CONFIDENTIAL OPPORTUNITY – Business Development & Sales Leader (Technical Sales) | Guelph Area
About the Opportunity
A well-established, growth-oriented advanced manufacturing company in the Guelph, Ontario area is seeking an ambitious and technically capable Business Development & Sales leader (Senior Manager or Director) to lead its commercial growth initiative.
The company is a recognized supplier of custom-engineered plastic and rubber components, serving demanding OEM customers across North America in sectors including automotive, construction, EV, packaging, and industrial automation. It is in a deliberate and well-funded growth phase, targeting significant revenue expansion over the next three to five years under new senior leadership. This leader will report directly to the General Manager.
The current team consists of two additional managers; the incoming Director will either assume management of such individuals and s/he might replace the local function, depending on fit and business evolution.
The Role
Reporting directly to the General Manager, the Leader of Business Development & Sales will be the primary commercial engine of the business. This is a hands-on, field-active, hunter role — not a management-only position.
The Director will take personal ownership of new Direct Sales pipeline development (custom vacuum thermoformed plastic and rubber molded components manufactured in-house) while providing commercial coordination to the existing Indirect Sales coverage (USA territory, affiliate/sister facility products).
This individual must be capable of engaging credibly at the engineering and operations level in OEM environments — understanding drawings, materials, tolerances, and manufacturing constraints — while also building executive-level relationships in procurement and leadership.
Key Responsibilities
- Build and own a qualified pipeline of C$18M+ across target sectors through systematic prospecting, outreach, and relationship development
- Convert new OEM and Tier 1 accounts for Direct Sales (thermoforming, rubber molding) through consultative, engineering-led selling
- Conduct technical discovery, DFM consultations, and application development conversations with prospect engineering teams
- Lead value-based quoting and pricing — positioning on weight reduction, part consolidation, lead time, and supply chain simplification
- Provide commercial direction to Senior Account Manager (USA/Indirect Sales territory)
- Evaluate, direct, and/or replace the current Ontario-based Sales Manager as warranted
- Maintain CRM discipline: structured outreach cadence, pipeline integrity, and weekly revenue reporting to the GM
- Represent the company at trade events, industry associations, and key prospect sites
- Provide market intelligence: competitive pricing, application trends, and new vertical opportunities
Candidate Profile
Essential
- Technical sales background in custom manufacturing — plastics, rubber, composites, tooling, or adjacent sectors
- Proven new business development results: demonstrated ability to open greenfield accounts and build pipeline from scratch
- Ability to engage at engineering level: read drawings, understand tolerances, DFM considerations, and manufacturing processes
- Structured, disciplined sales approach with CRM accountability
- Willingness to travel (Ontario + US, depending on business needs)
- Minimum 5 years experience
Desirable
- Existing OEM or Tier 1 relationships in automotive, construction, EV, packaging, and industrial automation
- Direct experience with thermoforming, injection molding, rubber compression molding, or tooled plastic components
- Prior experience managing or directing a sales team
- Experience in a company undergoing growth transformation, restructuring, or scale-up
Personal Attributes
The successful candidate will be a self-starting, entrepreneurially minded commercial professional who:
- Combines ambition with humility — hungry to build something significant while remaining coachable and collaborative
- Is energized by hunting: thrives opening doors and converting new relationships, not just managing inherited accounts
- Brings technical credibility to customer conversations without being condescending or over-engineering the sale
- Is organized, accountable, and transparent in pipeline management
- Leads by example and can eventually inspire and direct a small sales team
- Has the maturity to navigate a turnaround/growth environment with patience and professionalism
Compensation
The compensation package includes a competitive base salary and a meaningful variable component tied directly to new revenue performance. Total package will be commensurate with the seniority, contribution, and track record of the selected candidate. Details will be shared at the appropriate stage of the process.
Process & Confidentiality
This search is being conducted confidentially. Candidate identities and the identity of the hiring company will be protected at all stages until mutual interest is confirmed.
Qualified candidates are invited to submit a confidential resume and brief statement of interest.
Pay: From $85,000.00 per year
Benefits:
- Casual dress
- Dental care
- Mileage reimbursement
- On-site parking
- RRSP match
Work Location: Hybrid remote in Guelph, ON N1H 7M2
