Senior Field Sales Executive

Purolator Inc.; Richmond; On-site; CAD 70,000 - 95,000; Full time

Job summary

Purolator Inc. is seeking a New Business Development Representative to drive revenue by acquiring new customers within a defined territory. You will prospect, qualify, and close opportunities while building a healthy pipeline and coordinating with internal teams.

The role emphasizes consultative selling, strong negotiations, and cross-functional collaboration to deliver tailored logistics solutions. English proficiency is required and you will report to the Manager New Business Development.

Qualifications

• University degree in Business, Marketing, Commerce, or an equivalent combination of education and experience.
• Minimum 5 years of successful B2B sales with a proven record of exceeding targets.
• Demonstrated success in new business acquisition, business development, or hunter sales roles.
• Proven ability to independently create opportunities and build a territory from the ground up.
• Experience using Salesforce and modern sales prospecting tools such as LinkedIn Sales Navigator, ZoomInfo, Cognism, or similar platforms.
• Demonstrated consultative and solution-based selling experience. Strong negotiation, presentation, and communication skills.
• History of achieving 100%+ quota attainment and consistently delivering revenue growth.

Responsibilities

• Generate net new business opportunities within an assigned territory through prospecting activities (cold calling, email, social selling, referrals).
• Develop and execute territory plans designed to exceed new customer acquisition and revenue targets.
• Build and maintain a robust sales pipeline through disciplined prospecting and opportunity management.
• Use Salesforce and sales tools to identify and prioritize high-potential prospects.
• Lead the complete sales cycle from engagement through proposal, negotiation, implementation, and close.
• Coordinate internal resources to drive momentum and progress opportunities.

Skills

Prospecting

Lead generation

Pipeline management

Consultative selling

Solution-based selling

Negotiation

Presentation skills

Communication

Education

University degree in Business/Marketing/Commerce

Tools

Salesforce

LinkedIn Sales Navigator

ZoomInfo

Cognism

Job description

It’s not a package. It’s a promise®. As Canada’s leading integrated freight, package, and logistics provider, we’ve been helping promises get where they need to be for more than 60 years. How does the magic happen? The journey starts with you. The places we go, the elements we brave, the promises we deliver – it’s all possible because of our people. So, whether you’re looking to build new skills, make an impact in your community, or inspire your team, we go there for you.

Description

The New Business Development Representative is responsible for generating new revenue through the acquisition of net new customers within an assigned territory. This role is focused on identifying, prospecting, qualifying, and closing new business opportunities while building a sustainable pipeline that consistently exceeds sales targets. Success in this role requires a highly motivated, action-oriented sales professional who takes ownership of their territory, proactively creates opportunities, and relentlessly pursues results. The incumbent leverages industry knowledge, prospecting tools, data-driven insights, internal partnerships, and consultative selling techniques to engage decision-makers, solve customer challenges, and drive revenue growth. This position is responsible for managing opportunities through the entire sales cycle, from initial outreach to implementation, and maintaining ownership of new accounts during the onboarding period before transitioning them to an Account Executive for long-term account management.

Responsibilities

• Consistently generate net new business opportunities within an assigned territory through proactive prospecting activities including cold calling, email campaigns, social selling, referrals, networking, and industry research.
• Develop and execute territory plans designed to exceed new customer acquisition and revenue targets.
• Build and maintain a robust sales pipeline through disciplined prospecting and opportunity management.
• Utilize CRM, sales intelligence platforms, marketing-generated leads, and internal resources to identify and prioritize high-potential prospects.
• Partner closely with Sales Development Representatives (SDRs), Marketing, Vertical Specialists, Solutions Experts, Operations, Freight, Logistics, and other internal stakeholders to accelerate opportunity creation and progression.
• Lead the complete sales cycle from initial engagement through proposal, negotiation, implementation, and close.
• Serve as the quarterback for all assigned opportunities by coordinating internal resources, driving next steps, removing obstacles, and maintaining momentum throughout the sales process.
• Conduct discovery meetings to understand customer business challenges, operational requirements, growth objectives, and decision-making processes.
• Present compelling value propositions and customized solutions that address customer needs and differentiate Purolator in the marketplace.
• Maintain accurate pipeline, forecast, activity, and opportunity management within Salesforce.
• Develop and execute account penetration strategies targeted at key decision-makers and influencers within prospective organizations.
• Identify opportunities to leverage Purolator's full suite of transportation, logistics, freight, international, and specialized solutions.
• Achieve and exceed assigned sales targets, activity metrics, and pipeline generation expectations.
• Manage newly acquired customers during the first 12 months to ensure successful implementation, growth, and retention before transitioning relationships to an Account Executive.

Additional Responsibilities

• Participate in customer RFI, RFQ, and RFP processes when applicable.
• Conduct market research to identify emerging opportunities, competitive threats, and industry trends.
• Share prospecting best practices and contribute to the development of the sales team.
• Collaborate with leadership on territory planning, market penetration strategies, and performance improvement initiatives.
• Continuously develop sales skills, industry knowledge, and product expertise.

Qualifications

• University degree in Business, Marketing, Commerce, or an equivalent combination of education and experience.
• Minimum 5 years of successful B2B sales experience with a proven record of exceeding sales targets.
• Demonstrated success in new business acquisition, business development, or hunter sales roles. Strong prospecting, lead generation, and pipeline management capabilities.
• Proven ability to independently create opportunities and build a territory from the ground up.
• Experience using Salesforce and modern sales prospecting tools such as LinkedIn Sales Navigator, ZoomInfo, Cognism, or similar platforms.
• Demonstrated consultative and solution-based selling experience. Strong negotiation, presentation, and communication skills. Transportation, logistics, supply chain, or related industry experience is considered an asset.
• History of achieving 100%+ quota attainment and consistently delivering revenue growth.

Competencies

• Decision quality
• Persuades
• Plans and aligns
• Action oriented
• Situational adaptability

Success Profile

The ideal candidate is a self-starter who thrives in a fast-paced, performance-driven environment. They do not wait for opportunities to come to them; they create them. They are highly disciplined in prospecting, persistent in pursuing new business, and take full ownership of their territory. This individual demonstrates a strong desire to win, consistently exceeds expectations, and proactively seeks new ways to generate pipeline and revenue.

Language Requirement

Proficiency in English is required for this position due to the frequent communications that must be conducted in English with various stakeholders. This requirement is justified by the nature of the responsibilities and operational needs.

POSTING DETAILS

Location: 541 - Richmond

Working Conditions: Office Environment

Reports to: Manager New Business Development

Purolator is an equal opportunity employer committed to diversity and inclusion. We welcome all qualified applicants and provide accommodations during the recruitment process upon request.

Purolator complies with Canadian law in all recruitment practices. During pre-screening, we may use an Artificial Intelligence (AI) tool, supported by human oversight, to efficiently manage tasks such as resume screening and candidate matching, enabling our team to connect with qualified candidates faster.

Personal information is used solely for recruitment and managed in accordance with privacy legislation. For AI-related inquiries only, contact [e-mail].

We recognize that employees and their families are essential to our success. We strive to provide a safe, healthy, and supportive workplace, ensuring the right people have the tools they need to thrive.

Every day at Purolator is an opportunity to connect with colleagues, customers, and communities to make a positive impact. Learn more about our values at www.purolator.com.