Director, Business Development - Eastern Canada (#3125)

The Company 

With Canadian revenue over $1B and a parent organization operating in over 50 countries, our client has an impressive track record of sustained growth combined with recent and continued improvement despite difficult economic conditions.

Companies operating in remote and often harsh environments need to feel confident that their people, infrastructure, and operations will be expertly supported throughout the entire life of their project. ESS recognizes the critical importance of attentive support services. ESS goes to the ends of the earth to deliver the highest levels of customer support and service. Most importantly, ESS does it safely and with consideration for the environment.

ESS North America has over 40 years remote support services experience, and is the market leader in total support service solutions for clients in the Construction, Oil & Gas, Mining and Defense sectors.

ESS clients include many of Canada’s foremost construction and resource development companies. They currently manage over 17,000 resident rooms in the oil sands region of Alberta. ESS supports every aspect of daily community life for clients’ resident workers, 365 days a year, 24 hours a day.

ESS supports its clients through:

• An absolute commitment to Safety First –stringent HSE practices help reduce costs and minimize business risks. ESS has been recognized by clients for achievements in their journey-to-zero safety record;
• Progressive partnerships with First Nations – ESS has over 35 joint ventures with Aboriginal partners and is Gold Level Certified in the Progressive Aboriginal Relations (PAR) program sponsored by the Canadian Council for Aboriginal Business;
• Global remote site expertise and corporate stability – ESS’ global forum for best practices draws upon operations in over 55 countries. Its parent company, Compass Group PLC, is a world-leading food and support services company with annual revenues of over $25B;
• Quality food, prepared with care - ESS understands the importance of food quality and variety for workforce morale. ESS clients enjoy the benefits of unrivalled experience, rigorous safety standards, tailored solutions for specific needs, and specialists such as dieticians and executive chefs; and
• Turnkey camp management – From initial design through construction, mobilization and ongoing operations, ESS ensures project execution certainty, infrastructure investment protection, and a contented workforce.

Compass Group is proud to be a Top 100 Employer in Canada and one of GTA’s Top 90 Employers for 2010.

The Position

ESS is seeking a top performer for the Director, Business Development role. The mission of this role is to help the company continue to build market share. This position will be responsible for successful sales growth in emerging and untapped markets in eastern Canada. The successful candidate will be expected to prospect the market for new opportunities and establish relationships with the appropriate senior level management of potential clients. He/she will work in a sales environment that requires consensus building with both the client and operations teams to build optimum solutions, proposals and financial projects, and deliver meaningful returns to the company. Once new clients have been secured, he/she will continue to work closely with the operations team during the transition phase.

This position would be suitable for someone working with or for manufacturing-related industries, oil and gas, mining, construction, engineering, hydro, aerospace, industrial services and products, military, defense, property management, or food and beverage industries.

Specific Accountabilities:

• Using the existing sales management framework, you will be expected to understand clients’ needs and articulate the opportunity and benefits of engaging ESS Support Services to provide them with workforce accommodation structures, including food services and retail solutions;
• Develop specific project plans for the identified, high priority accounts that will enable ESS Support Services to meet its incremental sales revenue targets for the coming fiscal year;
• Establish credibility, respect and productive relationships within the key sales and operational leaders within ESS Support Services / Compass Group Canada;
• Establish a functional knowledge of Compass Group’s sales methodology growing into disciplined and demonstrated use of the sales framework; and
• Gain an understanding, appreciation, and commitment to the culture, values, mission and operating style of ESS Support Services / Compass Group Canada and its various operating groups.

Attractions:

• A large, established, multi-national, parent company able to provide infrastructure and capital resources;
• An award-winning, preferred employer providing significant opportunities for career development and advancement;
• The autonomy and latitude to make decisions and achieve results;
• Integrated service offerings that lead stable and consistent growth opportunities;
• A sales, revenue and results-driven organization;
• A highly sophisticated sales management framework; and
• An enhanced benefit program.

The Candidate

The ideal candidate will possess the following education, experience, and personal characteristics:

• French language fluency;
• An appropriate combination of experience, professional development and education including a minimum of five years of business development experience, preferably selling long-cycle services to business;
• The ability to effectively communicate at all levels, both written and verbal;
• Strong business acumen coupled with personal accountability and an exemplary work ethic;
• A resilient, self motivated, action/results oriented individual with excellent communication, influencing and negotiation skills;
• An outgoing professional who is dynamic and creative in setting, pursuing and attaining goals;
• A well organized, energetic sales leader with an excellent network of business and industry contacts at a decision making level;
• A proven track record establishing contacts and credibility with senior management buyers;
• Willingness and flexibility to travel to remote locations that experience extreme conditions;
• Ability to prioritize and perform a multitude of tasks simultaneously and effectively;
• Ability to work effectively in a team on major projects;
• A high level of integrity and ethics; and
• Computer literacy.

Reporting To

Vice President, Sales - North America

Location

Montreal, PQ

Remuneration & Benefits

Competitive salary plus commission, bonus and car allowance. Comprehensive benefits program.

Apply

If you are interested, and feel you are qualified, please send your resume, in confidence, to David Howes at dhowes@cambridgemgmt.com.