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Shaw Communications
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Major Accounts Sales Consultant

Department name: Sales
Business unit: Business
Position ID: J1121-2318

A little about us

What we do at Shaw matters - in a world where being connected has never been more critical, we bring the best wireline and wireless technology and solutions together to create exceptional customer experiences. Every day we help millions of Canadians live their best-connected lives through the strength, capacity and combined power of our Fast LTE and Fibre+ networks.

At Shaw we say we’re brighter together, and we believe it’s the diverse mix of brilliant people here that really makes us shine. When you join our team, you’ll see we are so much more than just a company. Shaw connects you with limitless opportunity, an incredible culture, career development and a great benefits package. We are a friendly, collaborative group, and we have a lot of fun finding new ways to delight our customers.

Come dream bigger and brighter with Shaw.

The role

As a Major Accounts Sales Consultant focused on our bulk services business, your accountabilities will include managing & growing key existing accounts while protecting and growing revenue streams within your account base. A specific focus will be placed on a holistic sales approach looking for all opportunities that support our business objectives.

Further accountabilities will also include:

• Support and manage a select account base of customers in Calgary
• Promote our FibrePlus Network Advantage, strategic partnerships, and extensive telecom solutions to customer accounts with a focus on collaboration with various stakeholders
• Negotiate and renew existing bulk services on 5 year contract terms at national standard rates
• Identify new business sales opportunities and secure new revenue quarterly
• Identify and distribute leads for Shaw Business, Shaw Direct and/or Shaw Mobile
• Collaborate with new development team to maximize on all potential bulk opportunities
• Develop & grow relationships with key property management companies
• Participate in industry associations and events
• You will be expected to disrupt customers’ thinking and build consensus for Shaw through very strong relationships and industry knowledge

Working closely with our Planning, Consumer & Business Sales Teams, you will be a key point of contact for a multitude of stakeholders within the various levels of strategic accounts and we need to ensure they are well understood and addressed within the organization

A typical day

Manage and grow an account portfolio of approximately 200-300 accounts.

• Lead identification and opportunity creation
• Present Shaw Network Advantage and Business Solutions to clients
• Negotiating on contract terms with bulk clients
• Resolving client escalations
• Cross sales activities with a focus on increasing Shaw Business wallet share
• Manage sales process from lead to closed won including deal approval and contract generation
• Utilize all project management tools with a strong focus on documenting salesforce with accounts, opportunities, reporting etc.
• Regularly update Salesforce with account, opportunity, activity details that support the day to day operations
• Lead team meetings
• Maintain a comprehensive stakeholders’ map and strategy to build strong relevant networks and relationships within each strategic account
• Canvass Territory

Your skills/experience

• Strategic Thinkers—Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve challenges
• Communicators—Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills
• Strong Interpersonal Influencers—Uses rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations
• Demonstrate in depth marketplace knowledge
• Identify and monitor measures to overcome competitive activities within our market
• Experience in selling at the enterprise level
• Expert Networker—has an established deep network of key stakeholders in the new development vertical and/or has a proven ability to develop and nurture relationships in the new development industry
• Collaborative work ethic - works cooperatively with a wide range of internal stakeholders to navigate processes for deal success.
• Strong CRM Management skills a must
• Ownership—Goes out of his or her way to complete a job and has relentless drive to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision
• Workflow Management—Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic timeframe

Qualifications and Experience:

• Degree/diploma complemented by 5-10 years related sales experience
• An equivalent combination of education, training and experience will also be considered
• Strong knowledge of the telecommunications industry is considered an asset
• Proven track record in B2B sales
• Strong sales, organization and time management skills
• Strong understanding of the Internet, PC hardware/software and satellite industry is considered an asset
• Positive attitude, self-motivator, goal oriented with the ability to foster strong relationships
• Ability to work independently under minimal supervision in a fast paced rapidly changing environment
• Team player with excellent communication skills both written and verbal
• Possess a vehicle, maintains a valid driver’s license and must provide a driver’s abstract annually
• A positive, “can-do” attitude and customer focused approach that will enable you to deal with challenging situations with integrity, empathy and sincerity Established network in new development

Other details

• This position requires the successful completion of a criminal and credit background check
• As a condition of employment, all new employees will be required to provide proof of full vaccination with a federally approved COVID-19 vaccine (or proof of a valid exemption)

Posting closing date: January 28, 2022

At Shaw, we believe diversity and inclusion are integral to the continued growth and success of our entire company. We believe diversity and inclusion enhances our Company’s culture and creates a sense of belonging where people feel comfortable bringing their true selves to work. This in turn promotes innovation through harnessing the variety of experiences, thoughts, and perspectives our employees have to offer. We encourage applications from all qualified individuals, regardless of race, gender, age, or any other identifying characteristic.

Shaw Communications, through its third-party vendor, collects and stores information applicable to the candidate profile you create when you submit the information asked for below. The use and disclosure of the collected information is for the sole purpose of job search and placement activities for Shaw Communications. The information is subject to Personal Information Protection and Electronic Documents Act. The information will be retained and when disposed of, it is done so in a secure manner. Your profile will become inactive and moved to the archive if you do not access your profile for a period of 1 year.

We thank all applicants for their interest; however, only selected candidates will be contacted. No telephone calls or agencies, please.