Regional Business Development Manager - Alberta

Client & Position Overview

Our client is an established Western Canadian construction and building solutions company with more than 30 years of experience. The organization provides design-build, pre-construction, steel building, general contracting, and development services, with a strong focus on safe execution, durable solutions, schedule certainty, and long-term client value.

The Regional Business Development Manager is a senior, externally focused role responsible for developing new business, expanding strategic accounts, building a qualified regional pipeline, and converting opportunities into profitable work.

The successful candidate will develop and maintain relationships with owners, developers, industrial operators, consultants, contractors, municipalities, Indigenous organizations, and other key project influencers. The role will identify projects at an early stage and lead opportunities through qualification, pursuit, negotiation, and award, while serving as the commercial bridge between clients and internal estimating, pre-construction, operations, finance, and marketing teams.

The position has a regional mandate covering Calgary and Airdrie, Edmonton and Central Alberta, the Industrial Heartland, Southern Alberta, and selected rural and northern markets, with collaboration across Western Canada as required.

The successful candidate will pursue both negotiated and competitively procured work while understanding Alberta's unique industrial, geographic, climate, labour, logistics, scheduling, and procurement considerations.

Priority markets include commercial and industrial facilities, energy and resource support, manufacturing, logistics and warehousing, agriculture and agri-business, recreational and community facilities, municipal infrastructure, and other sectors well suited to steel building, design-build, and related construction solutions.

Success in this role will be measured by profitable revenue growth, pipeline quality and coverage, win rates, forecast accuracy, strategic account growth, repeat business, referrals, and overall client satisfaction.

Compensation will include a base salary and an attractive commission program, as well car compensation, RRSP matching, health/dental plan, vacation and a generous health and wellness benefit.

Responsibilities

Regional Growth & Market Development

• Develop and execute an annual territory plan identifying target sectors, accounts, decision-makers, relationship strategies, and agreed revenue and gross-margin objectives.
• Generate new business opportunities through targeted outreach, referrals, industry associations, consultant and owner relationships, development intelligence, procurement portals, and strategic partnerships.
• Build and maintain trusted relationships with private owners, developers, industrial operators, architects, engineers, EPC and general contractors, commercial brokers, municipalities, Indigenous communities and organizations, industry associations, and other project influencers.
• Represent the organization professionally at client meetings, project sites, conferences, trade events, community events, and industry activities throughout Alberta.
• Monitor regional construction activity, corporate capital programs, development activity, competitor positioning, pricing pressures, procurement trends, and market risks, translating market intelligence into actionable sales priorities.
• Identify emerging opportunities associated with Alberta's industrial, energy, agricultural, infrastructure, and commercial investment cycles.

Opportunity Qualification & Pursuit

• Engage clients and consultants to understand business needs, project objectives, budgets, schedules, site constraints, procurement strategies, financing, decision-making processes, and competitive landscapes.
• Qualify opportunities based on strategic fit, probability of award, technical feasibility, client readiness, delivery risk, margin potential, and organizational capacity.
• Recommend go/no-go decisions and prioritize opportunities that align with business objectives.
• Present organizational capabilities and help clients evaluate pre-engineered metal building, design-build, pre-construction, general contracting, and development solutions.
• Collaborate with estimating and pre-construction teams to establish pursuit strategies, conceptual scopes, budgets, schedules, and information requirements needed to develop reliable pricing.
• Prepare or coordinate proposals, scope letters, qualifications, exclusions, clarifications, presentations, and other commercial submissions using approved standards.
• Lead commercial discussions and negotiate construction services within delegated authority.
• Identify and escalate material contractual, margin, schedule, bonding, insurance, or other commercial risks as required.

Pipeline, Forecasting & Commercial Management

• Maintain accurate and current CRM records covering prospects, contacts, opportunities, values, probabilities, key dates, competitors, next steps, and relationship history.
• Maintain sufficient qualified pipeline coverage to support annual sales and gross-margin objectives, balancing near-, mid-, and long-term opportunities.
• Provide accurate weekly and monthly forecasts, pursuit updates, loss analysis, market intelligence, and activity reporting to senior leadership and estimating.
• Apply sound commercial judgment when assessing opportunity value, risk, capacity, probability of award, revenue, and profitability.
• Protect confidential client, pricing, and company information and consistently use approved commercial, legal, and brand materials.

