Director, Business Development

Our Client

Our client is a rapidly growing engineering firm based in Montréal, specializing in the delivery of energy efficiency and productivity projects.

Recognized for its strong technical expertise and its integrated, turnkey approach, the organization primarily supports large energy consumers—particularly in the industrial and agri-food sectors—across Québec. Its interventions aim to reduce energy costs, lower environmental footprint, and optimize the management of industrial services and processes.

Supported by a multidisciplinary engineering team specializing in building systems and process engineering, the firm is involved at every stage of projects, from design through post-implementation support.

Purpose of the Role

Reporting directly to the President, the Director of Business Development is responsible for all commercial activities, both strategic and operational.

The role involves developing new markets by identifying business opportunities and strategically positioning the company’s solutions. In this capacity, the Director manages relationships with clients and partners, coordinates technical-commercial activities, and guides the preparation of service proposals in close collaboration with the project team, with a clear objective of growth, profitability, and national and international visibility.

This is a highly strategic position focused on driving sales growth, maintaining a strong field presence, ensuring technical credibility, and supporting the long-term commercial sustainability of the organization.

Key Responsibilities

1. Strategic Business Development and Market Presence

• Develop and implement the business development strategy in alignment with the company’s vision and growth objectives.
• Identify, analyze, and prioritize market opportunities (sectors, target clients, territories, partnerships).
• Contribute to the diversification of the project portfolio, both in Québec and internationally.
• Represent the organization at business events, conferences, and networking activities.
• Develop presentations as needed and support the company’s presence on social media.
• Monitor business opportunities related to potential markets, public policies, and national and international trends; identify short-, medium-, and long-term growth opportunities.

2. Sales Growth

• Develop and maintain a pipeline of opportunities aligned with operational capabilities.
• Actively participate in field activities, client meetings, and strategic negotiations.
• Define commercial priorities and sales objectives in collaboration with senior management.

3. Client and Partner Relationship Management

• Build and maintain long-term business relationships with strategic clients and technological, financial, and institutional partners.
• Act as a senior-level contact for decision-makers (executive, operations, finance), with a deep understanding of client needs and organizational challenges.
• Ensure a thorough understanding of client issues in order to propose high value-added solutions.
• Contribute to client satisfaction, retention, and the development of existing accounts.
• Participate in contract drafting and negotiations.

4. Technical-Commercial Leadership

• Lead and coordinate technical-commercial activities in close collaboration with engineering and project management teams.
• Guide the preparation of service proposals (structure, approach, positioning, value proposition).
• Provide strategic technical support to design teams during pre-sales phases.
• Ensure proposals meet profitability, feasibility, and performance commitment criteria.

5. Commercial Governance and Profitability

• Participate in the financial analysis of projects (ROI, CAPEX, guaranteed savings).
• Monitor commercial performance indicators and recommend strategic adjustments.

Education and Experience

• Bachelor’s degree in Business Administration or Mechanical Engineering / Building Systems Engineering;
• 10 to 15 years of relevant experience, including B2B business development in technical, industrial, or engineering environments;
• Knowledge of the engineering and energy efficiency sector;
• Any equivalent combination of education and relevant experience will be considered.

Requirements

• Availability for frequent travel;
• Valid driver’s license;
• Valid passport;
• Bilingualism in French and English is essential.

Skills and Personal Attributes

• Excellent sales, persuasion, and negotiation skills;
• Results-driven and business development-oriented mindset;
• Strong client focus and service orientation;
• Leadership, credibility, and influence;
• Autonomy, rigor, and strong organizational skills.

Key Challenges

• Quickly establish credibility with executive leadership and clients, given the strategic nature of the role;
• Rapidly acquire in-depth knowledge of the company’s products and services;
• Review, improve, and swiftly implement a national and international business development strategic plan;
• Define business growth objectives (KPIs) while feeding existing management tools (CRM);
• Establish a commercial intelligence process linked to the various market segments associated with the company’s service offerings.

Proposed Interview Process

1. First interview with Glasford International Canada recruitment firm;
2. Second interview with the Strategic Advisor and a member of the Executive Committee;
3. Third interview with the President;
4. Psychometric assessment.