Business Development Manager (Transportation & Logistics)

Who we are:

Geotab ® is a global leader in IoT and connected transportation and certified “Great Place to Work™.” We are a company of diverse and talented individuals who work together to help businesses grow and succeed, and increase the safety and sustainability of our communities. Geotab is advancing security, connecting commercial vehicles to the internet and providing web-based analytics to help customers better manage their fleets. Geotab’s open platform and Geotab Marketplace ®, offering hundreds of third-party solution options, allows both small and large businesses to automate operations by integrating vehicle data with their other data assets. Processing billions of data points a day, Geotab leverages data analytics and machine learning to improve productivity, optimize fleets through the reduction of fuel consumption, enhance driver safety and achieve strong compliance to regulatory changes. Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact. Ours is a fast paced, ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture. Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram.

Who you are:

You’re a driven, full-cycle sales professional who knows how to create momentum, from the first prospecting conversation to a signed deal. You’re energized by winning new business, skilled at uncovering customer needs, and confident guiding complex opportunities through discovery, solution alignment, negotiation, and close. You also know that great sales results are built with others. You enjoy collaborating with reseller partners, helping them sharpen their approach, advance their opportunities, and close with confidence. You bring a strong commercial instinct, persistence, and a genuine interest in transportation and logistics, and you’re motivated by helping fleets solve meaningful challenges with Geotab. If you love technology, and are keen to join an industry leader — we would love to hear from you!

What you'll do:

You’ll own the full sales journey for new business in your assigned market, building a strong pipeline and guiding opportunities from first conversation through discovery, solution alignment, negotiation, and close. Working closely with reseller partners, you’ll help uncover and advance opportunities with transportation and logistics organizations, from carriers and delivery fleets to businesses managing complex vehicle and asset operations. You’ll build trusted customer relationships, understand the pressures shaping their businesses, such as safety, uptime, fuel costs, compliance, and operational efficiency, and connect those needs to the right Geotab solutions. By bringing together the right Geotab teams and partner resources, and applying your knowledge of the industry and competitive landscape, you’ll create focused sales strategies that move deals forward and deliver meaningful outcomes for customers.

How you'll make an impact:

• Prospect, research, identify, and hunt new business opportunities for assigned segments/markets.

• Evaluate and implement strategic business plans for the growth and development of opportunities within the assigned segments/markets.

• Initiate, lead and manage the end-to-end process as the subject matter expert (SME) to build, qualify and establish cooperative contracts for Geotab’s sales channels to execute against.

• Collaborate with the Business Segment team to target and ensure closure of the top client pursuits within the segment.

• Devise and deploy all business development goals and objectives pertaining to the assigned market including the preparation of sales targets and budgets.

• Monitor and update business development activity within associated tools and maintain a pipeline of activity through the development of partners, contracts, and resellers.

• Through outbound market research and analysis, target new Partners that fill a need, market segment, or a price point and that align with the vision and mission.

• Use knowledge of the market and competitors to identify and develop Geotab’s unique selling propositions and differentiators.

• Develop a deep knowledge base of the industry and maintain top-of-mind awareness of trends and shifts.

• Stay informed on the current competitive landscape in the category including leaders and startups.

• Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership and identify potential new business opportunities.

• Be available to Partner Account Managers (PAMs) & Resellers to educate and share knowledge as SME.

• Provide input on new business opportunities, competitive analysis, market trends, and business environment.

• Collaborate on RFX process with internal Geotab departments.

• Collaborate with leadership to develop short and long term strategic plans.

• Support Geotab global strategic initiatives.

What you'll bring to this role:

• 5-8 years experience in sales, business development, transportation & logistics or a similar role.

• Post-secondary diploma or degree in Business, Commerce, or a related field, or an equivalent combination of education and work experience.

• Proven track record in developing new sales and accounts.

• Experience in the telematics industry.

• Strong aptitude for understanding technical and business requirements.

• Able to anticipate and understand customer’s needs and provide viable solutions.

• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.

• Excellent verbal and written communication skills, including comfort with delivering presentations and training.

• Strong project management skills; able to identify needs, develop effective solutions and manage projects through to completion.

• Strong analytical skills with the ability to problem solve well-judged decisions.

• Strong time management skills, an effective multi-tasker.

• Must stay relevant to technology and should have the flexibility to adapt to the growing technology and market demands.

• Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (e.g. Salesforce) tools.

• Entrepreneurial mindset and comfortable in a flat organization.

• Ability to travel internationally up to 50% of the time (frequent travel; valid passport required).

If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply. Please note: Geotab does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to Geotab employees.

Why job seekers choose Geotab:

Flex working arrangements
Home office reimbursement program
Baby bonus & parental leave top up program
Online learning and networking opportunities
Electric vehicle purchase incentive program
Competitive medical and dental benefits
Retirement savings program

*The above are offered to full-time permanent employees only

How we work:

At Geotab, we have adopted a flexible hybrid working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology! Geotab verifies candidates' eligibility to work in the United States through E-Verify, an internet-based system operated by U.S. Citizen and Immigration Services.

Other employment statements:

Geotab will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. Geotab provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Geotab complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Geotab expressly prohibits any form of workplace harassment or discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Geotab's employees to perform their job duties may result in discipline up to and including discharge. If you would like more information about our EEO program or wish to file a complaint, please contact our EEO officer, Klaus Boeckers at HRCompliance@geotab.com. For more details, view a copy of the EEOC's Know Your Rights poster. By submitting a job application to Geotab Inc. or its affiliates and subsidiaries (collectively, “Geotab”), you acknowledge Geotab’s collection, use and disclosure of your personal data in accordance with our Privacy Policy. Click here to read our Privacy Notice.