Business Development Manager

*Recruiting Agencies: Thorpe Specialty Services does not accept unsolicited resumes from recruiting agencies.

The Primary Goals of This Role Include:

• Winning new customers and expanding wallet share with existing customers


• Building a high-value pipeline of opportunities across multiple industrial sectors


• Leading all commercial activity from early discovery through award

Role and Responsibilities

• Develop and execute a territory growth strategy aligned with Clayburn’s business objectives for Western Canada


• Identify, pursue, and win new accounts across oil sands, petrochemical, mining, pulp/paper, power, cement, and other heavy industrial verticals


• Build and maintain a robust pipeline of qualified opportunities, providing accurate forecasting and clear visibility to leadership


• Lead customer discovery, presentations, scope development, commercial strategy, proposal reviews, and final negotiations


• Strengthen relationships with existing key accounts to grow program work, turnaround involvement, and long-term multi-site opportunities


• Conduct regular site visits, walkdowns, inspections, and scope validations to support accurate proposals and position Clayburn as a trusted partner


• Collaborate closely with Operations, Estimating, and Technical staff to develop competitive pricing strategies, value propositions, and win themes


• Participate in pre-bid and bid/no-bid strategy sessions, providing market intelligence, competitive insights, and customer positioning


• Support project handoff and execution alignment to ensure customer expectations, safety priorities, and commercial commitments are met


• Monitor competitor activity, pricing trends, customer capital plans, and industry shifts to inform strategic decisions and pursuit planning


• Represent Clayburn at industry events, associations, customer meetings, and networking functions


• Maintain strong communication across all internal teams to ensure alignment on customer priorities, project requirements, and pursuit strategies


• Demonstrate strong executive presence and relationship-building capabilities to influence senior customer decision-makers.

Qualifications and Education 

• Minimum 5-10 years’ experience in business development or sale within industrial contracting, refractory


• mechanical, maintenance, coatings, insulation, scaffolding, or similar heavy industrial services


• Proven track record of generating significant territory revenue and winning large-scale industrial projects


• Strong network and knowledge of Western Canadian industrial markets


• Demonstrated ability to build and maintain relationships with plant management, maintenance leaders, procurement professionals, and engineering teams


• Strong commercial acumen including pricing strategies, proposal development, contract structures, and margin management


• Excellent interpersonal, communication, and presentation skills


• Ability to work independently while collaborating effectively with internal technical and operational teams


• High level of drive, professionalism, and customer focus with the ability to manage a large geographic territory

Physical Requirements 

• The employee must be able to perform the essential functions of the job with or without reasonable workplace

The individual must also be able to wear and properly utilize appropriate personal protective equipment (PPE) to work or visit within areas where it is required. This includes hard hat, safety glasses/spoggles, respirators, ear plugs, steel toed shoes, or other protective equipment as required by the work performed and location the work is being done.

The Company expects and requires all employees to observe and fulfill all safety responsibilities as outlined in workplace safety training, and actively work toward maintaining a safe workplace. Failure to do so can result in disciplinary action, up to and including termination of employment. Regular attendance and punctuality are required of all employees.