About EDSS Sanitation Solutions
EDSS Sanitation Solutions is a premier provider of food safety and sanitation services, acting as the "invisible shield" for major manufacturing and retail partners. With over 25 years of industry expertise, we specialize in high-compliance environments that require meticulous documentation and a relentless commitment to excellence. We are seeking a strategic and results-driven Business Development Manager to spearhead our growth and improve our market presence across Ontario.
The Role
The Business Development Manager (BDM) is responsible for driving the "Sales and Business Improvement" engine of the company. You will identify new market opportunities, build strategic partnerships, and design custom sanitation solutions for prospective clients. This role requires a blend of high-level sales strategy, technical understanding of food safety regulations, and the ability to demonstrate how EDSS improves a client’s operational bottom line.
Key Responsibilities:
1. Strategic Growth & Lead Generation
- Clientele Sourcing: Demonstrate mastery in searching for, identifying, and cold-prospecting new clientele within the food manufacturing and industrial sectors.
- Market Analysis: Identify and target new opportunities in the food manufacturing, meat processing, and grocery retail sectors.
- Pipeline Management: Expertly manage the end-to-end sales pipeline, utilizing sales tracking logs and spreadsheets to track leads from initial identification through to contract signature.
- Cold Outreach: Proactively reach out to facility managers, plant directors, and corporate procurement teams to introduce EDSS’s "Invisible Shield" value proposition.
2. Sales Management
- Performance Tracking: Monitor and report on key sales metrics, conversion rates, and pipeline health to ensure revenue targets are met.
- Strategic Planning: Develop and implement sales strategies to penetrate new territories and optimize existing client relationships.
- Data Integrity: Maintain clean and actionable data within the company’s sales tracking sheets to facilitate accurate forecasting and follow-ups.
3. Site Assessment & Solution Design
- On-Site Audits: Conduct initial site walkthroughs to identify sanitation gaps and "business improvement" opportunities for prospective clients.
- Technical Scoping: Collaborate with the operations team to determine equipment needs, labor hours, and chemical requirements (Delimers, Degreasers, etc.).
- Proposal Development: Create high-impact, professional proposals and contracts using PandaDoc.
4. Client Relationship & Retention
- Consultative Selling: Position EDSS as a partner in food safety rather than just a cleaning vendor.
- Negotiation: Lead contract negotiations, focusing on long-term value and service excellence.
- Hand-off Coordination: Work closely with the HR and Operations departments to ensure a seamless transition from "Closed-Won" to active site management.
5. Business Improvement & Brand Advocacy
- Continuous Improvement: Analyze industry trends and client feedback to suggest improvements to our service offerings.
- Networking: Represent EDSS at industry trade shows, food safety conferences, and local business events.
- Reporting: Provide weekly growth reports to the Owner regarding the status of the sales pipeline and revenue targets.
Qualifications & Skills:
- Experience: 5+ years of B2B sales experience, with a proven track record of successful client searching and business acquisition.
- Technical Knowledge: Strong understanding of food safety standards and Ontario Food Premises Regulations is a significant asset.
- Software Proficiency: * Expert proficiency in Microsoft Excel for pipeline tracking and data analysis.
- Proficiency in Microsoft Word.
- Advanced experience with PandaDoc for proposal and contract generation.
- Familiarity with Homebase is an asset.
- Communication: Exceptional negotiation and presentation skills; ability to communicate complex safety protocols to corporate stakeholders.
- Travel: Willingness to travel across the Ottawa, GTA, and Western Ontario regions for site assessments and client meetings.
Compensation:
Annual Salary: Between $70,000 and $75,000 (depending on experience) + Commission
**No Agencies Please
Job Types: Full-time, Permanent
Pay: $70,000.00-$75,000.00 per year
Benefits:
- Dental care
- Disability insurance
- Life insurance
- On-site parking
- Paid time off
- Vision care
Application question(s):
- 1. Please describe your experience in B2B sales within the industrial or food manufacturing sectors. What was the average size of the contracts you managed, and what were your annual sales targets?
- 2. EDSS specializes in high-compliance environments. Do you have direct experience managing or selling sanitation services specifically for grocery retail (Meat/Deli departments) and meat processing factories? Please explain how you navigate the different regulatory requirements (Public Health vs. CFIA) for these two sectors.
- 3. At EDSS, we value 'clientele sourcing'—specifically the ability to cold-prospect. What is your strategy for identifying and penetrating new manufacturing plants or retail chains that aren't already on our radar?
*
4. Can you provide an example of how you have communicated technical safety protocols to a prospective client to close a deal?
- 5. We utilize Excel for pipeline tracking and PandaDoc for contract generation. On a scale of 1–10, how would you rate your proficiency in Excel (specifically using data analysis tools like VLOOKUP)? Have you used automated contract software before?
- 6. This role requires significant travel across the GTA, East and Western Ontario for site audits. Are you comfortable with a schedule that involves frequent regional travel and occasional night-shift site walkthroughs?
- 7. We don't just sell cleaning; we sell an 'Invisible Shield' for the food supply chain. How would you convince a plant manager that EDSS provides more long-term value than a cheaper, less specialized janitorial competitor?
- 8. The sales cycle in industrial sanitation can be long. Tell me about a time you faced repeated rejection from a high-value prospect and the specific steps you took to eventually win the account.
Work Location: In person
