Director of Business Development

Job Summary

The Director of Business Development will focus on new business development by selling our exterior services to C-level and Director-level decision makers. The candidate will be highly driven and self-motivated, with a positive attitude and competitive spirit. The candidate will be the driving force for securing new customers and new business across Canada.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions:

Identify new customers:

• Research and define market size and potential within designated territory
• Develop target list of vertical market contacts within designated territory
• Cold calling prospects to identify decision-makers and scheduling presentations will be our primary acquisition method.
• Coordinate outbound marketing campaigns with sales support and marketing team
• Methodically pursue target list of potential customers for bid opportunities
• Perform outbound prospecting activities and attends tradeshows and corporate visits.
• Effectively sells bundled services solutions
• Preempts published RFP schedules by delivering prospects creative, value-added service solutions.
• Records and maintains daily sales activity and results in company CRM system and related software

Explain and demonstrate the features and values of our business to C-level executives:

• Identify prospect needs and work with sales support and marketing to develop customized sales proposals, plans and presentations.
• Build industry-specific knowledge to tailor your proposals to prospective customers.
• Be responsible for presenting and explaining our robust value proposition and why Case is the best solution for their FM needs.
• Understand our unique technology solutions for exterior care and how it gives us a competitive advantage.

Create positive relationships with clients:

• Build relationships, and understand their needs and pain points.
• Identify and understand the decision-makers.
• Pro-actively address issues and questions throughout the RFP process.
• Expand your relationships within the prospect's organization beyond the original contact.

Build and manage a pipeline:

• Create opportunities through prospecting and identifying areas to pick up business.
• Track the opportunity through Salesforce and update opportunity details through stages.
• Communicate with prospects throughout the RFP process to meet all their needs.
• Follow RFP and Awards process for all RFPs and Handoffs.

Work cross-functionally to develop proposals and meet RFP deadline:

• Build relationships cross-functionally, understand your peers' roles and needs, work collaboratively to quickly address issues.
• Support RFP manager throughout the bid development process.
• Answer cross-functional questions to ensure a more accurate and competitive RFP bid.

KPIs - Sales Matrix:

You'll be measured on sales pipeline development, deal closures, and client engagement metrics. Our top performers are consistent in proactive outreach and relationship-building, and typically exceed annual revenue goals of $4M+.

Competencies

• Sales experience - at least 5 years of industry experience with a proven track record of results.
• Must possess strong prospecting skills to identify and generate leads through research, networking, and referrals. Use this information to cold call, present their value proposition, and close deals.
• Experience managing an entire sales cycle from prospecting through closing.
• Can work cross-functionally to drive company strategies, implement technology, onboard new customers, and provide excellent service and service experience for customers.
• Demonstrated communication and presentation skills and the ability to clearly demonstrate Case's value proposition to prospects.
• Sales and sales techniques.
• Experience with landscape, snow, parking lot maintenance and/or related services.
• Learn our Case Technology Platform and become proficient in demonstrating it to prospects.
• Proven ability to work independently and in a team environment.
• Experience with Salesforce and related software applications.
• Proficiency with MS Office (Word, Excel and PowerPoint) and CRM software and principles.
• Forming a strategic plan to develop a pipeline and generate opportunities for growth.

Required Education and Experience

• Bachelor's degree or equivalent experience preferred.

Supervisory Responsibility

None

Work Environment

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, printers, and filing cabinets. If remote, must be based in Canada.

Physical Demand

The physical demands described here represent those that must be met by an employee to perform the essential functions of this job successfully. While performing the duties of this job, the employee is regularly required to talk and hear; sit, stand, and walk for an extended period; use hands to type, handle, or feel; and reach with hands and arms.

Position Type / Expected Hours of Work

This is a full-time, salaried position, working 40+ hours Monday - Friday with occasional weekend work required, as dictated by the needs of the business.

Travel

>25%

Other Duties as Assigned

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Join us in driving our business forward by leveraging your expertise in business development!

Job Types: Full-time, Permanent

Benefits:

• Dental care
• Disability insurance
• Extended health care
• Life insurance
• Paid time off
• RRSP match
• Vision care
• Work from home

Flexible language requirement:

• French not required

Schedule:

• Monday to Friday
• Weekends as needed

Work Location: Remote