Business Development Manager- Canada
At a glance
Highlights
- Revenue and margin accountability
- Cross-selling across product lines
- Trade show participation
Heads up
- Travel required over 50%
- Fast paced environment
Why this role might suit you
The role provides strategic growth responsibility for national accounts, exposure to cross‑selling across product lines, and the chance to influence distribution strategy within Canadian industrial markets.
Skills
About the role
Position Purpose:
The Business Development Manager (BDM) is responsible for driving strategic growth, profitability, and long-term partnerships across national and regional distributors as well as some direct end users within industrial markets (ie: oil & gas, manufacturing, mining, rail, etc.). This role develops and executes account strategies aligned with company objectives, leveraging a consultative, value-based sales approach to share of wallet and deliver measurable customer outcomes.
Job Responsibilities:
Own and manage a portfolio of national/key accounts with revenue and margin accountability.
Map customer organizations (economic buyers, influencers, users) and build executive relationships.
Identify growth opportunities across multiple market segments and geographies within Canada.
Assess and acquire new distribution channels in the region as needed to achieve market share and revenue goals.
Present company value proposition, distributor programs, and benefits to target distributors to peak their interest and to ultimately join our network of distributors.
Deliver against annual sales targets (revenue, margin, mix).
Lead complex, multi-site sales cycles using a consultative / Challenger-style approach.
Drive cross-selling and upselling across product lines and solutions.
Negotiate pricing agreements, contracts, and long-term supply arrangements.
Position differentiated value propositions tied to cost savings, reliability, uptime, and operational performance.
Collaborate with technical teams to deliver customized industrial solutions.
Translate customer needs into actionable proposals, ROI models, and implementation plans.
Serve as the central liaison between accounts and internal teams (customer service, operations, supply chain, product management, marketing, finance).
Lead internal account reviews, pipeline management, and forecast accuracy.
Monitor industry trends, customer market dynamics, and competitive activity.
Provide insights to leadership on pricing, product gaps, and market opportunities.
Support new product introductions and strategic initiatives within key accounts.
Utilize company CRM tool to manage pipeline of opportunities.
Utilize marketing tools and resources to generate leads.
Provide sales training and field support to distributors as needed. Develop and monitor. distributor sales activity and performance within the region.
Ensure exceptional customer service is provided to internal and external customers.
Identify and participate as an exhibitor in applicable Industry trade shows and conferences.
Required Qualifications:
Bachelor’s degree in Business, Engineering, or related field.
5–10+ years of industrial/B2B sales experience, with at least 3+ years selling industrial lubricants or compounds.
CRM proficiency (e.g., Salesforce) and pipeline management discipline.
Technical aptitude to understand industrial applications and product performance.
Core Competencies
Strong commercial acumen, negotiation skills, and strategic thinking.
Technical sales experience in the Industrial, Oil & Gas, Mining, or related market sector is helpful.
Results driven with high accountability.
High energy and ability to work in a fast paced environment working with all levels from corporate executives to field employees.
Ability to work independently and strong organizational skills to manage time, territory, and resources effectively.
Strong follow through skills to close leads and action items.
Ability to Travel >50%
Questions about this role
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