Original job description
ExactBlue Technologies built its business in a specialized healthcare niche around rapid microbial testing. We are now expanding into food and beverage manufacturing, where quality and operating teams still rely heavily on established testing routines and delayed microbial information.
We believe there is a much larger opportunity to give manufacturers faster, more useful microbial information and, over time, a broader suite of products built around that need. We need a senior commercial builder who can find out where that opportunity is real, prove it with customers, and turn it into revenue.
Your Job
You will be ExactBlue's senior business development lead for food and beverage in Canada and the United States. There are no accounts to maintain and no mature territory to inherit. Your job is to create the market.
Get in front of QA/QC, food-safety, sanitation and plant leaders and understand how they make microbial-control decisions today.
Find the applications where faster microbial information solves an important operating problem rather than merely attracting interest.
Turn customer discovery into real product trials.
Stay close enough to those trials to understand whether the technology changes behaviour, improves decisions and is worth paying for.
Convert successful trials with large manufacturers into direct purchase agreements.
Build relationships with mid-sized distributors that can take ExactBlue products into the broader food and beverage market.
Challenge weak assumptions, identify repeatable buying patterns and help shape the next generation of ExactBlue products around real customer requirements.
Who We Are Looking For
You have spent at least 8-10 years selling technical products into food and beverage manufacturing. Your background may be in QA/QC, microbiology, sanitation, chemicals, testing, laboratory products, instrumentation or an adjacent field. What matters is that you understand how technical buyers evaluate risk, how plants test new products, and how to move from an initial conversation to a commercial agreement.
You are a hunter, not an account caretaker. You know how to open doors, ask questions that expose the real problem, create a credible trial, keep momentum when the novelty wears off, and close business. A strong existing network would help, but we care more about your ability to build one.
Why This Role Matters
The larger opportunity is not simply to sell another microbial test. It is to change how microbial information is used in manufacturing - from periodic, retrospective testing toward faster operational intelligence.
ExactBlue has the underlying technology, an operating business from which to expand, and a pipeline of new products intended to broaden what customers can do with rapid microbial information. The person who succeeds in this role will materially influence which problems we solve, which markets we enter, how we sell and how this new business develops.
What You Will Be Accountable For
Creating a qualified pipeline from zero.
Conducting high-quality customer discovery.
Initiating and managing product trials.
Turning successful trials into direct purchases.
Building a productive distributor channel.
Creating repeatable revenue in a new market.
Working Arrangement
This is a Canada-based, primarily remote role with one day per week in ExactBlue's Cambridge, Ontario office. Travel will be driven by the opportunities you create; we expect approximately 20-30% travel across Canada and the United States for plant visits, trials, major customer meetings and distributor development.
Compensation
CAD $80,000 base salary plus $80,000 target variable compensation for target on-track earnings of $160,000, plus share options. This is a high-upside package for someone who wants to create a business rather than inherit one. The variable plan will reward validated commercial progress and, increasingly, signed agreements and revenue.
How to Apply
Please send a resume and a short note explaining one market, territory or account base you built from scratch and how you turned initial customer interest into repeatable sales to [insert application email].
CAD $80,000 base salary plus $80,000 target variable compensation for target on-track earnings of $160,000, plus share options. This is a high-upside package for someone who wants to create a business rather than inherit one. The variable plan will reward validated commercial progress and, increasingly, signed agreements and revenue.
How to Apply
Please send a resume and a short note explaining one market, territory or account base you built from scratch and how you turned initial customer interest into repeatable sales to [insert application email].
More about this job
Responsibilities
Build ExactBlue's food and beverage business in Canada and the United States by developing a qualified pipeline, conducting customer discovery, and initiating and managing product trials. Convert successful trials into direct purchases, develop distributor relationships, and establish repeatable revenue while informing future product and market strategy.
Requirements
Candidates must have at least 8–10 years of experience selling technical products into food and beverage manufacturing, with relevant experience in areas such as QA/QC, microbiology, sanitation, testing, laboratory products, chemicals, or instrumentation. They should be effective at opening new accounts, identifying customer problems, managing credible product trials, and converting customer interest into commercial agreements.
Skills
- Business Development
- New Market Development
- Customer Discovery
- Technical Sales
- Food And Beverage Manufacturing
- Product Trials
- Pipeline Development
- Direct Sales
- Distributor Channel Development
- Negotiation
- Revenue Generation
- Microbial Testing
- Quality Assurance And Quality Control
- Food Safety
- Sanitation
Visa sponsorship
Not detected in the job text
Categories
- Sales
- Management & Leadership
- Food & Beverage
- Manufacturing
- Science & Research
Keywords
- Food And Beverage Manufacturing
- Microbial Testing
- Rapid Microbial Information
- Microbial Control
- Quality Assurance
- Quality Control
- Food Safety
- Sanitation
- Microbiology
- Laboratory Products
- Instrumentation
- Technical Sales
- Business Development
- Customer Discovery
- Product Trials
- Pipeline Development
- Direct Purchase Agreements
- Distributor Channel
- Market Development
- Revenue Generation
- Commercial Agreements
- Operating Intelligence
