Lead Generation Specialist




Position Summary


Are you seeking for a great opportunity to work for an organization that is dedicated to bringing every worker home safe and healthy? Are you looking to join ambitious and energetic team that delivers sustainable and impactful health and safety solutions based on evidence and informed by leading practices to affect positive change? Are you impressed with and eager to live our i-CARE values and are ready to add to the story?


If this sounds intriguing we are looking for you to join us in the full-time permanent role of a Lead Generation Specialist at Public Services Health & Safety Association (PSHSA).


Reporting to the Director, Emerging Markets & Commercialization, the Lead Generation Specialist is responsible for prospecting, qualifying and generating new client and sales leads to support the organizations growth strategy. This individual will be a highly motivated, self-starter able to identify and develop new business prospects from multiple sources including inbound marketing leads, prospect lists, discovery and individual research.


As a lead generator, you will have the drive to reach decision makers to accurately qualify leads, assisting the Director in the development and implementation of new client capture plans. The role requires a strong understanding of customer needs and business goals; communicating how PSHSA Health & Safety solutions can enable our clients to meet their business objectives. The Lead Generation Specialist will pro-actively identify and seek out new clients that will ultimately generate increased revenue and translate into safer, healthier workplaces, contributing to the realization of our mandate.


Job Accountabilities


Prospect and Lead Generation

  • Identify client touchpoints that can be leveraged for lead generation activities (webinar calendar, speaking opportunities, call lists).
  • Manage assigned lead generation activities, providing regular status updates and dashboard related information.
  • Conduct research to identify potential prospects based on Health & Safety needs
  • Support tradeshows and events and actively follow-up on the leads generated through our participation.
  • Develop new business via telephone and social media to introduce solutions and identify new clients within the target market.
  • Work to understand prospects pain points to determine how PSHSA solutions will speak to those needs.
  • Build and cultivate prospect relationships by initiating communications and conducting follow-up communications in order to move opportunities through the new client acquisition process.
  • Work with the Director to develop and grow the sales pipeline to consistently meet revenue goals.
  • Manage data for new and prospective clients within CRM, ensuring all communications are logged, information is accurate and documents are attached.
  • Assist in analyzing client acquisition data and preparing sales pipeline reports and dashboards.
  • Provide market intelligence, Health & Safety trends, and insight and support to help inform the plans of marketing, emerging issues, client acquisition and client outreach team members.
  • Leverage current client touch points such as the affiliate program to actively promote PSHSA services, gain referrals with results of growth in new client base.
  • Review and analyze current market penetration and identify opportunities and strategies to target & engage adjacent markets and stakeholder groups. 
  • Leverage organizational expertise on a markets emerging issues to facilitate lead generation opportunities.
  • Utilize organizational systems to enable regular, meaningful and action oriented communication with prospect groups (updates on legislation, products, and relevant news articles)


Qualify Leads

  • Move prospects through the acquisition cycle by identifying and engaging with decision makers and conducting a needs analysis to qualify a lead.
  • Use qualifying lead techniques such as gauging the clients comfort level with their current provider/vendor and inquiring about timing, introducing organizational expertise when relevant.
  • Follow-up on leads and actively qualify leads with referrals to appropriate relationship managers.
  • Through lead generation activities achieve assigned qualified lead targets as well referrals to client outreach team member’s metrics.
  • Actively work with the client outreach team members to identify referrals to generate informed leads.
  • Assist in monitoring public tender sites to identify and evaluate opportunities.


Project Management

  • Plan, schedule and initiate lead generating project timelines and milestones; track project milestones and deliverables.
  • Provide regular reporting on all activities, results and opportunities to key stakeholders and leadership.
  • Engage in issues management, including identifying potential and new issues, engaging partners, documentation, and ensuring quick resolution.


Skills, Requirements and Traits


  • Completion of post-secondary education.
  • Minimum of five (5) years of proven sales/account management experience in a business to business environment
  • Working experience and knowledge of the Public Services Sector.
  • Previous business development or client outreach experience related to Health & Safety considered an asset.
  • Operational or business management experience.
  • Proven ability to work with all levels of the organization.
  • Excellent verbal and written communication and presentation skills.
  • Demonstrated ability to develop effective and comprehensive reports and presentations for various audiences.
  • Canadian Registered Safety Professional (CRSP) designation is an asset.
  • Strong computer skills, including the MS Office suite; aptitude for learning new software.
  • Can-do attitude - must be proactive and solution-oriented, looking for ways to add value and assist the team.
  • Ability to work well under pressure and respond to tight deadlines.
  • Bold, innovative and enjoy challenging yourself.
  • Big picture thinker, go-getter, self-starter, problem solver.



Details of the Role


Duration: Permanent/Full time
Travel Required: Yes (Across Ontario)

Location: Home Office

Hours of Work: 37.5 hours/week

Bargaining Unit Position: Yes


Posting Date: 23/10/2019


Return to the Careers page



Apply Now!


Does this sound like you? We’d love to hear from you. Submit your cover letter and resume at careers@pshsa.ca by November 22, 2019 referencing the job title in the subject line.



The Public Services Health & Safety Association serves Ontario's public service sector, including universities, colleges and school boards, municipalities, health and community care organizations, emergency services and First Nations communities. Our highly skilled staff assist over 10,000 organizations achieve safer and healthier work environments for their more than 1.7 million workers. Through collaboration, innovation, and consultation with our clients and stakeholders we help drive improvements in occupational health and safety by providing increased access and availability of resources and decreased costs for employers. 


By utilizing and upholding our I-CARE core values of InnovationCollaborationAccountabilityRespect and Integrity and Excellence we achieve inspiring results in occupational health and safety by identifying, reducing workplace hazards and risks to prevent workplace injuries, illness and disease across Ontario.


At PSHSA we are all about doing business inclusively – that starts with having a diverse team. We encourage you to confidentially share any accessibility needs with our recruitment team should you successfully be chosen for an interview


We thank all applicants for their interest, however, only candidates selected for an interview will be contacted.