Business Development Manager (Transportation & Logistics)

About this role

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:

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

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

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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.

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

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

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

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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.

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

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

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

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

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

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

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Collaborate on RFX process with internal Geotab departments.

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

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Support Geotab global strategic initiatives.

What you'll bring to this role:

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

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

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Proven track record in developing new sales and accounts.

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Experience in the telematics industry.

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Strong aptitude for understanding technical and business requirements.

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

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

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Excellent verbal and written communication skills, including comfort with…