Job Specifications
SPECIAL PROJECTS BUSINESS DEVELOPMENT MANAGER
Individual Contributor |Greater Toronto Area | Construction – ICI Sector
Base: $157,500–$160,000+ | Variable: $52,500–$55,000+ | OTE: $210,000–$215,000+
THE OPPORTUNITY
Our client is a well-established, privately held Canadian construction firm with a decades-long track record of delivering large-scale Institutional, Commercial, and Industrial (ICI) projects. With revenues exceeding $600M and an ambitious growth roadmap, they are creating a dedicated sales function for the first time — bringing on a senior business development leader to drive new client relationships, influence stakeholders ahead of RFPs, and build a sustainable project pipeline in the GTA and Central Ontario markets.
This is a high-impact, high-visibility role. You will work directly with senior leadership, have meaningful autonomy, and play a central role in shaping how the company grows. It is a rare opportunity to build something from the ground up within a stable, values-driven organization that has consistently delivered results over 40+ years.
ROLE AT A GLANCE
Title
Special Projects Business Development Manager
Type
Individual Contributor (first dedicated sales hire)
Reporting To
SVP, Operations
Location
Greater Toronto Area / Woodbridge, ON (predominantly field-based)
Project Size
$50M to $100M+ per project
Site Timelines
18 to 24 months per project
Travel
Less than 15% overnight travel expected
Business Target
$100M–$150M backlog (Year 1); $200M+ (Year 2)
Base Salary
$157,500–$160,000+
Variable / Bonus
$52,500–$55,000+
OTE
$210,000–$215,000+
THE MANDATE
The construction landscape has shifted — by the time an RFP hits the street, the relationship is often already won or lost. This role exists to change that dynamic. You will get in front of brokers, owners, developers, architects, and consultants before projects are formally tendered, build credibility and trust, and position our client as the partner of choice long before a contract is signed.
Year 1:
Build the network — brokers, developers, owners, architects, consultants, vendors, subtrades
Hunt, seed, and influence stakeholders upstream of formal procurement
Quote, negotiate, and close new project mandates
Establish delivery tracking processes and client reference foundations
Year 2:
Deepen existing relationships, expand wallet share, close more mandates
Target $200M+ in backlog production
Continue tracking delivery performance and client references
Year 3+:
Defend, develop, and grow the account base
Potentially build and lead a small team
Attack new markets and expand geographic reach
KEY PERFORMANCE INDICATORS
Backlog Production: Revenue bookings, LOIs, project start dates, preconstruction activity
Margins: Measured on gross margin contribution per project
Customer Delight: Client references upon project completion
Financial Accountability: P&L, margin management, cost structure, and risk awareness
WHO YOU ARE
Our client evaluates candidates in this order: Character, Experience, Intelligence, Coachability. Technical credentials matter — but they come second to the kind of person you are.
Character
You have genuine will, desire, and drive — not just ambition on paper
Self-aware, accountable, and honest — with clients, with your team, and with yourself
You do what you say you will do
Experience
Large capital project sales experience (ICI sector — must have)
Demonstrated history of influencing stakeholders and project awards before RFP release
Experience booking $10M–$15M+ in construction business
Fluency with Lump Sum and Construction Management delivery models (both required)
Exposure to P3 delivery is a strong asset
Comfortable in project team environments — drawings, estimating, delivery conversations
Experience managing RFP/RFQ/RFI responses
Proven profitable delivery track record with strong client references
Familiar with structured sales methodologies: Sandler, MEDDIC, MEDPIC, Miller Heiman, Challenger Sales
Ability to communicate clearly and credibly across a diverse stakeholder landscape: owners, brokers, engineers, architects, trade, and consultants
Stories We Want to Hear
Margin performance on projects of comparable scale
Close ratios and how you influence project wins
Productivity and efficiency improvements delivered
Proposal delivery under tight timelines
ICI project wins — what you did, how you did it, what it meant
Intelligence & Coachability
You are a high-IQ operator — you think commercially, connect dots quickly, and ask the right questions
You are coachable — this company has a specific way of working and you will be learning their approach, their culture, and their delivery model
WHY THIS ROLE
Be the first: This is the company's inaugural dedicated sales hire in Central Ontario — you will define how business development is done here
Work at scale: You will be closing projects in the $50M–$100M+ range — real, visible, impactful work
Long-term upside: Company tenure