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Director Business Development
Identification Systems

Location:
Ottawa, Ontario, Canada

Mission:

• Ensure the retention, growth and profitability of assigned accounts in Canada and to develop new business and markets in Canada and the United States.

Qualifications:

• A University Degree in Business, Commerce, Science, Engineering or Economics.
• 10+ years of account management / development, ideally in systems and solutions
• Bilingual in both official languages (French/English)

Responsibilities:

As a key member of the business development team the Director of Business Development will be accountable and responsible for the following:

• Relationship Development
• Develop complete understanding of customer organization including objectives, priorities, plans and critical stakeholders, influencers and decision makers.
• Identify and develop relationship with Critical Decision Makers and develop and maintain a sound relationship network across the organization.
• Provide effective and efficient service through proactive monitoring of CBN service level performance, regular dialogue with internal CBN departments on critical issues/risks and mitigation strategies and effective management of customer expectations.
• Listen for and identity requirements / needs AND help customers to identify needs.
• Ensure timely resolution of all issues.
• Maintain daily on-site presence.
• Contract Management
• Coordinate all contract management activities including, but not limited to, contract negotiations, scope changes, documentation, monitoring schedules, contract renewals, customer presentations, service level monitoring & performance evaluations, invoicing and payables.
• Enhancing Market Share
• Work with the Executive Director and Business Unit management team to determine strategic direction for key accounts.
• Prioritize and develop strategies to extend and expand CBN solutions within key accounts.
• Develop and maintain Account Plans for a complete range of account maintenance and development activities for each account.
• Lead clients through a consultative development/sales process, with a problem solution technology approach leveraging CBN domain expertise.
• Manage all phases of the development/sales life cycle from developing the demand, through to closing new business.
• Assist the North American business development team in pursuing other opportunities outside assigned accounts as required.
• Forecasting and Reporting
• Maintain account forecasts and prepare monthly updates on actuals to budget, order timing, revenue forecast, invoicing, and review profitability performance.
• Solution and Business Knowledge
• Develop a comprehensive understanding of CBN.s solution offerings and keep abreast of new developments and technology.
• Develop a comprehensive understanding of all CBN business practices and procedures.

Skills and Abilities:

• Proven track record in:
• developing and growing business with specific, assigned clients
• developing and maintaining strong and trusted relationships with customers
• consistently achieving and exceeding established sales targets and objectives
• managing multiple, complex virtual teams simultaneously
• networking within all levels of the customers organization
• negotiation and arbitration skills, leading to .win-win. resolutions
• Ability to:
• stay focused and positive during prolonged delivery and account growth cycles
• ensure effective use of resources
• work independently or in a group setting
• convey ideas and information effectively and efficiently
• think strategically, see the .big picture. while retaining focus on contracting and delivery detail
• listen for and identity requirements / needs
• Other:
• Listening and interpretive skills to facilitate and maintain effective customer relationships.
• High degree of tenacity and persistence to get tasks completed on schedule.
• Excellent communication skills and ability to convey ideas and information effectively and efficiently both within CBN and within assigned accounts
• Extremely motivated, meticulously organized; possessing premium analytical skills.
• Ability to work independently or in a group setting
• Strong understanding of deadlines and commitment to schedules
• Performs well under pressure

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