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About the Role

Rapid City Transportation is seeking an experienced, results-driven Territory Development Manager to lead new business development and territory growth across the institutional healthcare, education, and public-sector markets within Ontario. This is a hunter-oriented B2B sales role focused on identifying, developing, and converting new business opportunities into long-term client relationships. The role will be responsible for building and executing a territory growth strategy across hospitals, long-term care facilities, retirement and senior-care organizations, school boards and schools, municipalities, and other institutional healthcare clients. The successful candidate will be expected to spend significant time in the field developing relationships, conducting prospect meetings, attending industry events, visiting client sites, and pursuing new business opportunities throughout the assigned territory.

Responsibilities

Develop and execute a comprehensive territory sales strategy focused on new customer acquisition and revenue growth.
Identify, qualify, and prioritize high-value prospects across institutional healthcare, education, and public-sector markets.
Build and maintain a robust pipeline of qualified opportunities through proactive prospecting, networking, referrals, market research, and relationship development.
Generate new business through cold calling, targeted outreach, industry networking, referrals, presentations, site visits, and other business development activities.
Develop relationships with key decision-makers and influencers, including executives, administrators, procurement teams, facilities/operations leaders, transportation managers, purchasing departments, and other stakeholders.
Lead prospects through the complete sales cycle from initial contact through discovery, proposal, negotiation, contract award, and implementation.
Identify opportunities for expanding services within newly acquired accounts and developing multi-site or multi-year relationships.
Consistently achieve or exceed assigned revenue, new-client acquisition, and business development targets.
Develop a strong understanding of the unique transportation needs, challenges, and procurement processes within hospitals, healthcare networks, long-term care facilities, retirement and senior-care organizations, school boards and schools, municipalities and public-sector organizations, and other institutional healthcare organizations.
Develop compelling proposals and presentations that clearly communicate the organization's value proposition, service capabilities, reliability, and ability to meet institutional requirements.
Monitor market activity, competitor positioning, industry developments, and emerging opportunities within the territory.
Establish the organization as a trusted transportation partner within targeted institutional markets.
Build long-term, strategic relationships with new and prospective clients.
Act as a consultative sales partner by understanding client challenges and developing transportation solutions that address their operational, financial, safety, and service requirements.
Maintain regular contact with key stakeholders throughout the sales process and after contract award.
Work closely with Operations and other internal teams to ensure a seamless transition from sales to service delivery.
Identify opportunities to increase client value, expand service utilization, and develop additional revenue streams.
Maintain a high level of customer engagement and satisfaction throughout the relationship.
Develop and maintain a detailed territory plan identifying target accounts, market opportunities, competitive threats, and revenue potential.
Segment prospects according to size, potential value, buying process, and probability of conversion.
Establish measurable activity and pipeline goals and provide regular reporting on progress.
Maintain accurate and current customer and prospect information within the company's CRM system.
Forecast sales activity, opportunities, expected close dates, and revenue accurately.
Analyze territory performance and continuously refine the business development strategy.

Requirements

Minimum 5 years of proven B2B sales and business development experience in hospital, healthcare and/or public sectors, with a strong emphasis on new customer acquisition.
Demonstrable and verifiable success generating new business revenue and developing new institutional clients.
Proven experience selling into one or more of the following sectors: hospitals/healthcare networks, long-term care, retirement or senior-care organizations, school boards/education, municipalities/public sector, and institutional healthcare.
Demonstrated ability to prospect, open new accounts, build relationships, and close complex B2B sales opportunities.
Experience managing longer sales cycles involving multiple decision-makers and stakeholders.
Experience working with procurement departments, contracts, or formal purchasing processes is strongly preferred.
Proven ability to develop and manage a substantial sales pipeline.
Strong understanding of consultative and solution-based selling.
Demonstrated ability to negotiate and close contracts with senior-level decision-makers.
Strong business acumen and ability to understand client operational and financial requirements.
Excellent communication, presentation, negotiation, and relationship-building skills.
Highly self-motivated, organized, persistent, and comfortable working independently.
Proficiency with CRM systems and Microsoft Office (Experience using Pipedrive is an asset).
Valid driver's license and ability to travel throughout the assigned territory.
Candidates can expect to participate in multiple interview stages, including initial screening, competency-based discussions, and final conversations with leadership.
Candidates should be prepared to provide specific examples and measurable results demonstrating their success in acquiring new institutional clients and generating revenue growth.

Skills

Hunter Mentality
New Business Development
Institutional Sales Expertise
Consultative Selling
Relationship Building
Negotiation & Closing
Strategic Territory Management
Accountability & Results Orientation
CRM systems
Microsoft Office
Pipedrive (asset)

Location

South Western Ontario
Pickering, Ontario

Work Type

Field-based
Full-time

Experience Level

Minimum 5 years of proven B2B sales and business development experience

Salary/Compensations

$80,000.00 base salary with target earnings of $115,000.00–$145,000.00 annually, including commissions and performance incentives, plus a monthly car allowance and uncapped earning potential.

Benefits

Rewarding commission structure that recognizes and rewards new business development success.
Autonomy and ownership to build and grow your territory while making a meaningful impact.
Career growth opportunities within a company that values initiative, results, and professional development.
Collaborative and supportive team environment focused on achieving success together.
Opportunity to work with industry-leading products and solutions while building long-term client relationships.
Monthly car allowance
Uncapped earning potential

About the Company

Rapid City Transportation is seeking an experienced, results-driven Territory Development Manager to lead new business development and territory growth across the institutional healthcare, education, and public-sector markets within Ontario.

Equal Opportunity

We adhere to the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA) to ensure fair treatment for every candidate. We are committed to creating an inclusive, equitable, and accessible environment for all applicants. We welcome and encourage applications from individuals of all backgrounds and identities, including those with disabilities. If you require accommodation at any stage of the recruitment process, please inform us through your applications and we will work with you to meet your needs.