About the Position:This position is responsible for managing business development activities across the Western Canada region (BC, Yukon & Northwest Territories) while supporting multi-regional and national client pursuits. The key flavour of the role is growing the ALS share of business with major clients on major opportunities, primarily focusing on:
1. Driving the business development team and efforts across the region, such that revenue growth targets are achieved while maintaining ALS guidance on margin;
2. Leading (or supporting as appropriate) regional, multi-regional, or national initiatives in the pursuit of key strategic clients in Canada;
3. Maintaining and retaining existing relationships with major clients, while executing campaigns and initiatives to champion the ALS brand with a focus on current and future growth opportunities in key sectors, as determined by ALS strategy.
Specific Responsibilities:- Identify opportunities to grow market share and secure major clients, both regional and national;
- Relationship management of key regional or national strategic accounts;
- Provide leadership and coordinate business development activities, including the day-to-day planning and target setting within the business development teams to maximize team results;
- Identify and pursue opportunities that are aligned with ALS strategy to expand or diversify services;
- Manage business development activities to achieve continuous market share growth and specifically target long term business that provides continuity throughout the year;
- Engage with a broad variety of industry associations focusing on ALS strategic direction;
- Pursue positions of influence within industry associations such that ALS maintains a front-row seat to major industry initiatives, insights to new developments, and opportunities to meet key decision makers;
- Maintain a strong knowledge base of the company's analytical capabilities and services in order to position ALS in the market and align to client needs;
- Represent ALS at trade shows, conferences, client events and other industry gatherings;
- Ensure that all reporting requirements, both internal and external, are fulfilled to track business development activities and demonstrate both team and individual performance;
- Understand all BD metrics, information systems and associated outputs in order to assess BD effectiveness, coach BDR's and maximize team performance, specifically review, analysis and coaching on BD tracker and dashboard data via disciplined meetings;
- Ensure that BD representatives are documenting all activities, quotes and market information in the Customer Relationship Management system in a timely and comprehensive manner;
- Leverage marketing group and their expertise to augment the sales process;
- Share innovations and communications (i.e. EnviroMail's) directly with senior clients, as appropriate, to demonstrate our leadership in quality, safety and technical innovation;
- Provide input with respect to market pricing for major quotes and proposals;
- Remain current in the environmental services industry, keeping abreast of legislative changes, environment regulations and technological advances;
- Effectively manage human resources with the business development teams;
- Provide mentoring, coaching, training, and support of individual professional development activities;
- Personally, exemplify the ALS core values and foster a workplace culture that reflects these values;
- Observe established safety regulations and comply with all ALS HSE policies and procedures;
- Travel within Western Canada as appropriate to build relationships with major clients;
- Other duties as assigned.
Required Knowledge, Skills & Abilities:- Possess a strong aptitude in building relationships and developing a strong rapport with others;
- Demonstrated success in growing sales and establishing a robust network of clients;
- Knowledge of analytical chemistry;
- Able to be flexible with elements of service provision to maximize our ability to meet changing service demands or unique opportunities;
- Demonstrated experience in managing business development activities and achieving sales targets in a large corporate environment;
- Must always convey a positive and professional image;
- Able to speak in public and present information effectively to groups;
- Possess tact, superior communication skills and the ability to work effectively with others;
- Superior computer skills in Microsoft Word, Excel and PowerPoint are required;
- Excellent English communication skills, both written and verbal;
- Highly self-motivated and able to mobilize and motivate others.
Required Qualifications:- Bachelor's degree or Diploma in Science preferred (Chemistry, Environmental or related field);
- Minimum 7 years of experience in business development or technical sales;
- Minimum 3 years in a supervisory or management roles preferred;
- Valid full Provincial driver's license with a clean driver's abstract and use of own vehicle.
Physical Demands:- This position will require work outside of regular office hours;
- Ability to travel up to 20% of the time;
- Wear issued personal protective equipment (PPE) when required;
- Ability to sit at a desk and do general office work, which includes periodic sedentary responsibilities.
Our Benefits Include:- An estimated annual salary of $90,000 - $120,000 CAD at the time of posting. Individual compensation is determined by factors such as job-related skills, relevant experience, education and/or training.
- Comprehensive benefit package specific to your work status (including extended medical, dental, and vision coverage, access to company perks, life and disability insurance, retirement plan with company match, employee assistance and wellness programs)
- Additional vacation days for years of service
- Business support for education or training after 9 months with the company
Please note: Benefits vary based on employee status.
How to applyPlease apply on-line and provide a resume & cover letter that best demonstrate your motivation and ability to meet the requirements of this role.
