Business Development Manager

As a subsidiary of Toyota Industries (TICO), Vanderlande North America is enjoying rapid growth and extraordinary market demand. Vanderlande is a global market leader in material handling system manufacture, design, installation, and service.
Vanderlande systems employ the latest in robotic, mechanical, and software technology. Vanderlande’s customers are household names in e-commerce, package delivery, and air transportation.
We are looking for a Business Development Manager to join our growing sales team in Toronto, ON, CA. This Business Development Manager will be responsible for selling automation and material handling solutions to a diverse range of airport clients. You will manage the full sales cycle, from building a close partnership with the customer to managing bids and RFP's, client presentations, and ultimately closing the deal. In every case the emphasis is on close partnership with the customer, extending from initial analysis of the underlying business processes through to total life-cycle support.  This position will be based in Toronto, ON, CA and report to the Vice President of Sales, Baggage Handling Solutions at our North American headquarters in Marietta, Georgia.
 

Responsibilities:

• Perform BHS market research and position VI for market expansion/growth
• Develop and pursue profitable sales leads to achieve planned order intake and profit level
• Co-coordinate sales strategy and determining customer requirements
• Identifying decision makers amongst the targeted leads in order to start sales process.
• Conduct initial specification review
• Cultivate and improve customer relationships
• Coordinate sales material, pricing strategy and proposal content 
• Provide input into weekly/monthly departmental activity reports
• Manage sales documentation and data for Bid/No Bid decision making
• Pursue/Maintain healthy pipeline of opportunities
• Adapt to VI company and culture that is based upon a belief in people and their dedication to achieving success

• Capturing of accurate and complete information in Customer Relationship Management system (CRM).
• Travel to customer site visits and/or trade shows.

Qualifications:

• Excellent communication and social skills, high energy and entrepreneurial spirit combined with a thorough knowledge of the Aviation market
• High level of comfort in presenting to multi-level contacts, government entities and medium to large organizations
• Demonstrated expertise in selling in a B2B environment with an extended sales cycle (12+ months)
• Background in consultative selling role in a team selling environment preferred
• Strong work ethic, technical affinity, ability to grow and mentor as company expands
• Legal knowledge and contractual skills to help with contract negotiations
• Proficient in Microsoft Office (Outlook, PowerPoint, Microsoft Word, and Excel)
• Bachelors degree preferred
• 5-7 years of work experience
• Willingness to travel 50-70% domestically

Knowledge-Skills-Abilities:

• Excellent communication and social skills, high energy and entrepreneurial spirit
• Strong work ethic, technical affinity, ability to grow and mentor as company expands
• Legal knowledge and contractual skills to help with contract negotiations
• Intermediate computer skills.
• Effective phone etiquette skills. Must be able to communicate effectively in both written and verbal form.

Other Requirements:

Must be able to attain and sustain an Airport ID Badge which includes background check

Position Type/Expected Hours of Work:

This is a full-time position, Monday through Friday, 8:00 a.m. to 5:00 p.m, plus traveling.

Salary range:

This is a full-time position, eligible to receive a base salary and to participate in an annual performance bonus program. The salary range listed represents the maximum and minimum starting base pay for this position as of the time of posting. Final salary offered will be determined based on factors including but not limited to the candidate's skills and experience. Salary range for this position is CAD$130,000 to CAD$150,000.

This role is also eligible for participation in the Vanderlande's Sales Incentive Plan. The incentive structure is performance-based and tied to the achievement of individual and/or team sales targets. The compensation mix is structured with variable earnings tied to the achievement of defined revenue, margin, and/or strategic objectives.