Business Development Manager - Dias Canada

Key Responsibilities

Sales Leadership & Team Management

• Lead and support the sales team.
• Establish annual, quarterly, and monthly sales objectives aligned with revenue targets.
• Monitor individual salesperson performance and sales activities.
• Conduct regular sales meetings and pipeline reviews.
• Coach team members on account development, proposal strategy, and opportunity management.
• Foster a culture of accountability, responsiveness, and customer focus.

Salesforce CRM Administration & Excellence

• Serve as the primary business owner and champion of Salesforce within the sales organization.
• Ensure all opportunities, contacts, client interactions, forecasts, and proposals are accurately maintained in Salesforce.
• Develop and improve CRM dashboards, reports, workflows, and automation.
• Monitor CRM data quality and enforce sales process compliance.
• Train and support staff in effective Salesforce usage.
• Utilize Salesforce data to improve forecasting accuracy and management decision-making.

Opportunity & Pipeline Management

• Maintain visibility of all sales opportunities.
• Ensure opportunities progress through the prescribed sales process in a timely manner.
• Identify stalled opportunities and coordinate actions required to advance them.
• Implement systems and reviews to ensure no viable opportunities are missed.
• Monitor pipeline health, conversion rates, proposal success rates, and forecast accuracy.
• Provide regular reporting on pipeline status, upcoming opportunities, and sales performance.

Sales Planning & Forecasting

• Develop and execute the annual sales plan.
• Monitor performance against sales targets and growth objectives.
• Produce monthly sales forecasts and business development reports.
• Analyze market trends, customer activity, and industry developments.
• Identify new customer segments, strategic accounts, and growth opportunities.

Pricing, Margin Management & Commercial Oversight

• Collaborate with Operations and Finance in the development of project pricing.
• Ensure proposed projects achieve target gross margins and profitability objectives.
• Review cost estimates, resource requirements, and commercial assumptions prior to proposal submission.
• Balance competitiveness with profitability in proposal and contract negotiations.
• Monitor project margin performance and provide feedback to improve future bidding strategies.

Operations Collaboration

• Work closely with Operations to ensure projects sold can be delivered safely, efficiently, and profitably.
• Facilitate communication between Sales, Finance and Operations throughout the opportunity lifecycle.
• Ensure client requirements and commitments are clearly documented and communicated.
• Support continuous improvement of the sales-to-project-execution process.
• Help align sales priorities with operational capacity and resource availability.

Client Relationship Management

• Develop and maintain strong relationships with existing and prospective clients across Canada.
• Support key account management efforts.
• Participate in major client meetings, industry events, and contract negotiations.
• Ensure consistent follow-up on all client inquiries and opportunities.
• Promote long-term customer satisfaction and repeat business.

Qualifications

Education

• Bachelor's degree in Business, Marketing, Engineering, Geoscience, or a related discipline.
• Equivalent industry experience may be considered.

Experience

• 5-10 years of sales, business development, or commercial management experience.
• Demonstrated experience managing a sales team.
• Proven experience administering and utilizing Salesforce CRM.
• Experience with sales forecasting, proposal management, and pipeline reporting.
• Experience in mining services, geophysics, engineering services, technical consulting, or a related industry is considered an asset.

Technical Skills

• Advanced Salesforce CRM knowledge and administration experience (required).
• Strong understanding of sales metrics, KPIs, forecasting, and opportunity management.
• Experience with proposal development and commercial negotiations.
• Strong proficiency with Microsoft 365 applications.
• Understanding of project costing and profitability analysis.

Core Competencies

• Sales Leadership
• Salesforce CRM Expertise
• Strategic Planning
• Commercial Acumen
• Pipeline Management
• Forecasting & Reporting
• Negotiation Skills
• Relationship Building
• Profitability Focus
• Cross-Functional Collaboration
• Accountability & Execution

Success Measures

The Sales Manager will be successful when they:

• Achieve or exceed annual sales targets.
• Maintain accurate and actionable Salesforce data.
• Ensure complete visibility of all active opportunities.
• Ensure no significant sales opportunities are overlooked.
• Build strong collaboration between Sales, Finance and Operations.
• Develop/mentor a disciplined, high-performing sales team.
• Contribute to the profitable growth of Dias Canada.

Key Performance Indicators (KPIs)

• Revenue versus annual sales targets
• Pipeline value and pipeline growth
• Forecast accuracy
• Salesforce data quality and compliance
• Gross margin on awarded projects
• Client retention and repeat business
• Sales cycle duration
• Opportunity follow-up compliance