Client Stewardship & Internal Collaboration

• Coordinate a clear and timely handoff of awarded work to project management, operations, finance, and other internal stakeholders, ensuring all client commitments made during the pursuit are communicated.
• Maintain an appropriate relationship with clients throughout project delivery, supporting communication and client experience without replacing the authority of the project manager.
• Conduct post-project follow-up to capture lessons learned, identify repeat business and referral opportunities, and strengthen long-term client relationships.
• Collaborate with marketing and operations on appropriate project profiles, testimonials, case studies, and other business-development initiatives, subject to client approval.
• Contribute to sales meetings, estimating prioritization, pursuit reviews, and continuous improvement of the organization's lead-to-award process.

Performance Measures - Success will be evaluated against:

• Annual signed revenue and gross-margin targets.
• Quality, size, age, and coverage of the qualified opportunity pipeline.
• Win rates, sales-cycle progress, and conversion of priority accounts and opportunities.
• Forecast accuracy, CRM discipline, proposal quality, risk identification, and internal handoff effectiveness.
• Growth in strategic accounts, repeat business, referrals, and client satisfaction.

Qualifications

• 5+ years of successful business development, technical sales, account management, pre-construction, or related commercial experience within construction, building systems, engineering, commercial real estate, industrial services, or another comparable project-based industry.
• We are particularly interested in candidates who have relationships with general contractors.
• Demonstrated ability to originate and close complex, high-value B2B opportunities while protecting profitability and building long-term client relationships.
• Strong understanding of construction budgets, estimates, schedules, procurement methods, proposals, scopes of work, and contract risk from a business development perspective.
• Proven discovery, presentation, proposal-writing, negotiation, relationship-management, and follow-up capabilities.
• Strong commercial judgment, personal accountability, and the ability to manage multiple opportunities and competing deadlines with limited supervision.
• Proficiency with CRM platforms and Microsoft 365, including Outlook, Word, Excel, and PowerPoint.
• Valid driver's licence, reliable access to transportation, and willingness to travel extensively throughout the territory, including occasional overnight travel.

Preferred Qualifications

• Direct experience with pre-engineered metal buildings, steel construction, design-build, general contracting, industrial/commercial construction, or building-product sales.
• Experience reviewing conceptual drawings and specifications and collaborating with estimators, designers, engineers, and project managers during early project development.
• Familiarity with public and private procurement, RFQs, RFPs, tendering, consultant-led pursuits, and client pre-qualification systems.
• Established professional network within Alberta's construction, development, industrial, energy, agricultural, municipal, or commercial real estate communities.
• Working knowledge of Alberta procurement practices, regional building and development processes, and the practical realities of urban, rural, and remote project delivery.
• Experience developing business with industrial operators, municipalities, Indigenous organizations, developers, or major private-sector owners.

Core Competencies

• Relationship Builder & Communicator: Builds trust, listens effectively, follows through, and communicates technical and commercial concepts in practical language.
• Commercially Minded: Balances client value, probability of award, risk, capacity, revenue, and gross margin.
• Proactive & Accountable: Creates momentum, maintains accurate records, provides reliable forecasts, and consistently delivers on commitments.
• Collaborative & Reputation Focused: Engages internal teams early, respects approval authorities, and consistently upholds company, client, and jobsite requirements.

Work Environment & Employment Conditions

This role combines office-based work, remote communication, client and consultant meetings, industry events, and visits to active and prospective jobsites. Frequent travel is an essential component of the position and is expected to average approximately 30–50% of working time. Early-morning, evening, overnight, air, and extended-distance travel may occasionally be required.

The successful candidate must comply with all company and site-specific safety requirements and use required personal protective equipment when visiting active jobsites.