Job Title: Territory Development Manager
Work Territory: South Western Ontario - Preferred near London, Ontario
Number of Positions Available: 1
Office Location: Pickering, Ontario
About the Role
Rapid City Transportation is seeking an experienced, results-driven Territory Development Manager - Institutional Healthcare & Education 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 successful candidate will have a demonstrated history of generating new revenue, developing strategic client relationships, navigating complex procurement environments, and winning contracts within hospitals, healthcare and public-sector organizations. 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.
This position is ideal for a highly motivated sales professional who thrives on prospecting, opening doors, building relationships with senior decision-makers, and converting opportunities into sustainable revenue. 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.
Key Responsibilities
New Business Development
- 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.
Institutional & Public-Sector Sales
- Develop a strong understanding of the unique transportation needs, challenges, and procurement processes within:
- Hospitals and healthcare networks
- Long-term care facilities
- Retirement and senior-care organizations
- School boards and schools
- Municipal and public-sector organizations
- 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.
Relationship & Client Development
- 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.
Territory Management
- 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.
What We’re Looking For
We are looking for a proven hunter, not simply an experienced account manager.
Core Competencies
- Hunter Mentality – Relentless, disciplined, and comfortable creating opportunities rather than waiting for leads.
- New Business Development – Proven ability to consistently open doors, acquire new customers, and generate incremental revenue.
- Institutional Sales Expertise – Understanding of complex organizations, procurement processes, multiple stakeholders, and longer sales cycles.
- Consultative Selling – Ability to uncover client needs and develop solutions based on operational and business requirements.
- Relationship Building – Ability to establish credibility and trusted relationships with senior decision-makers.
- Negotiation & Closing – Strong ability to move complex opportunities through the pipeline and secure profitable contracts.
- Strategic Territory Management – Ability to prioritize opportunities and allocate time toward the accounts with the greatest potential.
- Accountability & Results Orientation – Demonstrated history of achieving measurable sales and revenue objectives.
Qualifications
- 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.
Why Join Us?
- 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.
- $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.
What to Expect
Our hiring process is designed to ensure the best fit for both you and our team. Candidates can expect to participate in multiple interview stages, including initial screening, competency-based discussions, and final conversations with leadership. Also, candidates should be prepared to provide specific examples and measurable results demonstrating their success in acquiring new institutional clients and generating revenue growth. This thorough approach helps us understand your skills, experience, and alignment with our values.
Please submit your application online through rapidcitytransportation.com - Careers.
Thank you to all who apply; however only candidates selected for interview will be contacted.
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.
Privacy Notice: We collect personal information from applicants only for recruitment purposes, in compliance with PIPEDA. By applying, you consent to the collection, use, and limited disclosure of your information for evaluating your candidacy. Your data will be safeguarded and retained only as long as necessary. For questions or to withdraw consent, please notes in your application.
