Director of Business Development

We’re looking for a Director of Business Development who is a top-tier dealmaker and can quickly present a strong pipeline of potential clients. Ideally, a strong personal producer with 5+ years of deal history, you’re hungry, driven and energized by leadership and growth.

**Role Overview**:
The Director, Business Development (DBD) acts as an ambassador for the company, driving business growth by identifying, developing, and capitalizing on sales opportunities. This role focuses primarily on generating profitable sales and assisting with client retention, aligning with the organization's strategic goals and achieving defined sales targets. The initial territory will be Ontario, with possibilities for expansion to other regions in Canada.

**Business Development Key Responsibilities**:

- Develop and implement an annual Sales Plan for the designated area and sectors.
- Identify and analyze new business opportunities through market research and needs analysis, including comprehension of competitor sales strategies.
- Proactively manage the sales process from initial contact to contract signing, creating tailored approaches for each prospective client.
- Build and nurture a robust sales pipeline, targeting all sectors.
- Collaborate closely with the Executive Team to provide market insights and intelligence.
- Establish and expand referral and lead generation networks.
- Expand strategic relationships with existing customers to broaden the customer base.
- Actively prospect for target organizations through current and new relationships, networking, referrals, public tenders, cold calls, and effective use of sales tools.
- Attend industry events and trade shows to generate leads and networks, thereby creating sales opportunities.
- Schedule and conduct self-generated sales appointments with prospective clients.
- Develop compelling proposals and deliver persuasive presentations to potential clients.
- Successfully close sales and negotiate contracts to maximize profitability.
- Analyze reasons for lost tenders and quotes, working with the Executive VP to develop strategies for improving closing ratios.
- Identify and respond to security tenders and RFPs, building relationships to gain early access to opportunities.
- Meet monthly sales objectives and prioritize tasks to achieve them.
- Assist in setting up new client sites (contracts).
- Review outstanding renewals and contracts, negotiating renewals 90-120 days before expiry.
- Collaborate with Account Service Managers (ASMs) on accounts sold, to maintain positive client relationships.
- Provide support to ASMs, site staff, mobile teams, or scheduling as needed on sales made.
- Attend site meetings with Property Management, Security Management and Board of Directors.
- Perform all other duties as assigned.

**Qualifications**:

- Physical security business development and client management experience required.
- 5 years of B2B sales experience.
- Degree or equivalent qualification recommended; proven business development background may suffice.
- Strong administration, project management, and multitasking abilities.
- Valid driver’s license and use of own vehicle for work-related travel.
- Strong presentation skills are essential.
- Excellent closing and negotiation skills.
- Strong organizational skills for managing multiple tasks.
- Strong strategic analytical skills.
- Excellent written and verbal communication skills.
- Decision-making and problem-solving skills.
- Adaptability and ability to work well under pressure.
- Computer literacy and proficiency with Apple products, Microsoft Office, and Google Workspace.
- Valid Security License (an asset, not required).
- Valid First Aid/CPR Certification (an asset, not required).

**Compensation**:

- Salary plus bonus.
- Medical and dental benefits.
- Company paid time off
- Vehicle allowance.
- Cell phone and laptop provided.

Additional pay:

- Bonus pay

**Benefits**:

- Company events
- Dental care
- Disability insurance
- Discounted or free food
- Extended health care
- Life insurance
- Mileage reimbursement
- On-site parking
- Paid time off
- Work from home

Flexible language requirement:

- French not required

Schedule:

- Monday to Friday
- Weekends as needed

Application question(s):

- Do you have exclusive access to personal vehicle for business travel?
- The role requires travel to potential client sales meetings at sites in the Greater Toronto and surrounding areas on a regular basis. Is this something you are comfortable to do?

**Education**:

- Bachelor's Degree (preferred)

**Experience**:

- B2B Sales: 5 years (required)
- Security: 3 years (preferred)

**Language**:

- English (required)

Willingness to travel:

- 25% (required)

Work Location: In person