Position Title: Director of Business Development, Physical Security, OnWest

Position Reports to: Vice President of Sales

Version Date: February 2026

150k+20%bonus

Position Summary

The Director of Business Development, Physical Security is responsible for the development and performance of all physical security guarding sales activities in Ontario and Western Canada.

Our target verticals cover all major infrastructure in the geographic region including but not limited to Office Towers, Post Secondary Universities, Retail, Oil and Gas, Industrial, Mining, Transportation, Government and Critical Infrastructure. The ideal candidate will have a demonstrated background establishing and growing a team of sales hunters, with experience and contacts from the corporate security management sector.  Candidates should have a strong entrepreneurial spirit with a vision for scaling the sales team and processes, data driven decision making, experience leading change, as well as building teamwork and a winning culture.  Major duties include leading the existing sales team, collaborating with Operations on large RFP responses, driving new opportunities and potential client relationships across Ontario and Western Canada, coaching, assisting, and holding accountable a team of sales professionals, and partnering with Operations to provide exceptional customer service and continuous improvement.  We are seeking a security industry visionary with experience and perspective in physical security and business development best practices.

Duties & Responsibilities

• Conduct market analysis and travel in region to confirm priorities of markets to open as well as assessing target customers in each market
• Develop and execute a sales strategy for the region that ensures attainment of company sales goals and profitability
• Responsible for the hiring, training, development, and performance of 5-8 Business Development Managers
• Direct prospecting activities of team, including executing on cold call requirements, new customer acquisition strategies, etc. 
• Ensure that all Business Development Managers meet or exceed all activity standards for prospecting calls, lead generation, quotations, sales closes, as well as maintaining Salesforce CRM
• Conduct regular coaching and performance evaluation with BDMs to build motivation and selling skills
• Utilize Consultative Selling principles and Strategic Account Management best practices to develop innovative proposals and assist in delivering strategic sales presentations

• Maintain complete knowledge of competitive solutions and pricing and manage discounting levels and price in market, and across customers

• Partner with other leaders and departments to ensure the best possible outcome is achieved for the customer as well as GardaWorld
• Providing accurate and timely reports including forecasts and activities

• Actively involved in security industry networking associations representing GardaWorld with board involvement and thought leadership speaking opportunities
• Perform other duties as assigned from time to time including initiatives to support process improvements, strategic planning, etc.

Qualifications

• Bachelor’s degree is recommended
• ASIS designation such as CPP is an asset
• Security industry experience delivering proposals and presentations to senior executives
• Complex Security program design and implementation experience an asset

• Minimum of 8 years security guard industry sales experience is recommended

• Minimum of 5 years sales management experience is recommended
• Strong financial acumen with experience developing innovative pricing proposals

• Strong communication skills and comfortable communicating with all levels of an organization, internally and externally

Working Conditions

• Combination of office work and working in the field visiting prospects/clients

• Willingness to travel (overnight travel) – 10-20%
• Occasional customer meetings and networking events in the evenings