Business Development Manager

Business Development Manager - REMOTE (must live around Montreal)
Job Overview

The Business Development Manager, reporting to the Regional Vice President of Sales and serving as a member of the Gateway Sales Team, is primarily responsible for acquiring new business within an assigned territory. The Business Development Manager is accountable for planning, administration, monitoring, and optimizing the revenue potential of their territory. This role works collaboratively with team members across various departments to increase sales opportunities and maximize revenue growth.

The Business Development Manager is expected to provide prompt, professional, and knowledgeable service to clients and customers. The successful candidate will meet and exceed personal sales objectives by actively pursuing meetings with current and prospective customers. This role also collaborates with sales channels to increase awareness of Gateway's services and identify new business opportunities to expand market share and achieve financial goals.

Duties & Responsibilities Sales Responsibilities

• Actively promote and sell Gateway services to prospective customers within an assigned territory.
• Work with new prospects to achieve sales targets and business objectives.
• Consistently meet or exceed established sales goals and expectations.
• Meet or exceed minimum sales activity requirements.
• Effectively utilize sales tools, including Customer Relationship Management (CRM) systems.
• Understand the key drivers of profitability and ensure that business opportunities support sustainable and ethical revenue growth.
• Implement and demonstrate best practices in selling Gateway services.
• Manage time and territory efficiently and effectively.
• Maintain accurate and up-to-date prospect information within the assigned territory.
• Identify and pursue all potential prospects through proactive prospecting activities.
• Prepare accurate sales activity reports and submit them within required timelines.
• Generate a high volume of qualified leads and referrals.
• Collaborate with the direct manager to develop quarterly sales and marketing strategies for the territory.
• Organize sales activities to maximize time spent with qualified prospects and effectively utilize field sales "Golden Hours" (8:00 a.m. to 5:00 p.m.).
• Monitor and anticipate competitive activity within the territory and provide timely feedback to management.
• Maintain current competitive profiles and incorporate competitive intelligence into sales strategies.
• Develop and maintain expertise in Gateway services and competitive solutions.
• Participate in all required sales and professional development training.
• Exercise sound judgment regarding expenses and maintain accurate expense reports.

Customer Service Responsibilities

• Consult with customers to understand their needs regarding current and future products and services offered by Gateway.
• Respond promptly and professionally to customer inquiries, concerns, and issues in the best interest of both the customer and Gateway or its affiliated companies.
• Build and maintain strong relationships with current and prospective customers within the assigned territory.
• Serve as a trusted advisor by consistently exceeding customer expectations.
• Promote a positive and professional sales culture while maintaining high standards of customer service, security, and environmental responsibility.

Education, Training & Qualifications

• Post-secondary education in Business, Sales, Marketing, or a related field is preferred but not required.
• Minimum of three (3) years of account management experience.
• Demonstrated success in building, maintaining, and growing customer relationships.
• Previous industry experience, including knowledge of veterinary clinics and the veterinary industry, is considered an asset.
• Proficiency with Microsoft Office applications and strong internet/computer skills.
• Comfortable working toward Key Performance Indicators (KPIs).
• Strong understanding of the principles required to maintain and develop productive client relationships.
• Results-oriented with a strong sense of urgency and motivation to succeed.
• Excellent listening and questioning skills.
• Valid driver's license with a clean driving record and access to a reliable vehicle.

Skills & Abilities Communication Skills

Oral Communication

• Effectively communicates in one-on-one discussions, group settings, and presentations.

Written Communication

• Clearly and professionally communicates ideas through various forms of written correspondence, including emails, reports, and presentations.

Active Listening

• Demonstrates attentiveness and understanding through effective listening and questioning techniques.

Personal Effectiveness

Initiative

• Self-motivated and proactive in achieving goals and pursuing opportunities beyond standard expectations.

Integrity

• Consistently upholds ethical, professional, and organizational standards.

Energy & Drive

• Maintains a high level of activity, focus, urgency, and productivity.

Stress Management

• Handles deadlines, pressure, and challenging situations with professionalism and composure.

Commitment

• Demonstrates dedication to exceeding performance expectations and contributing to organizational success.

Enthusiasm

• Maintains a positive attitude and influences others in a constructive and professional manner.

Organization

• Effectively plans and prioritizes daily activities while managing time and resources efficiently.

Tenacity

• Remains committed to achieving sales objectives and follows through on opportunities.

Resilience

• Maintains effectiveness and motivation when faced with rejection or setbacks.

Independence

• Works independently, exercises sound judgment, and makes informed decisions.

Continuous Development

• Pursues ongoing professional growth through training, feedback, self-assessment, and learning.
• Stays current with professional sales techniques, industry trends, and best practices.

Interpersonal Skills

Teamwork

• Collaborates effectively with colleagues and contributes positively to team success.
• Accepts feedback constructively and applies it to professional development.

Empathy & Sensitivity

• Demonstrates consideration for the needs, concerns, and perspectives of others.

Persuasion & Influence

• Effectively gains support and agreement for ideas, recommendations, and initiatives.

Reliability

• Consistently meets deadlines, fulfills commitments, and performs responsibilities with minimal supervision.

Professional Presence

• Creates a positive first impression and builds credibility, trust, and confidence with clients and colleagues.

Judgment

• Makes sound decisions in accordance with company policies and procedures.

Fact-Finding

• Gathers relevant information through effective questioning, research, and active listening.

Decisiveness

• Takes timely action and makes confident, well-informed decisions.

Creativity

• Identifies innovative and practical solutions to business challenges.

Professional Appearance

• Maintains a polished and professional appearance at all times, including sales materials, tools, and vehicle presentation.

Working Conditions

• Prolonged periods of sitting and working at a computer.
• Frequent travel throughout the assigned territory using a motor vehicle.
• Ability to sit for up to eight (8) hours per day.
• Ability to walk for up to four (4) hours per day as part of business activities.
• Regular telephone communication with customers and colleagues for up to eight (8) hours per day.
• Travel required up to 50% of the time.
• Occasional exposure to elevated noise levels, including during visits to Care Centers.
• Occasional exposure to elevated heat levels during visits to Care Centers.
• Ability to lift or move up to 50 lbs. when required.
• Occasional weekend work may be required to meet deadlines and attend industry conferences, trade shows, or special events.