About this 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 expand 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%