The primary focus of this position is to drive sales and profitability in support of the company’s ambitious growth strategy. This will be accomplished by researching, qualifying, and securing new business, as well as developing and implementing account development strategies within assigned regions, in alignment with corporate objectives

Responsibilities
1. Prospecting

Actively generate a high volume of leads through cold calling, networking, and leveraging professional and personal referrals

Schedule and attend meetings with new and existing clients to explore net new business and share of wallet opportunities, as well as to foster and grow existing relationships

Conduct regular prospecting activities, ensuring a minimum expected level of weekly client presentations and/or visits

Lead business discovery to understand client business goals

Perform needs analysis to design tailored transportation, warehousing, and distribution solutions for prospective customers based on a clear and defined client value proposition

Present proposed solutions with value proposition to Directors or the VP of Sales for approval

Build and maintain a robust network of external contacts to consistently uncover new business development opportunities

Update and manage the prospective client database to ensure accurate and current information

Regularly utilize and maintain sales tools, including Salesforce and LinkedIn Sales Navigator

Stay informed about all service offerings of XTL to effectively address client needs

Research and identify emerging market trends and opportunities to drive strategic business growth

2. Closing

Meet and exceed company-defined sales targets and budgets for the applicable fiscal periods

Prioritize customer needs by engaging in a consultative selling approach that clearly associates XTL services and strengths with client business goals; clearly communicate client value proposition back to client leadership

Demonstrate robust negotiation and closing skills to secure complex deals

Negotiate rate and service agreements in alignment with pricing and corporate guidelines

Ensure consistent follow-up with customers on opportunities, regardless of outcome

Adhere to company SOPs when onboarding new clients, ensuring smooth transitions





Coordinate and respond to client RFPs while ensuring timely submissions and adherence to deadlines

3. Account Management and Development

Foster long-term client relationships to ensure sustained business growth

Align with company-provided SOPs for Quarterly Business Reviews (QBRs) with applicable clients

Manage contract renewals and price adjustments in a timely and efficient manner

Educate customers on company systems and policies, addressing complaints and concerns when necessary

Develop new business opportunities by creating strong relationships, generating fresh ideas, and identifying potential sales leads

Actively participate in sales strategy meetings to drive business initiatives

Stay informed on industry trends and issues to effectively engage with both existing and potential clients

Leverage internal company resources to provide effective customer support and ensure client satisfaction

Adhere to company SOPs for customer acquisition, submission processes, and tendering

Prepare compelling PowerPoint presentations to communicate key business information

4. Budgetary Responsibilities

Collaborate with Directors to establish individual sales budgets and targets that focus on business growth (both new and existing), addressing potential losses or declines, and driving return/margin growth, ensuring alignment with corporate growth objectives—subject to approval by the VP of Sales & Marketing

Manage and report corporate expenses incurred, ensuring accurate and timely financial tracking

5. Culture

Support and embody XTL’s core principles and company culture by embracing the values of LEAD WITH GRACE :

Leadership, Empowerment, Appreciation, Diversity, Work Ethic, Integrity, Trust, Honesty, Growth, Respect, Agility, Creativity, Excellence

Performance Objectives

Sales and Revenue Targets: Meet or exceed quarterly and annual sales goals

Client Engagement:



Maintain a robust pipeline, achieving a set number of client meetings and presentations weekly

Account Growth: Successfully onboard and grow new accounts, ensuring retention and upselling opportunities

Operational Excellence: Ensure adherence to SOPs and timely, accurate documentation in Salesforce

Collaboration: Work effectively with cross-functional teams, including Pricing, Operations, and Marketing, to achieve shared objectives

Main Requirements and Competencies
Skills & Abilities

A minimum of 1–3 years of experience in Transportation, Distribution, and/or Logistics Sales and/or Operations

Knowledge of specific markets such as Retail, CPG, Food & Beverage, Packaging, Pulp & Paper is strongly preferred

Post-secondary degree or diploma

Excellent communication and presentation skills

Strong understanding of business metrics – i.e. financial, operational

Strong strategic thinking and negotiation abilities

Proven success in engaging senior-level decision-makers and building key relationships

Goal-oriented, driven to achieve targets through self-motivation, persistence, and determination

Advanced proficiency in office administration, including MS Office, Salesforce.com, and LinkedIn Sales Navigator

Familiarity with industry-specific software and tools beyond Salesforce, such as TMS or WMS, is a plus

Valid driver’s license and reliable transportation

Ability to travel efficiently and legally within Canada and the U.S

Resolution of Problems and Initiative

Manage an 8–12 month business cycle effectively

Drive client issue resolution and internal coordination with urgency

Leverage client and internal escalation effectively and diplomatically

Demonstrate confidence and professionalism in customer-facing interactions

The role entails approximately 25% travel within Canada and the U.S., with the remaining 75% office-based, subject to the discretion and approval of the Director of Business Development and/or the Vice President of Sales. Travel frequency may vary based on seasonal or cyclical sales demands

Capable of working independently with minimal supervision

Able to meet tight deadlines and perform under pressure

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📌 Business Development Executive (Ontario)
🏢 XTL TRANSPORT
📍 Ontario