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Our doors are open – to you. We are one of the Top 3 companies in our industry and globally leading in smart and secure access solutions. As a trusted partner, we stand for innovation, top performance and a fulfilling workplace. Join our team of 15,000 colleagues around the world and help us build trust every day.

Business Development Manager - LGS/MH

Whitby, CA, ON L1N 0E6

May 6, 2021


The dormakaba Group is one of the top three companies in the global market for access and security solutions. The company is a single source provider of products, solutions and services related to doors and secure access to buildings and rooms. No matter where you are, if you need reliable and innovative access and security solutions, we will provide you high quality service – in hotels, shops, sports facilities, airports, hospitals, at home or in the office. Around the globe.


 With over 16,000 employees worldwide, dormakaba is present in over 130 countries and has more than 150 years of experience. The dormakaba Group is headquartered in Rümlang, Switzerland, and generates annual revenues of over 3 billion dollars CAD.


dormakaba offers you a career not a job. Join us now and make a real difference in creating the next generation of products and services. Visit our website www.dormakaba.com



Job Summary

 The Business Development Manager (BDM) – Lodging and Hospitality / Multi-Housing (LGS/ MH), based out of the Toronto, Ontario area is responsible for working with all applicable dormakaba distributors and value-added resellers (VARs) within their Region and partnering (as applicable) with other regional Business Development Manager (BDMs), Distribution Development Managers (DDMs) within the same geographic region to maximize dormakaba presence, visibility and overall to drive sales in a cohesive manner.


  This is a hyper-focused, LGS/MH portfolio sales and subject matter specialist. This role works with all existing LGS/MH customers to continually develop our business with them and to establish a trust partner level relationship that moves our business forward from a growth perspective while hand in hand providing our customers with a “Customer First” approach. Identification of new and emerging potential customers is a critical aspect of this role for expansion of the LGS/MH portfolio within the assigned region. Nurturing and developing these relationships is essential to drive success for our customer with our product and our mutual long term success and growth together. This position reports directly to Regional Sales Manager and works closely with the entire dormakaba Regional Sales and Service Team.



 Specific Responsibilities

  • Work with, end-user, partner, maintain/enhance distributor, dealer and VAR relationships with the objective of maximizing sales revenues, market share and meeting customer's needs with a dormakaba platform.
  • Identify project opportunities through end-users, distributors, dealers and VARs to ensure best possible dormakaba positioning to maximize our revenue potential.
  • Work with our Specifier team to feed regional projects for dormakaba spec writing purposes, also communicate frequently with the Specifier team to identify, track and hold all dormakaba drafted specifications as dormakaba and to ensure distributor partners are both aware that we drafted the spec (driving business through their doors) and ensure suitable partnering to ensure the project is fulfilled, dormakaba and not alternates.  
  • Participate in Distributor expos, table-top events, branch events, promotional activities and other related activities to ensure dormakaba, presence/visibility and optimize/grow LGS/MH and overall dormakaba relevance within the Region. 
  • Work with EUCs (End-User Consultants), SMEs (Subject Matter Experts) Business Development Managers and Distribution Development Managers (DDMs) in region and across the business to collectively support and grow LGS/MH sales and contribute to pull through business for all clusters as applicable within the Region.
  • Possess/maintain and enhance their knowledge and expertise regarding dormakaba LGS/MH products and capabilities. Leverage, regional team and Subject matter experts (SMEs) in all cases as required.
  • Maintains a working knowledge of all dormakaba Canada current product and service offerings applicable to their Regional market, including market trends, opportunities and gaps. With the ability to contribute to and carry our strategies to drive sales growth and create/take advantage of market opportunities.
  • Help with pricing/bundling/incentives that drive dormakaba portfolio bundling in order to drive share of wallet/revenue maximization/growth while also ensuring profitability goals are met.Proactively and effectively identify competitor’s products and understand its features and benefits as compared to our products.
  • Build & deliver custom presentations & demonstrations to customers and prospects by matching specific client business requirements into effective technical solutions




  • Demonstrated creative problem solving and project management skills
  • Strong relationship building and management
  • High integrity, relationship based selling skills and experience
  • Knowledge of commercial hardware & access control industry desired
  • Ability to be customer focused
  • Strong attention to detail
  • Ability to multi-task in a fast-paced environment
  • High energy and enthusiasm
  • Excellent communication skills: written, verbal and presentation skills
  • Superior interpersonal skills and influencing skills
  • Ability to build relationships and work effectively internally and externally
  • Strong willingness to learn and apply learnings
  • Exceptional skills in PowerPoint, Excel and Word
  • DLGS/MHline Focused with strong Time Management Skills
  • Self-Motivated with ability to Independently Plan and Manage themselves with minimal direct supervision
  • Ability to Provide Management Updates (written, verbal and in presentation form)  
  • Flexible




  • College Diploma / University Degree in a related technology, marketing or business field OR

suitable field level application experience related to the dormakaba product portfolio

  • + 5 Years supporting a sales team with application knowledge and Subject Matter Expert expertise
  • +10 Years in B2B Sales and/or B2B Sales Support
  • Demonstrated Customer Service/Support acumen and experience


Functional Requirements

  • Must be able to verbally communicate
  • Must be able to manipulate a computer keyboard
  • Must have good vision with ability to focus with or without correction
  • Must be able to travel 50-75% (within Region with occasional required overnight trips as required)


We offer

  • A fast-growing international company
  • A stimulating, fast and friendly work environment
  • An opportunity to highly contribute to the success of the company
  • Competitive global compensation



dormakaba Canada Inc. welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process. If you are contacted to arrange an interview or testing, please advise us if you require an accommodation and we will work with you to meet your needs.

dormakaba Canada Inc.









Lori Campbell
is looking forward
to your application.
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