Lead Business Development Manager (Ontario, Canada)

About Orica

At Orica, it’s the power of our people that leads change and shapes our futures.  Every day, all around the world, our people help mobilise vital resources essential to progress. Established in 1874, we have grown to become the world leader in mining and civil blasting with a diverse of team of more than 13,000 across the world. 

It’s an exciting time to join us – we are shaping the future of mining through digital and automated technologies, embracing new ways of thinking, pioneering innovation and reimagining the way we work.

About The Role – Lead Business Development Manager - Eastern Canada (remote)

Orica Digital Solutions is seeking an experienced Lead Business Development Manager (BDM) to grow our Civil and Infrastructure markets in Central and Eastern Canada. Are you an Engineer in the Civil / Infrastructure area who enjoys engaging with clients to bring Geotechnical solutions and impact client success? Then read on.

This position will identify, pursue and lead business development opportunities and market-specific strategies that optimize and increase the Geosolutions 5 (Terra Insights, RST Instruments, Measurand, 3vGeomatics, Syscom Instruments, and NavStar), technologies and solutions market share. The Lead BDM will work with global leaders in civil and infrastructure and geotechnical consulting companies who influence monitoring specifications and buying decisions. The Lead BDM position will provide strategic business development expertise and support for the Geosolutions (GS5) portfolio. The successful candidate will drive revenue growth and enhance brand visibility within the civil and infrastructure sectors. 

Visit www.orica.com/Products-Services/digital-solutions for more information.  It is an exciting time to be a part of Orica and Orica Digital Solutions!

What you will be doing

Relationship Management & Business Development:

•    Build and maintain strong relationships with key stakeholders in the infrastructure sectors, including construction, engineering firms throughout Central and Eastern Canada.

•    Develop and implement sales strategies that align with business objectives.

•    Conduct thorough needs analyses to understand client requirements and preferences.

•    Qualify incoming calls to prospect for further sales opportunities.

•    Travel to project sites and customer offices to build, maintain, and strengthen client relationships with key and new customers.

•    Willingness to travel to job sites(estimated 30-50%) within North America to understand customer challenges and instrument installations.

•    Attend and represent the company at industry exhibitions, conferences and network with professional organizations to establish the presence and reputation of the company.

•    Build and nurture strong relationships with engineering and consulting firms to drive Geosolutions product specification and integration into project designs.

•    Deliver compelling presentations that highlight the value proposition of Geosolutions' technologies and integrated end-to-end solutions to all levels of the customer organization.

•    Prepare and present technical and commercial proposals to customers.

•    Track and maintain effective, professional communication with all internal and external stakeholders throughout the business development and sales cycle.

•    Manage the entire sales cycle from prospecting to closing deals.

Technical Collaboration & Solution Delivery: 

•    Collaborate with the engineering and technical team to define technical requirements and scope for client projects.

•    Achieve technical proficiency in Geosolutions product solutions offerings for the infrastructure sector, enabling effective technical customer meetings.

•    Leverage senior sales skills and technical knowledge to differentiate Geosolutions technologies from competitors and provide optimal customer solutions.

•    Ability to work on multiple projects concurrently.

 Sales Operations & Customer Experience: 

•    Collaborate with the technical inside sales team to generate accurate quotes and orders, ensuring our customers have a positive and seamless experience with Geosolutions.

•    Utilize EPICOR (ERP System) to create and configure quotes and orders.

•    3+ years experience in sales management, including developing sales forecasts and quotas and managing opportunity pipelines (leveraging CRM systems).  

•    Maintain accurate records of customer transactions, correspondence, and sales pipeline management within Salesforce CRM.

 Quality & Compliance: 

•    Operate within the framework of our Quality Management System ISO 9001.

What you will bring

•    Established a network of contacts in the infrastructure sectors.

•    5+ years’ experience in a similar role with a medium-to-large construction or engineering firm, including technical sales or project management.

•    Demonstrate successful experience building, developing, growing, and running a sales territory. A combination of education and experience will be considered. 

•    Experience with public and private infrastructure tendering and contracting processes is an asset.

•    Bilingual proficiency in English and French will be considered a strong asset.

•    Experience in technical sales for the infrastructure sector with a demonstrated track record of accomplishment, including experience in forecasting, CRM usage, account planning, and strategic planning.

•    Excellent presentation, relationship-building, and sales skills. 

•    Resourceful, self-managed, self-motivated and goal-driven, able to work effectively within a global team.

•    Excellent attention to detail, solid communication and influencing skills, and the ability to effectively build and manage relationships with internal and external stakeholders at all levels.

•    Proven customer service experience and ability to build rapport with existing and new customers.

•    This position requires extensive travel & ability to work from a remote office.

•    Strong written and verbal communication, negotiation, and presentation skills for proposing, presenting, and discussing solutions with all levels of the organization.

•    Detailed-oriented, organized and customer-focused.

•    Team player.

Your qualifications

•    Bachelor’s or Master’s degree in engineering (Civil or Geotechnical)

How you shape and influence others

* Demonstrates courage, models resilience and flexibility
* Possess unquestioned reputation for integrity, ethics, personal values and solid character
* Builds the trust of others  
* Strong stakeholder management, interpersonal and communication skills
* Self-aware and open to feedback 
* Strong attention to detail, with a high level of accuracy, integrity & accountability
* Work effectively across business unit boundaries to develop and align diverse stakeholders 
* High level decision making & problem solving skills
* Self-motivated, well organised and logical, with ability to work under pressure and meet deadlines
* Strong people management and influencing skills
 

What we offer

As part of a truly global company, you will have the ability to grow and learn in a diverse, collaborative culture. We foster relationships and learning through connected global and local teams, promote flexible and diverse career paths and support the development of your knowledge and skills. 

You will be paid a competitive salary, learn from talented individuals across multiple disciplines and be able to thrive in a safe workplace within a collaborative culture. Ignite your career at a place where your distinct potential can find its home.

Compensation  

•    Salary Range $110,000 to $135,000 CAD

•    Commission @20% and beyond

(Salary to be determined by the applicant’s experience, knowledge, skills, and abilities, as well as internal equity and alignment with market data.)

Benefits (Full Time Employees) 

•    Orica Incentive program (bonus)

•    RRSP matching after one year

•    Company events

•    Extended health care

•    Dental care

•    Vision care

•    Employee assistance program

•    Life insurance

•    On-site parking

•    Paid time off

We respect and value all

Orica promotes and fosters a culture of inclusion and Equal Opportunity Employment everywhere we operate. We treat our people and applicants with fairness, dignity, and respect, getting the best of everyone’s contributions. All qualified applicants will receive consideration for employment without regard to race, religion, sexual orientation, gender perception or identity, nationality, age, military or veteran, marital or disability status.

We have been made aware that some individuals have received scam emails which include false and invalid offers of employment from Orica.  Please note that Orica will not offer employment to any candidate without first undertaking a formal application and recruitment process.  All candidates are required to actively participate in the recruitment process applicable to the specific role and location where the role is based, prior to any offer of employment being made.

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