Director of Sales and Business Development

Posted Date 2 weeks ago(10/13/2020 11:46 AM)
Requisition ID
2020-46047
# of Openings
1
Job Locations
CA-ON-Ottawa
Category
Business Development/Sales/Marketing
Employment Type
Full Time - Regular

Reporting to the Director Land C4ISR, the Director of Sales and Business Development will play a key role in winning business in Canada by turning strategy into sales. The Director will develop and maintain customer relationships in Canadian Government Departments including; Department of National Defence (DND) ADM(Materiel), Innovation Science and Economic Development Canada (ISED) Public Services and Procurement Canada (PSPC), Defence Research and Development Canada (DRDC) Public Safety Canada, Industry Canada, and other federal government and industry stakeholders.  Furthermore, this individual will play a critical role in identifying and pursuing strategic commercial opportunities and B2B alliances that support GDMS-C business objectives.

 

The Sales & Business Development Manager will utilize exemplary subject matter and business acumen to bring a broad range of pan-GDMS-C offerings to market by initiating, developing and coordinating the Sales and Business Development activities of the Land C4ISR Business Unit. A dedication to client satisfaction and the ability to identify, pursue, and close business opportunities in a cooperative manner are paramount considerations

 

In addition to building relationships and identifying opportunities, this individual will manage a small team to develop bid responses and customer engagement activities while also maintaining an accurate sales pipeline and budget reports on behalf of the Land C4ISR business objectives and as part of the wider GDMS-C organization. