Original job description
<p><strong><em>Forge Performance Group is a Recruitment & Talent Management solutions team located in Calgary, AB. We are dedicated to connecting our clients with highly skilled professionals well-matched to their unique hiring needs, culture, and goals. This opportunity is posted on behalf of our clients-Blackline Safety & preference is for a candidate based in Calgary, AB.</em></strong></p><p> </p><h1>Business Development - Western U.S.</h1><p> </p><h4>TERRITORY: California, Nevada, Arizona, Oregon and Washington</h4><h4>LOCATION: Calgary, Alberta preferred</h4><h4>TRAVEL: Approximately 50% travel, including overnight travel</h4><p> </p><h4>ABOUT BLACKLINE SAFETY</h4><p>Blackline Safety is a Calgary-based technology company focused on connected safety, gas detection, lone worker protection, real-time monitoring and safety analytics. Its connected safety platform combines wearable and area-monitoring devices, connectivity, software and live monitoring to help organizations protect workers and respond to workplace incidents. Blackline's product portfolio includes G8 personal safety wearables, G6 single-gas detection, G7x satellite-connected devices and EXO area monitors.</p><h4>THE OPPORTUNITY</h4><p>Blackline Safety is seeking a highly motivated Business Development professional to grow new business across the Western United States. This is an individual-contributor sales role focused on identifying, developing and closing enterprise opportunities within a defined territory. The ideal candidate will be based in Calgary and bring strong sales experience and relationships in the U.S. markets of California, Nevada, Arizona, Oregon and Washington.</p><h4>KEY RESPONSIBILITIES</h4><ul><li>Develop and execute a territory business development strategy for California, Nevada, Arizona, Oregon and Washington.</li><li>Identify, prospect and develop new enterprise and strategic-account opportunities within target industries.</li><li>Build and maintain relationships with end users, operational stakeholders, safety professionals, procurement teams and C-suite decision-makers.</li><li>Manage the full business development cycle from lead qualification and discovery through solution development, proposal, negotiation and close.</li><li>Conduct customer meetings, presentations, demonstrations and business reviews to understand customer needs and communicate Blackline Safety's value proposition.</li><li>Develop consultative sales strategies for complex, multi-site and multi-stakeholder opportunities.</li><li>Coordinate with internal product, technical, customer success and executive resources to develop tailored customer solutions and proposals.</li><li>Maintain accurate account, contact and opportunity information in HubSpot CRM.</li><li>Participate in industry organizations, conferences, events and networking activities to build market awareness and generate new opportunities.</li><li>Monitor industry trends, customer needs and competitive activity across the assigned territory and communicate relevant market intelligence internally.</li><li>Support opportunity planning, value propositions, bid/no-bid decisions and customer presentations for strategic opportunities.</li><li>Maintain a strong understanding of Blackline Safety's connected safety technology, including gas detection, lone worker protection, communications, monitoring and analytics solutions.</li></ul><h4>QUALIFICATIONS</h4><ul><li>5+ years of successful business development, enterprise sales or complex B2B sales experience.</li><li>Strong direct experience selling into industrial markets such as oil and gas, utilities, petrochemical, refining, upstream/midstream energy, mining, emergency services, government or related sectors.</li><li>Demonstrated experience developing and closing enterprise opportunities involving field-level and C-suite stakeholders.</li><li>Established business relationships and market knowledge within one or more of the target Western U.S. states; experience across California, Nevada, Arizona, Oregon and Washington is highly valued.</li><li>Experience selling technology-enabled, IIoT, SaaS, safety or other complex business solutions is an asset.</li><li>Strong understanding of consultative and strategic selling, including multi-stakeholder and multi-location opportunities.</li><li>Understanding of MSA and related commercial contract terms.</li><li>Strong CRM discipline and experience using CRM data to manage pipeline and opportunity activity.</li><li>Ability and willingness to travel approximately 50% of the time, including overnight travel throughout the assigned territory.</li><li>Bachelor's degree in Business or a related discipline is preferred.</li></ul><h4>KEY SKILLS AND ATTRIBUTES</h4><ul><li>Self-motivated, entrepreneurial and comfortable working independently across a large territory.</li><li>Strong prospecting skills and the ability to create opportunities rather than rely solely on inbound leads.</li><li>Excellent communication, presentation, negotiation and relationship-building skills.</li><li>Commercially minded and able to connect customer challenges to measurable business and safety outcomes.</li><li>Proven ability to develop and execute strategic territory and account plans.</li><li>Experience selling complex solutions to large enterprise customers.</li><li>Strong analytical, critical-thinking and problem-solving skills.</li><li>High proficiency with CRM and productivity tools such as Excel, PowerPoint and Word.</li><li>Professional credibility and confidence engaging with both technical users and senior executives.</li><li>Previous sales training through organizations such as Sandler, Miller Heiman, Brooks Group or similar is an asset.</li></ul><h4>WHY BLACKLINE SAFETY</h4><p>Blackline Safety is focused on transforming industrial workplaces through connected safety technology. Its solutions combine real-time visibility, gas detection, worker communications, location technology, analytics and incident response to help organizations protect their people and keep operations moving.</p>
