Business Development Manager

This is a fully remote position, open to applicants in Canada.

📋 Description

• Take ownership of and oversee a portfolio of national/key accounts, ensuring accountability for revenue and margin.

• Analyze customer organizations (economic buyers, influencers, users) and cultivate executive relationships.

• Recognize growth opportunities across various market segments and regions within Canada.

• Evaluate and secure new distribution channels within the region as necessary to meet market share and revenue objectives.

• Articulate the company's value proposition, distributor programs, and advantages to prospective distributors to stimulate interest and encourage them to join our network.

• Achieve annual sales goals (revenue, margin, mix).

• Manage complex, multi-site sales processes by employing a consultative / Challenger-style approach.

• Promote cross-selling and upselling across various product lines and solutions.

• Negotiate pricing agreements, contracts, and long-term supply contracts.

• Position unique value propositions linked to cost savings, reliability, uptime, and operational performance.

• Collaborate with technical teams to provide tailored industrial solutions.

• Convert customer requirements into actionable proposals, ROI models, and implementation strategies.

• Act as the primary liaison between accounts and internal teams (customer service, operations, supply chain, product management, marketing, finance).

• Conduct internal account reviews, manage the sales pipeline, and ensure forecast accuracy.

• Keep track of industry trends, customer market dynamics, and competitive activities.

• Offer insights to leadership regarding pricing, product deficiencies, and market possibilities.

• Assist with new product launches and strategic initiatives within key accounts.

• Utilize the company CRM tool to manage the opportunity pipeline.

• Leverage marketing tools and resources to generate leads.

• Provide sales training and field support to distributors as required.

• Track and assess distributor sales activity and performance within the region.

• Ensure that exceptional customer service is delivered to both internal and external clients.

• Identify and engage as an exhibitor in relevant industry trade shows and conferences.

⛳️ Requirements

• Bachelor’s degree in Business, Engineering, or a related discipline.

• 5–10+ years of experience in industrial/B2B sales, including at least 3+ years in selling industrial lubricants or compounds.

• Proficiency in CRM systems (e.g., Salesforce) and disciplined pipeline management.

• Technical knowledge to comprehend industrial applications and product performance.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements