Business Development Manager
Hybrid — London, Ontario, Canada | Full-Time | Base Pay: $90–110K CAD + uncapped commission
Are you a relationship-driven business developer who knows how to turn existing connections into expanded revenue — and isn't afraid to build new ones from scratch?
Dell Tech Laboratories (a Registrar Corp company) is seeking a Business Development Manager to grow revenue across Canada by expanding our presence within an established portfolio of clients and developing net-new business in our core regulated industries. This is a high-visibility role with real ownership over revenue growth, client strategy, and go-to-market execution — with the backing of a North American regulatory services leader.
Position Summary
As Business Development Manager, you will own a blended pipeline weighted toward account expansion and warm lead conversion, with approximately 70% of your time focused on growing revenue within existing Registrar Corp and Dell Tech accounts and approximately 30% on net-new outbound prospecting and lead generation.
You will work closely with clients across regulated industries — cosmetics, natural health products, food and beverage, pest management, medical devices, and importer of record services — identifying opportunities to introduce additional services, build multi-division relationships, and position Dell Tech as a full-service compliance partner.
Partnering with Dell Tech leadership and Registrar Corp's marketing team, you will also contribute to lead generation strategy, digital marketing initiatives, and the development of a scalable Canadian sales engine.
Role Responsibilities
Account Expansion and Portfolio Management (approx. 70%)
- Manage and grow a portfolio of existing Registrar Corp and Dell Tech accounts, identifying opportunities to expand scope, introduce additional service lines, and increase revenue per client.
- Execute strategic upselling and cross-selling across Dell Tech's four divisions — Product Safety, Regulatory Affairs, Lab Services, and Client Services — positioning bundled service packages where client needs align.
- Reactivate lapsed and underperforming accounts through proactive outreach, relationship rebuilding, and tailored service proposals.
- Own the full sales cycle for expansion opportunities — from discovery through proposal, negotiation, and close — using a consultative approach that helps clients navigate complex regulatory requirements.
- Maintain accurate pipeline records and account activity in CRM, providing regular forecasts and reporting to leadership.
Net-New Business Development (approx. 30%)
- Develop and execute targeted outbound prospecting programs to generate qualified net-new pipeline, with a focus on sectors adjacent to existing client relationships.
- Manage inbound leads generated through digital channels, ensuring timely follow-up, qualification, and handoff or conversion.
- Build and leverage professional network and community relationships to identify and advance new business opportunities across Canada.
Marketing and Lead Generation Collaboration
- Collaborate with Registrar Corp's marketing team on lead generation campaigns, content targeting, and digital initiatives designed to support Canadian pipeline development.
- Provide market feedback to inform website content, service positioning, and campaign strategy — acting as the field voice for Canadian buyer needs.
- Partner cross-functionally with Dell Tech leadership and Registrar marketing to define target segments, refine messaging, and execute integrated go-to-market campaigns.
Required Qualifications
- Pipeline Management: 3–5+ years of B2B sales or business development experience with a demonstrated ability to manage and grow a blended portfolio of warm accounts and net-new opportunities.
- Account Expansion: Proven track record of growing existing client relationships through upselling, cross-selling, and multi-service positioning.
- Consultative Selling: Strong consultative sales skills, with experience helping clients understand complex or technical service offerings and building the business case for expanded investment.
- Relationship-Led BD: Demonstrated ability to build trust-based relationships with senior buyers, including regulatory, operations, or compliance professionals.
- Outbound Capability: Comfortable executing outbound prospecting, cold outreach, and lead qualification as a component of a broader pipeline strategy.
- Technical Proficiency: Hands-on experience with CRM systems and a data-driven approach to pipeline tracking and performance management. Familiarity with tools such as HubSpot, Outreach, or Salesloft is an asset.
- Communication: Strong written and verbal communication skills; able to represent Dell Tech credibly with technically sophisticated clients.
Preferred Qualifications
- Experience selling regulatory, compliance, or technical professional services.
- Background in or familiarity with product safety, regulatory affairs, or laboratory services.
- Familiarity with regulated industries such as cosmetics, natural health products, food and beverage, medical devices, or pest management.
- Experience collaborating with marketing teams on lead generation, campaign execution, or digital content strategy.
- Existing professional network in regulated industries across Canada.
Why Join Dell Tech?
Dell Tech is a trusted Canadian regulatory consulting firm with deep expertise across product safety, SDS authorship, cosmetics compliance, NHP regulatory affairs, and laboratory services. As part of Registrar Corp — North America's leading regulatory compliance firm — we offer the resources and reach of a global organization with the relationships and responsiveness of a specialist team.
- Work with an established client base and a warm portfolio — you're not starting from zero.
- Backed by Registrar Corp's North American marketing infrastructure, brand, and client network.
- Uncapped commission structure with strong OTE potential.
- Collaborative team environment with direct access to technical and regulatory experts across all divisions.
- Exposure to a wide range of regulated industries and compliance challenges.
- Clear paths for career growth within Dell Tech and the broader Registrar Corp organization.
- Comprehensive benefits: paid time off, dental care, RRSP match, extended health care, company events, and onsite parking.
Dell Tech is committed to fostering an inclusive workplace and welcomes applications from all qualified candidates.
We are committed to providing accommodations throughout the recruitment and selection process in accordance with the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation at any stage, please let us know and we will work with you to meet your needs.
Pay: $90,000.00-$110,000.00 per year
Benefits:
- Company events
- Dental care
- Extended health care
- On-site parking
- Paid time off
- RRSP match
Education:
- Bachelor's Degree (preferred)
Experience:
- Business development: 3 years (preferred)
Work Location: Hybrid remote in London, ON N6H 5M5
