Business Development Manager


We are seeking a dynamic and motivated individual to join the team as a Business Development Manager. In this role, you will be responsible for engaging with independent cannabis retailers across Canada. Your primary objective will be to establish and maintain strong relationships with retailers, educate them on the benefits of our program and ultimately drive sign-ups and engagement for the program.

Reporting directly to the VP, this individual will be responsible for business development activities with the independent cannabis retail marketplace that maximize store enrolment in the program and deliver our committed revenue and profit objectives.

The successful candidate will seek ways to maximize program success through a thorough understanding of the customer base (independent retailers) across Canada, the effective management of a robust sales funnel, the execution of creative marketing tactics, and effective communication across a large stakeholder network.

This individual will develop and implement tactics that are consistent with the company’s strategic objectives. The incumbent will lead the external program activities, working collaboratively with internal resources to ensure a coordinated approach to strategy execution, cross-functional partnership development and external stakeholder engagement to deliver the P&L objectives.

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Key Priorities:

  • Maximize independent retail store enrollment into the program.
  • Differentiate the program from other competitive programs to accelerate conversion and win new retail customers.
  • Collaborate with internal partners to develop and execute a plan to build brand awareness and engagement.
  • Coordinate with external partners (agency, brand partners, others) to deliver a “best in class” experience for the program members to drive store retention.
  • Lead all customer communications pertaining to program updates, new brand partnerships, upcoming deadlines (data submission, payments, etc.). Respond to general inquiries from the membership as required.

General Responsibilities:

  • Maximize independent retail store enrollment into the program
    • Develop and effectively manage the sales funnel to deliver store enrollment targets.
    • Prospect and identify independent cannabis retailers in designated territories.
    • Prioritize retail targets to help drive revenue potential for the program.
    • Conduct outreach via phone and email to introduce the program and its benefits.
    • Lead the contracting process working between the retailers and the company.
    • Build/maintain/enhance retailer partnership relationships over time.
    • Stay informed on industry trends, competitor activities, and regulatory changes affecting cannabis retailers.
    • Pursue peer selling opportunities that further develop the program’s equity within the independent marketplace.
    • Maintain accurate records of all interactions and sales activities; Track and report on identified KPIs
    • Achieve and exceed monthly and quarterly sales targets.
  • Differentiate the program from other competitive programs to accelerate conversion and win new retail customers.
    • Develop/maintain a thorough understanding of competitive programs, including points of parity and differentiation.
    • Capitalize on this knowledge of competitors to identify areas of opportunity.
    • Sell the differences to prospective retailers with a goal of converting them exclusively over time.
  • Collaborate with internal partners to develop and execute a plan to build brand awareness and engagement.
    • Collaborate with the marketing & merchandising teams to develop compelling sales materials and presentations.
    • Provide regular feedback to the product development team based on retailer and market insights to enhance the program’s value and accelerate store enrollment.
    • Collaborate on the development of a plan that delivers high awareness of the program within the independent retail market across Canada.
    • Collaborate with marketing/agency to launch a social media strategy.
    • Professionally represent the program at industry events, conferences, and trade 
  • Lead customer communications.
    • Lead the development of all customer communications related to the program.
    • Communicate program changes and enhancements (brands that are new or leaving the program, timelines, other structural changes as required)
    • Collaborate with the agency to update the program members website as required.

Education, Experience, and Skills:

  • Post-secondary degree required.
  • Proven track record of sales/business development accomplishments with relevant experience in the Cannabis industry required.
  • Experience managing a sales funnel with a consistent track record of closing contracts.
  • Strong communication and interpersonal skills, with the ability to build rapport and trust quickly.
  • Self-motivated with a results-driven attitude and a passion for exceeding targets.
  • Proactive, with a bias toward taking action; someone who uses his/her resources creatively.
  • Ability to work independently and manage time effectively.
  • Understanding of cannabis retail operations and compliance requirements is a plus.
  • Demonstrated leadership skills with a propensity to take initiative.
  • Excellent computer skills, especially with Microsoft Excel, Word, and PowerPoint.
  • Recognized as a strong team player, contributor, and value-adding member in team environments.
  • Willingness to travel within assigned territory as needed.

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