The Opportunity
Our client is a growing North American manufacturer specializing in custom metal fabrication and engineered solutions for the construction and building envelope sectors.
They are seeking a Business Development Manager who is a true hunter—someone energized by winning new business, developing relationships and creating opportunities where none previously existed.
This is a genuine business-development role rather than an account-management position. Supported by a dedicated estimating and administrative team, the successful candidate will spend the majority of their time building relationships, identifying opportunities, shaping deals and closing new work.
A key priority will be to systematically revitalize dormant customer relationships while simultaneously expanding the company's footprint to new prospects across North America. Success will be measured by new revenue, margin contribution, account growth and pipeline development.
The ideal candidate is commercially driven, proactive and comfortable managing a longer B2B sales cycle from initial prospecting through negotiation, contract award and post-sale relationship management.
Key Responsibilities
New Business Development & Revenue Growth
- Identify, target and develop relationships with key decision-makers within:
- General Contractors
- Window Glaziers
- Developers
- Building Envelope firms
- Architects and related construction stakeholders
- Proactively prospect and develop new business opportunities across North America.
- Reactivate dormant accounts through structured, strategic and consistent outreach.
- Identify opportunities within emerging and high-growth markets, including data centres, defence and other adjacent sectors.
- Build and maintain a qualified 3–6 month rolling sales pipeline aligned with revenue objectives.
- Generate opportunities through direct outreach, telephone and email prospecting, site visits, networking, industry events and existing relationships.
- Maintain accurate CRM records, including opportunity stage, estimated value, probability and next action.
- Manage opportunities through the complete sales cycle, from lead generation and qualification through proposal, negotiation, closing and post-sale support.
- Secure new contracts that align with company capacity, pricing and margin objectives.
- Achieve established revenue, gross margin and account-growth targets.
- Develop long-term relationships that position the company as the first call for major project bids.
- Support the broader operations team as required, including occasional activities within the production environment.
Market Intelligence & Business Development Strategy
- Monitor market trends, competitor activity, pricing dynamics and industry developments.
- Maintain strong knowledge of the construction, building envelope and fabrication markets.
- Attend industry publications, trade shows, exhibitions, conferences and networking events to identify emerging opportunities.
- Map key decision-makers and influencers within target accounts.
- Identify new market verticals and repeatable project opportunities that align with the company's capabilities.
- Provide market intelligence and customer feedback to leadership to support pricing, targeting, capacity planning and business strategy.
Proposal Strategy & Deal Execution
- Work closely with estimating, operations and internal support teams to develop competitive proposals.
- Ensure proposed pricing and scope align with production capacity, customer requirements and margin expectations.
- Participate in commercial negotiations while protecting scope, pricing and profitability.
- Effectively communicate customer requirements to internal stakeholders.
- Ensure a clear and comprehensive handoff to Engineering and Operations following contract award.
- Manage the sales process from initial prospecting and credentials presentation through negotiation, closing and after-sales support.
- Represent the company at trade shows, exhibitions, industry events and customer meetings.
Account & Stakeholder Management
- Establish and maintain strong relationships with customers, contractors, developers, architects, project managers and other key stakeholders.
- Conduct customer and project-site visits throughout the sales territory as required.
- Maintain regular communication with existing customers to identify repeat and expansion opportunities.
- Develop a strong understanding of customer needs, project pipelines and future purchasing requirements.
- Prepare sales analyses, pipeline reports and forecasts to support strategic decision-making.
- Provide reliable revenue forecasts to the COO to support production and capacity planning.
Key Performance Indicators
Success in this role will be measured against clear commercial outcomes, including:
- New Revenue: Secure $3M+ in annual orders/revenue.
- Pipeline Development: Maintain a weighted sales pipeline of $2M+.
- Margin Protection: Maintain an average order margin of 20% or greater.
- Account Expansion: Secure first-time orders from at least 20 new or dormant accounts.
- Forecast Accuracy: Provide accurate and dependable revenue forecasts to support production scheduling and capacity planning.
- Market Expansion: Establish new relationships and opportunities across targeted North American markets.
Key Competencies
Technical & Commercial
- Strong understanding of the construction industry and commercial project lifecycle.
- Ability to read and interpret architectural drawings.
- Understanding of the construction bidding process, including RFIs, addenda, scope inclusions and exclusions.
- Strong commercial and negotiation skills with a demonstrated ability to protect gross margin.
- Ability to understand technical requirements and translate customer needs into commercially viable solutions.
- Strong CRM and pipeline management discipline.
Behavioural
- Hunter mentality: Persistent, proactive and motivated by winning new business.
- Initiative: Comfortable creating opportunities independently rather than waiting for inbound leads.
- Relationship Building: Able to establish credibility and develop relationships with senior decision-makers.
- Communication: Strong verbal, written and presentation skills.
- Commercial Drive: Focused on revenue, profitability and measurable results.
- Organization: Excellent time management and ability to manage multiple long-cycle opportunities simultaneously.
- Collaboration: Able to effectively leverage estimating, engineering, operations and administrative resources.
- Accountability: Takes ownership of the sales process and follows opportunities through to completion.
Qualifications & Experience
Education
-
Post-secondary diploma or degree in Business, Marketing, Architecture, Construction Management or a related discipline is preferred.
Professional Experience
- 3–5+ years of B2B sales/business development experience, preferably within: Construction, Custom fabrication, Industrial manufacturing, Engineered products or solutions, Building envelope, data centers
- Proven track record of generating new business and winning new customers.
- Experience managing complex B2B sales cycles, ideally 3–9 months or longer.
- Experience selling to General Contractors, Window Glaziers, Developers or Building Envelope companies is highly preferred.
- Demonstrated ability to manage the complete sales cycle from prospecting through contract execution.
- Experience working with technical products, custom projects or engineered solutions is an asset.
- Willingness and ability to travel throughout the territory and attend customer meetings, site visits and industry events.
Additional Requirements
- Valid Class G driver's licence in good standing.
- Ability and willingness to travel throughout North America as required.
- Comfortable working in both office and customer/site environments.
- May occasionally be required to lift up to 10 kg.
- May occasionally be required to bend or perform activities within a production environment.
- Role involves periods of sitting, standing, driving, reaching and general movement throughout the day.
- Regular use of computer, telephone and CRM systems.
What Makes This Opportunity Attractive
This is an opportunity for an ambitious business-development professional to have a direct and measurable impact on the growth of an established manufacturing organization.
You will have the internal estimating and administrative support necessary to focus on what you do best: finding opportunities, building relationships, winning work and growing revenue.
The successful candidate will have significant autonomy to develop the North American market and will play an important role in expanding the company's customer base, entering new verticals and establishing long-term strategic relationships.
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