Business Development - Lead, Business Development & Sales

About Sault Ste. Marie: A welcoming and vibrant community of 78,000, Sault Ste. Marie provides an affordable, active lifestyle in the heart of the Great Lakes. What you will find here is a great career and even greater quality of life that offers short commute times and quick access to world class cultural and natural amenities. For more information, visit welcometossm.com.

PUC Services Inc. operates multiple utilities within and around the City of Sault Ste. Marie, including the distribution and transmission of electricity, the supply, treatment and distribution of municipal drinking water, and the operation of wastewater treatment facilities. 

PUC Services Inc. is seeking a driven and relationship-focused Lead, Business Development, & Sales to support the growth and continued market expansion of its suite of external services offerings.

Reporting to the VP, Business Development, this position is responsible for expanding PUC and affiliates market presence, generating new business opportunities, strengthening client relationships, and supporting revenue growth across municipal, industrial, commercial, and utility sectors. The successful candidate will lead business development, sales, marketing, client engagement, and strategic market development activities, while positioning PUC and its affiliates as preferred providers of a broad range of services, including but not limited to water infrastructure rehabilitation, electrical transmission development, engineering, GIS, cybersecurity and project management.

This role requires a proactive, professional, and results-oriented individual who is comfortable building relationships, identifying opportunities, preparing proposals, attending industry events, and working collaboratively with internal technical and operational teams.

Frequent travel will be required to meet with clients, attend conferences and trade shows, participate in site visits, and support business development activities across target markets

Key Responsibilities:

• Identify, pursue, and secure new business opportunities within municipal, industrial, commercial, and utility markets.
• Develop and maintain a strong sales pipeline, including prospecting, client engagement, follow-up, and relationship-building activities.
• Monitor procurement opportunities, tenders, market trends, funding programs, competitive activity, and customer needs to support growth.
• Prepare proposals, bids, presentations, marketing materials, client submissions, and business development reports.
• Coordinate internal technical and operational resources to support bids, project pursuits, negotiations, and contract development.
• Work toward established sales and revenue targets while supporting pricing, market expansion, and strategic growth initiatives.
• Develop and support marketing strategies, promotional materials, digital content, conferences, trade shows, and industry networking activities.
• Build and maintain relationships with municipal leaders, public works departments, consulting engineers, contractors, industry associations, and other key stakeholders.
• Provide market insights and recommendations to senior leadership and support broader business development priorities.
• Work collaboratively with internal teams to convert opportunities into successful projects

Qualifications:

• Post-secondary education in Business Administration, Sales, Communications, Engineering Technology, Environmental/Civil Infrastructure, or a related field; or an equivalent combination of education, training, and experience.
• Minimum five years of progressive experience in business development, sales, client relationship management, or strategic growth.
• Experience working in or selling to municipal, utility, infrastructure, construction, engineering, industrial, or public-sector markets.
• Demonstrated ability to identify and secure new business opportunities, manage a sales pipeline, monitor procurement opportunities, and support proposals or bid submissions.
• Strong relationship-building, negotiation, persuasion, and influencing skills, with the ability to engage municipal leaders, public works departments, consulting engineers, contractors, industry associations, and other stakeholders.
• Excellent verbal and written communication skills, including experience preparing proposals, presentations, marketing materials, client submissions, and business development reports.
• Strong understanding of sales strategy, market development, lead generation, revenue growth, market trends, competitive activity, infrastructure funding opportunities, and customer needs.
• Highly organized and able to manage multiple priorities, deadlines, client opportunities, and follow-up activities independently and collaboratively.
• Strong business acumen, including an understanding of pricing, budgeting, revenue targets, project profitability, contract considerations, negotiations, and project pursuit strategy.
• Proficiency with Microsoft Office applications and experience using customer relationship management, sales tracking, or reporting tools.
• Valid Class G driver’s licence in good standing and ability to travel frequently for client meetings, industry events, site visits, and business development activities.

Assets:

• Knowledge of infrastructure and technical services, including water and wastewater systems, trenchless rehabilitation technologies (SIPP and CIPP lining), electrical transmission development, engineering, GIS, cybersecurity, project management or related service offerings.
• Existing relationships or demonstrated experience working with municipalities, engineering consultants, utilities, public works departments, or infrastructure decision-makers.
• Familiarity with procurement platforms, tendering processes, RFP/RFQ submissions, and public-sector purchasing practices.
• Ability to translate technical service offerings into clear value propositions for prospective clients.

Core Competencies:

• Business development and market growth
• Sales strategy and lead generation
• Client relationship management
• Communication and presentation skills
• Negotiation and influencing
• Strategic thinking and market awareness
• Planning, organization, and accountability
• Collaboration and teamwork
• Results orientation
• Adaptability and initiative

WHY YOU WILL LOVE WORKING AT PUC: We offer a competitive and comprehensive compensation package designed to support your long-term success.  Our employee enjoy robust benefits, including extended health and dental coverage, travel insurance, and a defined benefit pension plan that helps you build financial security for the future. Beyond compensation, we are proud of our innovative, customer-centric and safety first culture.  We believe in open communication, supporting each other's growth, celebrating achievements, and creating a workplace where everyone feels valued and empowered to contribute.  When you join our team, you become part of a community focused environment , where your work truly matters.

PUC IS AN EQUAL OPPORTUNITY EMPLOYER: We are an equal opportunity employer committed to creating an inclusive, barrier-free recruitment and selection process.  In accordance with the Ontario Human Rights Code and Accessibility for Ontarians with Disabilities Act (AODA), we welcome and encourage applications from people of all backgrounds and abilities. Accommodations are available upon request for candidates taking part in all aspects of the hiring process.  If you require accommodation, please contact us at [email protected]. 

THE ROLE OF AI IN OUR RECRUITMENT PROCESS: To help manage a high volume of applications efficiently and consistently, our recruitment process includes the use of AI-assisted tools to screen resumes.  These tools help us identify qualifications that match the requirements  of the role.  All decisions regarding shortlisting and hiring are ultimately made by our leadership team, in consultation with the People & Culture department.