Manager, Business Development

About Restaurants Canada

Restaurants Canada (RC) is the national association that serves the unique needs of the restaurant and foodservice industry. Our members are as diverse as the industry itself — from independent operators to regional and national chains, including restaurants, bars, caterers, franchisors, institutions, and other emerging business types. Our partnerships also include industry suppliers, who play an integral role in the success of operators across Canada. Restaurants Canada also provides invaluable research and insights, advocacy on key issues, updates on industry news, networking and trade events, and programs.

The Opportunity

Restaurants Canada is looking for an ambitious, entrepreneurial, and results-oriented Business Development Manager to join our Business Development team.

This is a hunter-focused business development and sales role with a mandate to generate new revenue and expand RC's corporate partner base. A key priority will be identifying and developing opportunities with new and non-traditional industry verticals, including AI, fintech, commercial real estate, technology, financial services, professional services, and other categories that have not traditionally been part of the RC ecosystem.

The successful candidate will be responsible for cultivating and advancing strategic partnerships from initial outreach through to close, developing tailored sponsorship and partnership packages that integrate RC's communications properties, programs, events, and commercial opportunities into cohesive offerings. By aligning partner and sponsor investments with RC's advocacy priorities and Knowledge Hub initiatives, this role plays a central part in building long-term relationships that drive both revenue and mission impact.

The role will also work closely with the Director, Business Development, providing support on strategic relationships, major prospects, complex pitches and proposals, client meetings, and corporate partnership opportunities.

This is an ideal opportunity for a proven sales professional who enjoys opening doors, building relationships, networking with senior decision-makers, developing creative solutions, and closing business.

Foodservice industry experience is an asset, but it is not a requirement. We are particularly interested in candidates who can bring experience, relationships, and commercial opportunities from other industries and help RC expand into new markets.

Key Responsibilities

New Business Development & Sales

· Assist in the development and execution of a proactive business development strategy focused on acquiring new corporate partners, sponsors, advertisers, and commercial opportunities.

· Identify and pursue new industry verticals and companies that could benefit from an association with Restaurants Canada.

· Build relationships with decision-makers across industries including AI, fintech, technology, commercial real estate, financial services, professional services, and other emerging sectors.

· Generate new leads through proactive prospecting, networking, referrals, research, events, industry contacts, outbound outreach, and other business development activities.

· Manage the full sales cycle, from initial prospect identification and qualification through discovery, proposal development, negotiation, closing, and handoff.

· Develop a strong understanding of prospective organizations, their business objectives, marketing priorities, target audiences, and partnership needs.

· Assist in the development of creative and customized solutions that connect RC's audience, brand, communications platforms, programs, and events with prospective partners' objectives.

· Sell RC's research reports, webinars, toolkits, newsletters, programs, events, partnerships, and other revenue-generating opportunities.

· Build and maintain a healthy, measurable pipeline of qualified prospects.

· Consistently work toward and achieve agreed-upon revenue and new business targets.

· CRM & Pipeline Management: CRM discipline is a critical component of this position. The successful candidate will be expected to use RC's Zoho CRM as an essential business development tool.

Partnerships, Sponsorships & Programs

· Identify opportunities to connect prospective partners with RC's events, communications platforms, programs, content, and industry audience.

· Develop customized sponsorship and partnership opportunities that deliver value to both RC and its corporate partners.

· Work collaboratively with internal teams to develop compelling partnership proposals and ensure sold programs are properly communicated and delivered.

· Identify opportunities for additional revenue through upselling, cross-selling, renewals, and expanded partnerships.

· Help ensure that partner expectations and commitments are clearly communicated internally.

Post-Sale Relationship Management

While this is primarily a new business development role, some post-sale account management will be required.

· Maintain professional relationships with clients following the sale.

· Support the successful transition, activation, and delivery of partnerships and sponsorships.

· Monitor client satisfaction and identify potential issues or opportunities.

· Identify opportunities for renewal, expansion, upselling, and cross-selling where appropriate.

· Work with internal teams to ensure commitments to partners are understood and fulfilled.

Market Development & Networking

· Continuously research emerging industries, companies, trends, and potential corporate partners.

· Identify organizations and categories that have a natural connection to Canada's restaurant and foodservice ecosystem, even if they have not traditionally engaged with RC.

· Develop a network of senior contacts and decision-makers across multiple industries.

· Represent RC professionally in the marketplace including conferences, networking events, trade shows, industry functions, and other events to generate new business opportunities.

· Bring new ideas, commercial concepts, and partnership opportunities to the Director and broader organization.

What We're Looking For

The ideal candidate is a proven business development professional with a strong hunter mentality who is comfortable creating opportunities rather than waiting for them.

Required Experience & Skills

· 5 years of experience in business development, sales, partnerships, sponsorships, or related commercial roles.

· Demonstrated success in complex B2B sales environments.

· Proven track record of generating new business and closing deals.

· Experience selling multiple industry verticals and the ability to quickly understand new industries, companies, and business models.

· Experience managing a sales pipeline from lead generation through to closing.

· Strong prospecting skills and a demonstrated ability to open new relationships.

· Excellent consultative selling and relationship-building skills.

· Ability to work with multiple stakeholders and navigate complex decision-making processes.

· Strong presentation, communication, negotiation, and proposal writing skills.

· Comfortable developing customized and complex pitches for senior-level decision-makers.

· Proficiency with CRM systems and a demonstrated commitment to maintaining accurate and comprehensive CRM records. Experience with Zoho CRM is an asset.

· Strong organizational skills and the ability to manage multiple prospects and opportunities simultaneously.

· Excellent follow-up and time-management skills.

· Comfortable networking, attending events, making introductions, and building relationships in person.

· Ability to work independently while collaborating closely with the Director and internal teams.

· A high degree of professionalism, persistence, curiosity, and commercial judgment.

Additional Requirements

· Valid Ontario G driver's license.

· Ability and willingness to travel.

The Ideal Candidate

You are a hunter, relationship builder, and commercially minded salesperson.

You enjoy finding the company that hasn't thought about partnerships with RC yet, identifying the right decision-maker, getting the meeting, understanding their business, and figuring out how RC can create value for them.

You're comfortable selling into an industry you may not know today because you're naturally curious and know how to ask the right questions. You can speak confidently with senior executives, build credibility quickly, and translate a conversation into a compelling business opportunity.

You are equally comfortable:

· Making a cold introduction to a new prospect.

· Leading a discovery call.

· Building a complex sponsorship proposal.

· Managing a large pipeline and multiple sales cycles.

Additional Information:

Hybrid Environment: This position is hybrid, requiring three days per week (Tuesday to Thursday) in our Queen Street West (Toronto) office.

Restaurants Canada is committed to fostering an inclusive, accessible, and equitable workplace that reflects the diversity of the communities and industry we serve. We welcome applications from candidates of all backgrounds, identities, and experiences, and are committed to providing accommodation throughout the recruitment process in accordance with applicable accessibility legislation.

Total compensation:$82,644 – $93,500, comprising a base salary plus a variable bonus tied to sales performance and KPI achievement. This is a one-year contract position, with the possibility of becoming permanent based on organizational needs and performance.

To apply, please submit your resume and cover letter to [email protected] with the subject line "Business Development Manager – Application".