects within the Healthcare (Canada) sector through strategic account planning, prospecting, qualifying, networking, cold calling and follow up on marketing demand generation initiatives.
The BDE’s primary objectives are to drive revenue within an assigned book of business and achieve quota attainment year over year. They will do so by focusing on accelerating Canadian eHealth transformation objectives and position, through a value based sales approach, Iron Mountain’s (IRM) suite of world leadingandsolutions.
As a subject matter expert on Canadian eHealth objectives, by Province, discovers and assesses customers’ current and future needs, and collaborates with the customer to develop solutions that address requirements while identifying new revenue streams for IRM.
Active within Canadian HC industry, builds customer relationships through strategic conversations to understand organizationalobjectives, goals and priorities, key customer decision maker(s) and influencers to structure opportunities to partner and support customer requirements (service level expectations, training of IM solutions, adoption of new technologies). Ensures frequent communication to enable superior customer satisfaction and to keep customers educated on emerging industry trends related to end-to-end information management and governance needs. Employs appropriate methods of persuasion when soliciting agreement.
Ability to position and illustrate alternative ways of considering how IRMs information lifecycle management solutions, for both physical and digital information, can address current challenges faced across Canadian Healthcare
Is accountable for developing and implementing value based selling account strategies and opportunity plans and customer business cases that support outsourcing vs DIY
Ability to highlight IRM’s areas of strength, competitive pricing (supported by business case /ROI), customer satisfaction and competitive advantages with net new accounts.
Actively participates in marketing campaign initiatives in demand and field program execution.
Continuously prospects to develop net new customers, as well as which include expanding existing relationships and positioning solutions across the information lifecycle within assigned accounts. Maintains a consistent sales pipeline (>10X quota) that enables meeting and exceeding quota attainment, often building 1-2 years ahead. Activities to support pipeline and account activity include, managing timely detailed responses to RFP’s, tracking activity in SFDC, forecasting, conducting competitive research and knowledge of IRM product / solution offerings.
Responsible for final account profitability through leading negotiation process and ensuring an acceptable on time outcome from a pricing, profitability, liability, operational, and SLA perspective for accounts to meet and exceed quota attainment. Responsible for identifying, selling and closing new areas of opportunity, securing resources and driving sales process to assist in scoping and pricing for special projects within net new and assigned accounts.
Will work to partner with the customer on renewals and work through any RFP process by identifying gaps in current contract in place and by understanding customer needs will successfully renew the contract; it will be necessary to partner with other Iron Mountain departments as necessary to complete this process.
Ability to negotiate pricing and SLA terms to drive customer retention strategy; will be required to perform customer needs assessment and service analysis to form recommendations on appropriate pricing structure and contract requirements while communicating pricing programs & contract terms to customers..
A strongly visible and active professional within Canadian Healthcare, liaises with various industry associations in the sector to increase eHealth transformation awareness; attends events/tradeshows, is active w/social media, promotes whitepapers and keeps current with Cdn Healthcare market trends.
Exigences du poste
Must be FLUENT IN ENGLISH AND FRENCH (reading, writing, speaking)
Ability to travel extensively - Road Warrior!!
Candidates must have a strong background and knowledge of Cdn Healthcare buyers journey, strategic account management/opportunity planning, best practice sales processes and solution/value based selling
Experience selling withing CAD Healthcare
Must have the proven ability to discover/uncover customer need(s) and position complex solutions by creating powerful value propositions supported by business cases / ROI and negotiation skills
Have the ability to influence and negotiate across an organization (at various management levels) through proven sales skills and possess ability to uncover needs/ unique insights to understand key customer priorities
Must exhibit excellent written, oral and presentation skills through power messaging
Encompasses strong interpersonal, planning, analytical skills and business acumen for effective decision making
Candidates should be able to make business decisions and think in broad terms, considering the impact to the entire company
Ability to team effectively at all levels of IRM and customer personnel (to include c-level) on a wide range of topics and issues
Possess a thorough understanding of strategic, value based selling methodologies
It is the responsibility of every Iron Mountain employee:
to comply with all applicable laws, rules, regulations, and company policies
to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct
to complete required training within the allotted time frame
Every Iron Mountain employee has an obligation to promptly report issues and violations.
Iron Mountain Canada is an employer broadly committed to providing an inclusive work environment that welcomes all people. Globally, we believe it is our diversity that contributes to our companies’ shared success. We work hard always to avoid discriminating on any grounds other than capability to perform the requirements of the job.
Iron Mountain complies with the Accessibility for Ontarians with Disabilities Act and welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.
Lieu CA-ON-Brampton | CA-QC-Quebec | CA-BC-Surrey | CA-ON-London | CA-NB-Moncton | CA-SK-Saskatoon | CA-MB-Canada | CA-ON-Toronto | CA-ON-Brampton | CA-BC-Coquitlam | CA-QC-Laval...
Code de la requête 2019-23098
Type d'emploi Full-Time