Business Development Manager

Delmar International Inc. · Mississauga, ON, Canada

Base: Not disclosed
OTE: Not disclosed
Posted: 2mo ago

Still open · checked 1h agoon Delmar International Inc.'s careers page

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The job

What you'd do: Sell customized 3PL freight forwarding and supply chain solutions in Canada, focused on Ontario. Prospect net-new logos, build your own pipeline, and cross-sell into existing accounts with inside sales support.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 75 days. Ask why it's been hard to fill.
Company hiring: 2 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

Delmar International Inc. was established as a family-run customs broker in Montreal, Canada in 1965. Since then, we have evolved into a global logistics and supply chain management leader. Our team of extraordinary, forward-thinking professionals delivers results and empowers business leaders by gaining an intimate understanding of our clients’ requirements, providing exceptional service and supply chain solutions. As a global company, we embrace cultural diversity and recognize the value of each individual. We offer an environment where collaboration and efficient client service is the essence of our culture. We also aim to empower all our clients and members of the Delmar family to contribute to a greener world and to better the communities in which they operate. Lastly, our Education Programs, Employee Volunteerism and Corporate Philanthropy ensure that our employees have the necessary tools and knowledge to create progressive change. Mandate: Reporting to the Department Director, the Business Development Manager (BDM) is responsible for driving strategic growth through the acquisition of new business opportunities and the development of strong client relationships across Delmar’s core offerings. The BDM identifies customer needs, develops customized logistic and supply chain solutions, and collaborates cross-functionally. This role plays a key part in expanding Delmar’s market presence and contributing to overall revenue growth within targeted markets and industries. New Business Development 1. Planning and Development: - Identifies and brings forward net new logo business opportunities within Canada – highly focused on Ontario clientele. - Focuses on targeting sales opportunities aligned with Delmar’s core services and locations. - Establishes a prospecting plan; identifies potential clients and develops a strong network. 2. Prepare action plans: - Maintains a good understanding of client business segment(s) and of solutions proposed by the competition. - Identifies and analyzes customer needs, compelling events and develops strategies adapted for client conversion. - Negotiates prices and conditions based on the type of service offering and client profile 3. Networking: - Nurtures and penetrates existing business network - Join memberships for networking opportunities within trade or regional networks - Attend trade show events and conferences 4. Sales Pipeline: - Develops and maintains a consistent pipeline of new opportunities in line with company expectations - Maintains a conversion rate in line with company expectations - Realize cross selling synergies within new and existing accounts. - Execute all assigned sales campaign initiatives and activities Account Retention Follow-up and portfolio maintenance: - Maintain and nurture relationships with clients and support inside sales. - Anticipates the evolution of customer demands and translates those into service offerings. - Collaborates with Delmar's Internal Sales resources to ensure proper hand off and cultivation of new accounts - Collaborate with Product Management Teams in developing innovative value propositions and customer solutions. - Leverages Delmar’s CRM system to manage, maintain and share information Requirements: - Minimum 5 years of sales and/or operational experience in the 3PL Freight Forwarding environment - Proficient in Microsoft Office and Windows-based applications - Experience using Salesforce CRM is an asset What You Offer: - Proven track record in integrated solution selling - Ability to provide concrete examples of other sales accomplishments - Ability to drive innovation - Business Community involvement - Detail oriented and organized approach - Strong interpersonal and presentation skills - Excellent written communication skills; other language skills are considered an asset - Ability to work independently (drive and self-motivation/self-managed) and in a team environment. What We Offer: - Equal opportunity employer - Competitive compensation (performance-based) - Comprehensive benefits package, including fitness reimbursement program(s) - Balance between work and home life

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