AddressFounded in 1911, Chair-man Mills Corporation (CMMC) is the leading event rental and tenting solutions company in Canada, and among the top ten in North America. In 2019 the company was acquired by McCain Capital Partners. In addition to Chair-man Mills Corp., the company proudly serves its customers, venues, caterers, and event planners under the brand names of Event Rental Group, Contemporary Furniture Rentals, Regal Tent Productions, Advanced Tent Rental, A&B Partytime (British Columbia), Loungeworks (British Columbia), and MacFarlands (Nova Scotia). CMMC employs more than 500+ event professionals from coast to coast.
Position Overview:
As a Business Development Manager at Chair-man Mills, you will play a pivotal role in driving growth and expanding our client base. You will be responsible for identifying new business opportunities, building relationships, and crafting tailored solutions that showcase our company's expertise in creating captivating event experiences by outfitting spaces with premium décor, furniture, and tableware.
Key Responsibilities:
Prospecting and Lead Generation:
• Identify and research potential clients, industries, and markets in Western Canada for business growth.
• Maintain a comprehensive target list.
• Generate leads through various channels, including networking events, online platforms, cold calls, visits, industry partnerships, and referrals.
• Establish and nurture direct relationships with key strategic accounts, including prominent venues.
• Collaborate with regional GMs and sales teams across Canada to fuel growth in national accounts and iconic national and International events, and other strategic bids.
• Set goals an develop pkans for business and revenue growth.
• Create B2B and B2C strategies for key customer segments.
Client Relationship Management:
• Build strong relationships with both existing clients and promising leads in the Western Canadian region.
• Gain a deep understanding of client needs, preferences, and objectives to provide tailored solutions and services.
• Develop strategies for lead generation and conversion.
Consultative Selling:
• Conduct thorough consultations with clients to understand their event objectives and
vision.
• Prepare meticulously crafted proposals and compelling pitches that intersect client
needs with company capabilities.
Market Research and Analysis:
• Stay informed about industry trends, competitor offerings, and emerging market opportunities.
• Analyze market data to identify gaps, potential niches, and areas for growth complementary to the company's competencies in furniture, décor, event rentals, tents & structures.
• Take ownership of key customer insights and develop actionable plans to address identified gaps and evolving needs.
• Monitor sales performance metrics and present actionable insights and recommendations to senior leadership team to facilitate informed decision making.
Collaboration and Coordination:
• Manage and lead the process for inbound RFPs, collaborating with other internal departments and external partners to compile winning business proposals.
• Collaborate closely with the sales, design, and production teams to ensure client visions are brought to life effectively.
• Coordinate with internal teams to ensure seamless execution of events and projects.
Networking and Business Events:
• Attend key industry events, trade shows, and local gatherings to expand your professional network and represent our brand in Western Canada
Negotiation and Closing Deals:
• Lead negotiations and contract discussions with clients, ensuring mutually beneficial agreements.
• Close deals and secure contracts for events, decor services, and other offerings.
• Review existing contracts and agreements regularly.
Performance Tracking and Reporting:
• Maintain accurate records of client interactions, proposals, and sales activities.
• Provide regular reports on Business Development efforts, progress, and sales achievements.
• Meet an exceed sales targets and revenue goals.
Experience and Qualifications:
• Bachelor's degree in Business, Marketing, or a related field (preferred).
• Proven track record of success in Business Development, sales, or a related role within the event or hospitality industry.
• Exceptional interpersonal and communication skills for building and maintaining client relationships.
• Excellent communication and presentation skills, with the ability to effectively convey complex concepts simply and influence decision-makers.
• Solid understanding of sales and marketing principles, with a demonstrated ability to develop and implement successful sales strategies.
• Demonstrated experience in negotiations, delivering multi-year deals (valued in 6 to 7 figures).
• A passion for precision in setting deal terms and navigating large complex agreements.
• Comfort in using digital tools, CRM, presentation software, and Office 365.
• Understanding of event planning, design, and decor concepts is a plus.
• Access to an established, robust network of decision makers within the event planning, venue, show services, and hospitality industry within Western Canada is a bonus.
• Ability to work independently and collaboratively within a team.
• Availability for travel and attendance at events (including evenings and weekends)
