Business Development Manager – Southwest Ontario

Reports to:  Director Business Development – Central Region

The Purpose of Position

The purpose of this position is to develop new business relationships, service existing customers and grow overall revenue and profitability in a specified vertical. The primary goal of the Business Development Manager is to win new client relationships for GardaWorld by engaging in a variety of research, prospecting, follow up, pricing, quoting and collaborative activities.

Work Environment

The incumbent will operate out of the various GardaWorld offices, which include but not limited to Hamilton, Guelph, Waterloo Region, Cambridge, London and Windsor offices. The role is hybrid and the incumbent can work remote. The position also requires travel to accommodate direct customer and corporate interaction when required. As such, the incumbent requires a personal vehicle, a valid driver’s licence, and a passport. Within the office environment, work will typically be performed at a desk and at a computer, potentially for extended periods of time. For the most part, the incumbent will work during regular business hours, with latitude for modification based on travel requirements, business priorities, and customer accommodation. The incumbent in this job primarily works seated and at his computer / laptop on a daily basis.  Working on his computer and using the phone.  Exception would be when visiting client/prospect sites for a sales call.  Other exception would be when working at a tradeshow or conference which would mean standing for long periods of time.

Structure and Relationship

This position reports directly to the National Director Business Development – and will work closely with all GardaWorld’s offices/branches to coordinate area business outcomes. This position deals with various personnel, such as Account Managers, Relationship Managers, Branch Managers, Operations, Operations Centers and Administrative Staff.

Required Skills

• must exhibit the essential traits and competencies needed for success in a Business Management level account/sales management role, including:
  • minimum 3-5 years successful experience in direct sales, account/relationship management, responsible charge of a business enterprise;
  • a strong sales orientation;
  • excellent communication skills at the presentation level; must be able to convey information in a compelling and organized manner; and,
  • must be a team player and possess strong facilitation skills to promote and ensure organizational alignment.
  • proven ability to prioritize and multi-task in a fast-paced environment;
  • excellent problem solving, organization and analytical skills to juggle competing priorities;
  • Strong business acumen and strategic sense
• knowledge of the Canadian security industry and associated key market verticals is an asset.
• CPP and/or CPTED designation or equivalent evidence of security expertise is an asset.
• Advanced MS Office competency
• Membership in ASIS and other industry associations a definite asset

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Task Related Objectives

• Identify and reach decision makers and key influencers and persuade them to act through calls, site visits, email, scheduled meetings and follow up.
• Conduct an unsolicited call by telephone or in person to sell security guard and concierge services to new, existing and lapsed/past customers.
• Establishing and growing business relationships with key customer decision makers.
• Respond to all incoming service inquiries, referrals and leads in a timely and effective manner.
• Support New Clients through the initial launch phase and first year with GardaWorld.
• Develop and implement sales/business development strategies to increase market penetration and revenue.
• Assist with the Oversee/execution of the proposal management process from opportunity identification and pricing to contract award.
• Ensure that GardaWorld clients receive the highest level of sales and operational customer service.
• Gather client/prospect information for a proposal or quote.
• Meet with internal and external stake holders to develop relationships and sales opportunities.

• Address, manage and respond to incoming emails and sales requests in a timely manner as well as all Pardot leads received for the Ontario region.
• Review what marketing collateral and campaigns, both analogue and digital, are available or scheduled for distribution/execution.
• Participate in industry associations, meetings, training and tradeshows and networking opportunities as required, i.e,
  • ASIS – American Society for Industrial Security,
  • ACMO – Association of Condominium Managers of Ontario,
  • CCI – Canadian Condominium Institute,
  • CANASA – Canadian Security Association,
  •  GTHA – Greater Toronto Hotel Association,
  • IAHSS – International Association of Healthcare Security and Safety,
  • ICSC – International Council of Shopping Centers,
  • OACUSA – Ontario Association of College and University Security Administrators,
  • OAPSB – Ontario Association of Police Services Board,
  • RCC – Retail Council of Canada,
  • Toronto Tourism
• Look for new revenue opportunities that align with our core business, i.e. tracking people or assets with technology or applications and branding them as Garda products or programs.
• Sales territory is south west Ontario, which would be further segmented by key business/commercial centers such as Hamilton, Niagara, Waterloo region, Windsor/Essex, London.  Depending on our corporate structure we would manage with market (industry/silo) specialist(s) or by geographic territory.

Branch and/or Regional Goals at Point of Signing

• Retain, Improve and Development of existing clients and relationships.
• Business Development is responsible to document in Dynamics CRM all communication with customers and prospects