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Business development Manager - Quebec and Atlantic CAN

Posting Start Date: Mar 9, 2023

Location: Candiac, QC, CA

Company: Cascades

Your challenge!

Reporting to the Sales Director, the BDM’s mission is to create, evaluate sales opportunities and to ensure that the opportunities are closed in timely fashion to achieve his or her group's business objectives. You develop value propositions for clients and offer integrated solutions that correspond to business opportunities, client needs and market context to achieve sales objectives. In addition, you build and maintain strong relationships with as many key contacts/decision-makers as possible within customers’ organization and foster a long-lasting strategic partnership with them. Finally, you optimize Cascades’ sales and revenue growth by closely following the development and performance of regional accounts and by providing input and direction on operating plans and tactics you lead. This role will work closely with the KAM/KAL in the Quebec/Atlantic region.

Individual responsibilities

  • Organizational Agility - Ability to navigate medium/large organizations (both internal and external) creating high level partnerships to guide and support critical decisions
  • Financial Acumen – Basic understanding of P&L, profit margins, Revenue etc.
  • Industry Knowledge & Influence – Deep understanding of competitors, product lines, industry associations and market influences
  • Strategic Selling Experience – Knowledge and application of a strategic selling methodology with proven success by prospecting, targeting and winning new regional account end user business aligned to the Cascades overall strategic plan
  • Project Management (not new but clarity) – Familiarity with project management principals and ability to use these skills to close new opportunities and execute them.
  • Market Intelligence – Development of competitive market tendencies, segmentation, competition, regulations, etc. and communicate internally
  • Regional Distribution – Facilitate exchanges between the distributor, Cascades and regional end users to drive the execution of necessary programs and processes to ensure successful implementation
  • Cross Functional Relationships – Work closely with internal Cascades’ departments to service and support the selling efforts through the distributor to the end-user markets for long term program success
  • Team work – Collaborate with the Key Accounts Leads and KAMs to drive field sales opportunities at the distributor sales rep level. Ensure strong relationships with DSRs and sales management at distribution partners.
  • Regional Account Management – Manage the pricing templates, communication and competitive information to address market changes
  • Private Brand – Promote & sell the distributor’s brands as well as Cascades’ proprietary dispensing programs for towel & tissue & napkins through our preferred distributor network

Experiences and strengths

Behavioral competencies:

  • Financial acumen
  • Planning and organizational skills
  • Hunter attitude to selling
  • Contact management program experience
  • Team work,
  • Analytical skills
  • Adept in project management
  • Operations and supply chain understanding
  • Initiative, creativity, agility and experience with multifunctional teams, impact and influence and comfortable with ambiguity.


Technical competencies:

  • Bachelor’s Degree in communications, marketing or sales related field
  • Deep knowledge of regional distribution market
  • Language skills - Candidate has to be fully Bilingual to cover the sales territory effectively.
  • Experience : 3-5 years previous experience in sales in related field. Jan-San industry experience will be an asset.
  • Technical Savvy :Microsoft Office Suite including Excel, Word, Teams, Power Point, Notes, Contact management program like Salesforce, C4C or related programs, Citrix, WebEx, Zoom or other related mobile technology proficiency

Job Segment: Supply Chain Manager, Project Manager, QC, Business Development, Operations, Technology, Quality, Sales