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As a Business Development Manager – Composite Materials, you will sell carbon fibre, glass fibre, aramid fibre and related composite reinforcement materials to manufacturers across Canada. You will be selling primarily to purchasing departments, senior leadership, and business owners at manufacturing companies. This role is 100% new business development in Year 1. Customers are manufacturers in the automotive, aerospace, construction, electrical, and machinery sectors. The position provides a base salary of $80,000 – $90,000 CAD, plus commissions and bonuses.

COMPENSATION & BENEFITS

• •   $80,000 – $90,000 CAD base salary, plus commissions and bonuses
• •   Year 1 OTE: $120,000 – $150,000 CAD
• •   Year 2 OTE: $125,000 – $200,000 CAD
• •   Uncapped commission, paid monthly
• •   Uncapped bonus based on personal and company performance, paid semi-annually
• •   Health benefits 
• •   Laptop and cell phone provided
• •   Mileage allowance
• •   Remote work

THE COMPANY & CULTURE

Our client was founded in 2006; the company is in a scale-up phase, with company-wide revenue having nearly doubled year over year. Headquartered in Richmond Hill, Ontario, they import and distribute composite reinforcement materials and process consumables, holding exclusive North American sales rights for an overseas composites manufacturer. They also distribute window and door hardware, aluminum coil, and related building materials, though this role sells composite materials only.

Their customers are manufacturers across Canada and the United States in the automotive, aerospace, construction, electrical, and machinery sectors, concentrated in Ontario and Eastern Canada. 

The culture is built on trust, respect, and teamwork. Leadership is delegation-based — responsibility is assigned to the person best suited to the role, and the owner adjusts his approach as the business grows. The company values focus, prioritization, and a willingness to learn.

OFFICE LOCATION & SALES TERRITORY

• •   Head office: Richmond Hill, Ontario
• •   Work arrangement: Remote / home-based, with flexible hours. 
• •   Sales territory: Ontario, Manitoba and BC territory 
• •   Client-facing expectations: Field-based selling is a core part of this role. 
• •   Hours: Monday to Friday, 40 hours per week. 
• •   Dress code: Business casual for client-facing work.

EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS

• •   3 to 10 years of B2B sales experience. 
• •   Outside sales experience
• •   Minimum 3 to 5 years of industry experience is required. Qualifying backgrounds are: (a) sales of composite materials such as carbon fibre, glass fibre, aramid or basalt reinforcements and vacuum bagging consumables, or (b) sales of thermoset resins, gel coats or chemical matrix systems used in composite manufacturing.
• •   Valid driver's licence and vehicle required.

TECHNICAL SKILLS

• •   Microsoft Excel 
• •   Microsoft Word 
• •   Microsoft PowerPoint 
• •   Google Drive and Google Docs 
• •   Online product demonstrations

THE PRODUCT / SERVICE / SOLUTION

• •   Carbon fibre reinforcement materials
• •   Glass fibre and S-glass reinforcement materials
• •   Aramid fibre reinforcement materials
• •   Basalt fibre reinforcement materials
• •   High silica glass and quartz fibre
• •   Alumina fibre
• •   Vacuum bagging and process consumables used in composite manufacturing
• •   Customized product specifications produced to customer requirements

PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKER(S)

• •   Manufacturers that fabricate composite parts and components
• •   Industry verticals: automotive, aerospace, construction, electrical, and machinery
• •   Company size: small to medium businesses and large businesses 
• •   Primary decision-makers: purchasing departments, VP and Director-level leadership, and owners or C-suite executives

SALES CYCLE / ORDER VALUE / ACCOUNT SIZE

• •   Target order size: $10,000 or more per order
• •   Target account size: $500,000 or more per year in revenue
• •   Sales cycle: 1 to 9 months depending on the account, with most falling between 1 and 6 months
• •   On average, 3 sales calls or visits are required from initial customer interest to a first order

COMPETITIVE ADVANTAGES

• •   Lower overhead than the large national distributors, supporting more competitive pricing
• •   Ability to supply customized product built to a customer's specification rather than catalogue-only stock
• •   Broad single-source range across carbon, glass, aramid, basalt, quartz, and specialty fibres
• •   Exclusive North American sales rights for an overseas composites manufacturer
• •   Full technical data sheets published and available to support specification-level conversations
• •   Direct access to the owner — pricing and customization decisions are made without layers of approval

TYPICAL DAY & DUTIES

• •   75% New Business Development
• •   25% Administrative Duties

On a typical day, you will be prospecting and following up on supplied leads, identifying decision-makers within target manufacturers, visiting customers and prospects in the field, discussing material specifications and technical data, preparing quotations, delivering presentations and product demonstrations, assisting with RFP responses, and managing your own pipeline and records. In Year 2, the split shifts to approximately 75% new business development and 25% account management as your book grows.

LEADS

• •   50% warm leads supplied by the company
• •   25% supplied prospect lists
• •   25% self-generated — you prospect and build your own list
• •   Lead sources include company marketing (email, social media, blog, digital marketing), trade shows, and inbound enquiries generated by the company website
• •   Sales support materials provided include sales scripts, email templates, and printed and PDF brochures
• •   This is a new business role. Expect meaningful outbound prospecting activity as a core expectation, not an occasional task.

OVERNIGHT TRAVEL

• •   Overnight travel is currently limited — approximately 10%
• •   Day travel within the territory is frequent. Up to 75% of your working time may be spent in the field visiting customers and prospects across Canada
• •   Travel is for customer visits, trade shows, and supplier tours
• •   Overnight travel is expected to increase as the territory develops

SUPPORT & TRAINING

• •   Sales training: self-directed and provided as required, supplemented by off-site supplier tours
• •