Smart Start Canada ULC

Business Development Manager

Location: Ontario

Department: Sales

Reports To: VP of Sales

Position Type: Full Time

Salary Range: Competitive with base salary and annual performance bonus

Job Summary

The Business Development Manager is responsible for driving Smart Start Canada’s national growth strategy by expanding market share, strengthening referral partnerships, and promoting Smart Start’s category leadership within the ignition interlock and alcohol monitoring industry. This role combines strategic planning, relationship management, and operational execution to deliver on annual growth objectives.

Serving as Smart Start’s primary liaison to key referral partners, including DUI attorneys, probation departments, treatment centres, insurance providers, and community organizations, the Manager will act as the face of Smart Start Canada in the field. Through proactive engagement, this role ensures Smart Start is positioned as the trusted provider of best-in-class products, services, and customer experience.

This is a highly collaborative, forward-facing leadership role requiring a combination of strong business acumen, excellent communication skills, and the ability to build and sustain high-value relationships that drive measurable growth.

About Smart Start Canada

Smart Start Canada is a leading provider of ignition interlock devices and alcohol-monitoring solutions, serving the B2C offender market across the country. The company is the sole provider in Alberta, British Columbia, Manitoba, Saskatchewan, and Quebec and actively competes in Ontario and Yukon.

Smart Start Canada is part of the global Smart Start brand, which operates in the USA, Canada, Australia, New Zealand, and Europe. Smart Start is a portfolio company of Apollo Impact Mission, the impact investing platform of Apollo Global Management, which focuses on private equity opportunities that generate positive social and environmental impact while delivering strong financial returns.

Smart Start Canada is headquartered in Sherwood Park, AB, with an additional office in Montreal. The company operates a nationwide network of approximately 200 shops, including corporate-owned locations, and employs 60+ team members, most of whom are based near the headquarters, with others spread across the country. Those employees at the HQ include call center sales and service, operational leadership, compliance, etc. Those employees spread across the country (from BC to QC) are primarily involved in installing the devices and managing/expanding the footprint of the installation shop network.

Reporting Structure

The Business Development Manager reports directly to the VP of Field Sales and is a key member of the Canadian leadership team. This role primarily partners with Customer Care, Marketing, and Business Operations to align growth objectives with broader business priorities.

Overall Key Responsibilities

Strategic Market Development

• Develop and execute Smart Start Canada’s annual sales and growth strategy with a focus on Ontario while supporting national priorities.
• Identify new business opportunities, including emerging customer segments, strategic partnerships, and program launches.
• Monitor industry trends, competitive landscape, and legislative developments to position Smart Start as the provider of choice in Ontario.

Referral Partner Engagement and Relationship Management

• Serve as the primary point of contact for referral partners, including DUI attorneys, probation and parole offices, treatment centres, insurance providers, and DUI schools.
• Build and maintain strong, long-term relationships to drive referral volume and sustain growth.
• Conduct regular field visits, education sessions, and product demonstrations to deepen engagement and promote Smart Start’s services.

Brand Advocacy and Category Leadership

• Represent Smart Start at industry conferences, trade shows, and stakeholder events.
• Promote Smart Start’s leadership by delivering educational training sessions, program updates, and legislative insights to referral partners.
• Act as an advocate for ignition interlock program adoption and favorable legislation through collaboration with civic organizations, advocacy groups (e.g., MADD), and regulatory stakeholders.

Sales Strategy and Execution

• Translate Ontario-specific growth objectives into actionable plans and measure progress against defined KPIs.
• Oversee competitive analysis to inform pricing, positioning, and market-entry decisions within the province.
• Educate referral partners on new products, reporting tools, and service enhancements to ensure maximum adoption.

Cross-Functional Collaboration

• Partner with internal teams to ensure operational readiness and effective execution of Ontario initiatives.
• Collaborate closely with Business Operations, Sales, and Marketing to provide market intelligence.
• Align with Marketing on campaigns and supporting materials used to engage referral partners and drive lead generation.

Candidate Profile

Education | Experience

• Post-secondary education in Business, Marketing, or a related field is strongly preferred; equivalent experience will be considered.
• Minimum 3 years required, 5 years preferred, of experience in business development, field sales, or account management, ideally within a regulated industry.
• Experience engaging with Ontario government agencies, legal professionals, and community organizations is highly desirable.
• Proven track record of driving referral-based growth and expanding market share.

Skills

• Strong business development and relationship-building skills with a consultative sales approach.
• Excellent written and verbal communication abilities tailored to technical and non-technical audiences.
• Proficiency in Microsoft Office Suite and familiarity with CRM systems, reporting dashboards, and proprietary software.
• Strategic thinker with demonstrated ability to translate insights into actionable growth plans.
• Skilled in negotiation, advocacy, and influence across diverse stakeholders.

Additional Requirements

• Fluency in English is required; French is an asset.
• Frequent travel within Ontario, with occasional travel across Canada, including weekend availability for conferences and stakeholder events.
• Must successfully pass a national security background check as a condition of employment.

Competencies

• Demonstrates Strategic and Commercial Judgment
• Communicates Clearly and Persuasively
• Builds Relationships and Trust
• Leads with Accountability and Integrity
• Champions Innovation and Growth
• Focuses on Stakeholder Engagement
• Leverages Data to Drive Decisions
• Maintains Awareness of Legislative and Regulatory Trends

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• Frequent walking, standing, and attending events, conferences, or partner site visits.
• Occasional lifting or movement of materials or equipment (under 25 lbs.).
• Ability to travel extensively by air or vehicle within Ontario and across Canada as needed.

Compensation & Benefits

• Competitive salary and annual performance bonus based on experience
• Health, dental, and vision insurance

Equal Opportunity Statement

Smart Start Canada ULC is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, disability, or protected veteran status.

Disclaimer

This job description is intended to provide a general overview of the responsibilities and requirements of the position. It is not an exhaustive list of all the duties, responsibilities, and qualifications required. Additional tasks may be assigned, and the scope of the job may change as necessitated by business demands.

The base pay range for this position is $60,000 to $80,00 annually plus expense reimbursements. Actual compensation will be based on factors such as experience, skills, and location.