Business Development Manager-Construction Management

Business Development Manager--Construction Management

Canada

XTL TRANSPORT INC.

2025-04-25

Full Job Description

Summary:
The Director of Business Development (DBD) is responsible for leading and executing the sales and account development strategy in their designated region to support the company’s growth objectives. This role involves overseeing a team of Business Development Executives and working closely with cross-functional teams to secure new business, retain existing accounts, and maximize profitability. The DBD will ensure alignment with corporate strategic goals, maintain a robust pipeline, and develop strategies to penetrate markets, especially in Cross-Border Transportation Management and Market Expansion between Canada and the U.S. Additionally, the DBD will oversee the management of corporate accounts in both Canada and the U.S. to ensure sustainable growth and long-term partnerships.

Organization Consideration: This position reports to the Vice President of Sales & Marketing and manages the activities of the Business Development Executive team within the defined region.

Responsibilities

1. Leadership and Team Management
   - Lead, motivate, and develop a team of Business Development Executives to achieve regional and cross-border sales targets.
   - Provide strategic direction and mentorship, ensuring the team is equipped to drive revenue and meet KPIs.
   - Foster a high-performance culture focused on accountability, customer engagement, and results.
   - Act as a subject matter expert, assisting with prospecting, negotiations, and closing complex cross-border deals.
   - Review team performance regularly and provide feedback through evaluations and coaching.
   - Collaborate with the VP of Sales to set regional and cross-border objectives.
2. Sales Strategy and Execution
   - Develop and implement a cross-border sales strategy aligned with corporate goals and market demands.
   - Lead efforts in new business acquisition and account development, focusing on high-value cross-border targets.
   - Oversee qualification processes to ensure consultative selling.
   - Refine the sales process to optimize conversion rates.
   - Monitor industry trends, competitor activity, and client needs to keep strategies proactive.
3. Relationship Management and Client Engagement
   - Build and maintain relationships with senior executives and decision-makers within key accounts in Canada and the U.S.
   - Ensure retention and growth of existing accounts by identifying new opportunities and developing strategic plans.
   - Oversee quarterly business reviews and client meetings.
   - Collaborate with Operations and Customer Service teams to address client concerns and drive satisfaction.
4. Budget and Performance Management
   - Develop and manage the sales budget, ensuring forecasts and revenue projections align with growth objectives.
   - Monitor sales performance and adjust strategies accordingly.
   - Ensure adherence to pricing and contractual guidelines to optimize profitability.
5. Cross-Functional Collaboration
   - Work with Pricing, Marketing, and Operations teams to develop targeted campaigns and solutions.
   - Collaborate with Marketing to align branding and outreach efforts.
   - Ensure timely responses to RFPs, proposals, and inquiries.
6. Culture and Values
   - Support and demonstrate XTL’s core principles and culture.
   - Promote a work environment based on leadership, empowerment, diversity, integrity, and excellence.
   - Encourage innovation and agility in business development.

Performance Objectives

• Achieve or exceed annual cross-border sales and revenue targets.
• Ensure growth in the cross-border pipeline, focusing on high-value accounts.
• Maintain client satisfaction and retention, expanding revenue through account management.
• Collaborate with teams to execute strategies and ensure operational excellence.

Minimum Requirements and Competencies

Skills & Abilities:
- 5-7 years of sales leadership experience, preferably in transportation, warehousing, and logistics sectors.
- Proven success in managing and growing regional sales teams in a B2B environment.
- Strong strategic thinking aligned with corporate goals.
- Excellent communication, negotiation, and relationship skills.
- Ability to engage with senior decision-makers and manage complex sales cycles.
- Proficiency with sales management tools like Salesforce and MS Office.
- Knowledge of industry-specific software (TMS, WMS) is a plus.
- Valid driver’s license and ability to travel within the region and U.S.

Resolution of Problems and Initiative:
- Strong problem-solving skills for navigating complex issues.
- Confidence in decision-making and driving initiatives independently.

Work Environment:
- Approximately 40-50% travel within the region and across the Canada-U.S. border.
- Ability to travel monthly within the U.S. and Canada.
- Remaining time spent in the office, depending on team needs.
- Ability to meet deadlines and adapt to changing conditions.