Business Development Manager

Location:        Waterloo, Ontario

Experience:   3+ years relevant work experience

Education:    University / College degree in a relevant discipline (ie. Business / Commerce, Sciences, Engineering / Applied Mathematics etc.)

 About the Position

The Manager, Business Development role is to oversee a portfolio of assigned customers, generate additional business from existing clients, and actively seek new opportunities. S/he will represent the entire range of the Company’s solutions to customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the Company.

The successful candidate will have experience with B2B selling of technological solutions that require a significant capital investment. If possible s/he will also possess some knowledge of the food processing industry (beneficial, but not mandatory).

The Manager will prospect his / her assigned territory in order to identify and qualify new opportunities, and manage those opportunities through the full sales cycle.

S/he will work to develop long-term relationships, satisfy customers’ needs and requests, respond to their queries in a timely manner and aspire to deliver a positive customer experience

In addition, s/he will work closely with the VP Sales and other partners in the Company to set business development priorities, and deliver exceptional solutions and experiences for clients.

Responsibilities 

Prospecting & Lead Generation

  • Identify potential customers within the target market and initiate contact (e.g. phone, email, meetings etc.)
  • Follow up on leads and conduct research to identify potential prospects
  • Identify key decision makers amongst prospects and cultivate productive working relationships with them
  • Conduct a needs analysis of prospects and identify their “pain points” to determine how the Company’s solutions can address them
  • Work with the VP of Sales to develop and grow the sales pipeline to consistently meet quarterly revenue goals

Client Servicing & Relationship Management

  • Maintain a strong client focus to meet the expectations and requirements of clients and serve as a trusted advisor to key accounts, customer stakeholders and executive sponsors
  • Operate as the lead point of contact for any (and all) matters specific to your customers
  • Gather direct client feedback to be used to improve solutions and services and gain the respect and trust of clients
  • Network with industry experts and peers to maintain current understanding of trends and industry developments
  • Attend conferences, tradeshows and various customer & industry events in order to raise awareness of the Company and its offerings
  • Ensure the timely and successful delivery of solutions according to customer needs and objectives
  • Communicate the progress of customer initiatives to internal and external stakeholders
  • Assist with urgent customer requests or issue escalations, as needed
  • Negotiate pricing and terms of sale and service agreements; prepare sales contracts and submit orders for processing

General

  • Manage data for new and prospective clients in CRM database ensuring all communications are logged, information is accurate and documents are attached. 
  • Prepare and analyze sales pipeline reports and dashboards in order to forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
  • Help to devise, implement, and modify (as needed) specific sales strategies that align with the Company’s goals
  • Work with Marketing to produce thought leadership pieces in order to establish recognition and credibility with both clients and other industry players
  • Maintain an awareness of the competitive marketplace, current and future trends that will impact the Company
About You

You want to work for a fast-paced, growing company that focuses on providing innovative solutions to help its customers. You want to be part of a team of motivated people like yourself who are eager to solve challenging problems and learn new skills. You have a positive attitude, care about doing things right, and are motivated by making a positive impact.

Required Skills and Experience

  • Demonstrated ability to manage and cultivate a portfolio of clients in a growth company.
  • Manage data for new and prospective clients in CRM database ensuring all communications are logged, information is accurate and documents are attached.
  • Well-rounded business acumen supported by “real-world” knowledge and experience.
  • Multi-lingual / foreign language skills (considered beneficial).
  • International sales experience (considered beneficial).
  • Prior sales experience in the food processing industry (considered beneficial).
  • Ability to work both independently and in teams.
  • Capable of collaborating with scientists, engineers and other technical professionals in order to deliver customized client solutions.
  • 3+ years of successful Solution Selling / Customer Centric Selling (CCS) with industrial or technology B2B solutions; preferably with both large and small companies.
  • Strong prospecting skills coupled with a track record of sourcing and developing new clients / accounts.

Personal Qualities

  • Entrepreneurial mindset; passionate about helping to build businesses
  • Highly focused and driven to succeed
  • Readily engenders trust; demonstrates a consultative style / approach to working with others
  • Speaks, listens and writes in a clear, thorough manner using appropriate and effective communication tools and techniques
  • Self-aware and committed to their own personal development
  • Excellent time management / organizational skills
  • Naturally inquisitive
  • Well organized and detail oriented
  • Systematic approach to managing work and solving problems
  • Willingness to “go above and beyond” the norm with regards to their work and other deliverables
  • Demonstrates ethical behaviour and business practices, and ensures all behaviour aligns with the values of the Company
  • Exudes an optimistic and enthusiastic attitude coupled with a “can do” style for tackling tasks and projects

P&P Optica is committed to supporting a culture of diversity across our organization. Our hiring practices are aligned with human rights laws, which guarantee every person equal treatment in regard to employment and opportunity for employment, regardless of race, colour, creed/religion, sex, sexual orientation, marital status. We welcome and encourage applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.