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.

Electronic Business Development Manager

Whitby, CA, ON L1N 0E6

Jul 22, 2022

dormakaba: ranked in the top 100 global tech leaders by Thomson Reuters!






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


An Electronics Business Development Manager (eBDM) at dormakaba Access Solutions will generate sales opportunities by marketing company product lines, specifically those tailored for Physical Access Control (PACs) companies and their respective Valued Added Resellers (VARs)  as well as to relevant existing and prospective commercial end users.


The eBDM should enhance our dormakaba position/visibility with PACs and their VAR network leveraging our integrated portfolios. They will enhance our perception that dormakaba is a trusted and loyal integration partner and leader in integrated electronic locksets and door hardware.

This will be accomplished by the eBDM becoming competent in all PACs and VARs pertinent electronic products and partnering with subject matter experts within region and beyond as needed. The eBDM will develop and maintain their geographic area of responsibility as assigned to increase market share, PACs, VARs and applicable end user base.



Organizational Relationship


This position reports directly to the VP Sales DHW/EAD Canada. This position will work closely with other Regional teams across Canada as needed to develop our PACs (OEM) electronics portfolio within Canada. There are no direct reports to this position.



Specific Responsibilities


  1. Develop end user opportunities for our PACs integrated portfolios by marketing company product lines and offering value-added services to prospective end users.
  2. Maintain relationships with established end user accounts that are users of our PACs integrated portfolios and establish new end-user relationships to drive further demand through our PACs and their VAR network.
  3. Gain understanding of new and current end user needs by following a consultative selling approach. This will allow the eBDM earn end user trust and potentially uncover additional opportunities.
  4. Establish, maintain and support collaborative positive relationships both the PACs OEMs that have integration with our electronic portfolio and work to establish that same throughout their respective VAR network of dealers/integrators/installers across Canada to fuel awareness and demand for our integrated electronic portfolios.
  5. Responsible for implementing tactical programs; such as, but not limited to, “try-me” programs, etc., in an attempt to influence end users/VARs to switch to dormakaba from a competitive brand.
  6. Provide VARs and end users with on-site survey consultations develop professional presentation skills and provide system recommendations.
  7. Develop ability to make competitive comparison presentations to VARs and end users.
  8. Assure completeness of all Account and Opportunity records and track all work in Salesforce.com.
  9. Work closely with teammates to achieve the monthly, quarterly and annual goals in place for your region or assigned territory.
  10. Establish periodic goals and objectives, understand how they will be measured, receive feedback from VP Sales DHW/EAD and work towards achieving these agreed upon results within the state time period.
  11. Perform other duties as assigned to support the objectives of sales leadership.





  • Develop a philosophy of sales and associated techniques consistent with corporate objectives, goals and stated policies
  • Works under general supervision and relies on general knowledge and sales experience to achieve goals and deliver sales plans
  • Organization and time management skills required
  • Knowledge of door hardware product lines preferred; electronic sales experience a plus
  • Possess excellent interpersonal skills
  • Must possess the ability to make group presentations
  • Salesforce.com experience preferred
  • Skills and experience with personal computers, including electronic E-mail, personal scheduling, word processing and electronic spreadsheet skills
  • Travel 50% +





  • B.S. in Sales, Business, Marketing or similar field preferred
  • 2 - 4+ years’ sales experience



Key Dimensions


  • Building End User loyalty
  • Sales Ability/Persuasiveness
  • Meeting Leadership
  • End user Focus
  • Continuous Improvement
  • Follow-up: Communication



Functional Requirements


  • Must be able to make sales calls to end user sites by telephone and in person
  • Must be able to verbally communicate via telephone
  • Must be able to manipulate a computer keyboard
  • Must be able to lift up to 20 pounds
  • Must be able to use public transportation for business travel
  • Must have good vision with the ability to adjust focus, with or without correction



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.









Erynne Sutton
is looking forward
to your application.
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