Territory Development Manager Office Location: Rapid City Transportation is seeking an experienced, results-driven Territory Development Manager to lead new business development and territory growth across the institutional healthcare, education, and public-sector markets within Ontario. This is a hunter-oriented B2B sales role focused on identifying, developing, and converting new business opportunities into long-term client relationships. The successful candidate will have a demonstrated history of generating new revenue, developing strategic client relationships, navigating complex procurement environments, and winning contracts within hospitals, healthcare and public-sector organizations.

The role will be responsible for building and executing a territory growth strategy across hospitals, long-term care facilities, retirement and senior-care organizations, school boards and schools, municipalities, and other institutional healthcare clients. This position is ideal for a highly motivated sales professional who thrives on prospecting, opening doors, building relationships with senior decision-makers, and converting opportunities into sustainable revenue. The successful candidate will be expected to spend significant time in the field developing relationships, conducting prospect meetings, attending industry events, visiting client sites, and pursuing new business opportunities throughout the assigned territory.

New Business Development

Develop and execute a comprehensive territory sales strategy focused on new customer acquisition and revenue growth. Identify, qualify, and prioritize high-value prospects across institutional healthcare, education, and public-sector markets. Build and maintain a robust pipeline of qualified opportunities through proactive prospecting, networking, referrals, market research, and relationship development.

Generate new business through cold calling, targeted outreach, industry networking, referrals, presentations, site visits, and other business development activities. Develop relationships with key decision-makers and influencers, including executives, administrators, procurement teams, facilities/operations leaders, transportation managers, purchasing departments, and other stakeholders. Lead prospects through the complete sales cycle from initial contact through discovery, proposal, negotiation, contract award, and implementation.

Identify opportunities for expanding services within newly acquired accounts and developing multi-site or multi-year relationships. Consistently achieve or exceed assigned revenue, current-client acquisition, and business development targets. Institutional & Public-Sector Sales Hospitals and healthcare networks Retirement and senior-care organizations Municipal and public-sector organizations Monitor market activity, competitor positioning, industry developments, and emerging opportunities within the territory.





Establish the organization as a trusted transportation partner within targeted institutional markets. Relationship & Client Development Build long-term, strategic relationships with new and prospective clients. Act as a consultative sales partner by understanding client challenges and developing transportation solutions that address their operational, financial, safety, and service requirements.

Maintain regular contact with key stakeholders throughout the sales process and after contract award. Work closely with Operations and other internal teams to ensure a seamless transition from sales to service delivery. Maintain a high level of customer engagement and satisfaction throughout the relationship.

Territory Management

Develop and maintain a detailed territory plan identifying target accounts, market opportunities, competitive threats, and revenue potential. Establish measurable activity and pipeline goals and provide regular reporting on progress. Maintain accurate and current customer and prospect information within the company's CRM system.

Forecast sales activity, opportunities, expected close dates, and revenue accurately. Analyze territory performance and continuously refine the business development strategy. We are looking for a proven hunter, not simply an experienced account manager.

New Business

Development – Proven ability to consistently open doors, acquire new customers, and generate incremental revenue.

Institutional Sales

Expertise – Understanding of complex organizations, procurement processes, multiple stakeholders, and longer sales cycles. Ability to uncover client needs and develop solutions based on operational and business requirements.

Relationship

Building – Ability to establish credibility and trusted relationships with senior decision-makers. Strong ability to move complex opportunities through the pipeline and secure profitable contracts.

Strategic Territory

Management – Ability to prioritize opportunities and allocate time toward the accounts with the greatest potential. Demonstrated history of achieving measurable sales and revenue objectives. Minimum 5 years of proven B2B sales and business development experience in hospital, healthcare and/or public sectors, with a strong emphasis on new customer acquisition.

Demonstrable and verifiable success generating new business revenue and developing current institutional clients. Proven experience selling into one or more of the following sectors: hospitals/healthcare networks,



long-term care, retirement or senior-care organizations, school boards/education, municipalities/public sector, and institutional healthcare. Demonstrated ability to prospect, open new accounts, build relationships, and close complex B2B sales opportunities.

Experience managing longer sales cycles involving multiple decision-makers and stakeholders. Proven ability to develop and manage a substantial sales pipeline. Demonstrated ability to negotiate and close contracts with senior-level decision-makers.

Strong business acumen and ability to understand client operational and financial requirements. Excellent communication, presentation, negotiation, and relationship-building skills. Proficiency with CRM systems and Microsoft Office (Experience using Pipedrive is an asset) Valid driver's license and ability to travel throughout the assigned territory.

The successful candidate will be measured primarily on business growth and new client acquisition, not simply sales activity. Building a strong and qualified institutional prospect pipeline. Creating new opportunities within hospitals, long-term care, education, and public-sector organizations.

Developing a repeatable territory development strategy. Establishing long-term relationships that create opportunities for account expansion and recurring revenue. Rewarding commission structure that recognizes and rewards new business development success.

Career growth opportunities within a company that values initiative, results, and professional development. Opportunity to work with industry-leading products and solutions while building long-term client relationships. $80,000.00 base salary with target earnings of $115,000.00–$145,000.00 annually, including commissions and performance incentives, plus a monthly car allowance and uncapped earning potential. Candidates can expect to participate in multiple interview stages, including initial screening, competency-based discussions, and final conversations with leadership.

This thorough approach helps us understand your skills, experience, and alignment with our values. We adhere to the Ontario Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA) to ensure fair treatment for every candidate. We welcome and encourage applications from individuals of all backgrounds and identities, including those with disabilities.

If you require accommodation at any stage of the recruitment process, please inform us through your applications and we will work with you to meet your needs. We collect personal information from applicants only for recruitment purposes, in compliance with PIPEDA. By applying, you consent to the collection, use, and limited disclosure of your information for evaluating your candidacy.

Your data will be safeguarded and retained only as long as necessary.

📌 Territory Development Manager, Work Remote (Pickering)
🏢 Rapid City Transportation
📍 Pickering