Business Development & Account Representative

Business Development & Account Representative

About the Role

Landscape Ontario is seeking a motivated, customer-focused Business Development Representative to support revenue growth, strengthen customer relationships, and increase awareness of the association’s products, services, and industry opportunities.

This role is about more than generating new business. A significant part of the position involves providing excellent customer service, understanding customer needs, identifying cross-sell opportunities across products and services, and building long-term relationships with members, exhibitors, sponsors, advertisers, and industry partners.

The successful candidate will learn Landscape Ontario’s diverse range of offerings, including trade shows, sponsorships, advertising, membership opportunities, and other programs and services. They will proactively connect customers with opportunities that support their business goals while helping Landscape Ontario grow its non-dues revenue.

This position requires a strong sales mindset, excellent organizational skills, and the ability to manage multiple priorities and deadlines. The ideal candidate is a self-starter who can work independently, take initiative, and contribute effectively as part of a collaborative team.

Experience in trade shows, associations, sponsorship sales, or working with volunteers would be a strong asset.

About You

You are a relationship builder who understands that strong customer service is essential to successful sales. You enjoy working with people, identifying opportunities, solving problems, and helping customers find the right products and services to meet their needs.

You are comfortable managing a sales pipeline, following up on leads, developing new business, and maintaining relationships with existing customers. You recognize opportunities to cross-sell and promote complementary products and services rather than focusing on a single sale.

You are organized, adaptable, and able to balance competing priorities in a fast-paced environment. You take ownership of your work, follow through on commitments, and know when to work independently and when to collaborate with colleagues.

What You'll Do

Key Responsibilities

Business Development and Revenue Growth

• Identify, research, and pursue new business opportunities to expand Landscape Ontario’s customer base and increase non-dues revenue.
• Actively sell and promote Landscape Ontario’s revenue-generating opportunities, including:
• • Trade Show Booth Sales: Exhibit space for Landscape Ontario Congress, Green Trade Expos, Snowposium, and other events.
  • Sponsorships: Event sponsorship packages, feature sponsorships, branded activations, and other promotional opportunities.
  • Advertising and Print Media: Advertising opportunities across Landscape Ontario publications, print media, and other available marketing channels.
  • Additional Products and Services: Identify opportunities to bundle and cross-sell relevant products and services to maximize customer investment.
• Develop and maintain a strong sales pipeline by prospecting, generating leads, preparing proposals, presenting opportunities, negotiating agreements, and closing sales.
• Execute targeted sales campaigns through phone calls, email, and other direct sales activities.
• Build customized sales solutions that align with customer objectives and demonstrate the value of advertising, exhibiting, and sponsoring through Landscape Ontario.
• Meet established sales targets and revenue goals, with a focus on new business development, account growth, customer retention, and renewals.
• Maintain accurate sales forecasts, customer records, lead tracking, and follow-up activities within the CRM system.

Trade Show, Sponsorship and Advertising Sales Support

• Support the full sales cycle for Landscape Ontario’s trade shows, sponsorship programs, and advertising products, from initial prospecting to post-sale relationship management.
• Develop an understanding of each event, publication, audience, and sponsorship opportunity to confidently communicate benefits and value to prospective customers.
• Work with exhibitors and sponsors to identify suitable booth locations, sponsorship packages, advertising placements, and promotional opportunities.
• Proactively pursue rebookings, contract renewals, upgrades, and additional purchases to increase customer investment and retention.
• Coordinate sales materials, proposals, contracts, artwork deadlines, and customer communications to ensure commitments are fulfilled accurately and on time.
• Work collaboratively with marketing, communications, and trade show teams to align sales activities with campaigns, event objectives, and revenue targets.
• Maintain strong customer relationships before, during, and after events to encourage repeat participation and identify future business opportunities.

What You’ll Bring

• Experience in business development, sales, account management, advertising sales, customer service, or a related field.
• A demonstrated ability to build customer relationships, identify business needs, develop sales opportunities, and close business.
• Experience with cross-selling and upselling multiple products or services to existing and prospective customers.
• Strong customer service skills, with the ability to balance customer needs with revenue and sales objectives.
• Experience in trade show sales, sponsorship sales, print media, advertising, or event sales is a strong asset.
• Experience working within an association, membership organization, or volunteer-driven environment is an asset.
• Excellent verbal and written communication skills, with the confidence to make sales calls, present proposals, negotiate opportunities, and follow up with prospective customers.
• Strong organizational and time-management skills, with the ability to manage multiple accounts, competing priorities, and tight deadlines.
• A self-starter mentality, with the ability to work independently, take initiative, and contribute effectively as part of a team.
• Strong attention to detail and follow-through, with the ability to manage customer information, sales activity, and deadlines accurately.
• Proficiency with CRM systems, spreadsheets, email marketing platforms, and other sales and business applications.
• A results-oriented, customer-focused approach and a genuine interest in building relationships that translate into long-term business growth.

Assets That Will Set You Apart

• Driving non-dues revenue for a not for profit trade association
• Experience working in the trade show, exhibition, or events industry.
• Experience selling trade show booth space, sponsorships, print or digital advertising, or other business-to-business products and services.
• Experience working within a membership-based association or not-for-profit organization.
• Experience working with volunteers, committees, boards, or industry sector groups.
• Knowledge of the landscape horticulture industry or related green industry sectors.
• Experience managing exhibitor accounts, sponsorship fulfillment, renewals, or event-related sales.
• Familiarity with CRM platforms such as Salesforce, email marketing tools such as Mailchimp, Hubspot, and Google Workspace.

Salary and Benefits

• Annual salary range $65,000 - $80,000, based on experience.
• Three weeks of vacation.
• Health benefits.
• Matching RRSP program.
• Discounted cell phone program.
• Modern, renovated office space.
• A collaborative and supportive team environment.

About Landscape Ontario

Landscape Ontario Horticultural Trades Association is a member-based organization dedicated to promoting and advancing Ontario’s landscape horticulture profession through leadership, community, professionalism, and stewardship.

Representing over 2,600 members across Ontario, Landscape Ontario provides education, professional development, industry events, networking, and business opportunities that help members grow and succeed.

Through its trade shows, programs, and services, Landscape Ontario connects businesses, suppliers, professionals, and future industry leaders while advancing the economic, environmental, and health and wellness benefits of the landscape horticulture profession.

Equal Opportunity & Accessibility

Landscape Ontario is committed to creating an inclusive, accessible and welcoming workplace. We encourage applications from individuals of all backgrounds, experiences and abilities.

In accordance with the Accessibility for Ontarians with Disabilities Act (AODA), accommodations are available throughout the recruitment and selection process. Applicants requiring accommodation are encouraged to advise us at any stage so that appropriate arrangements can be made.

Landscape Ontario complies with Ontario’s employment legislation regarding the use of artificial intelligence in recruitment. Artificial intelligence (AI) is not used to screen, assess or select applicants for this position.

Use of Artificial Intelligence in Recruitment

Landscape Ontario does not use artificial intelligence (AI) to screen, assess, or select applicants during the recruitment and hiring process. Applications are reviewed and evaluated by members of our hiring team.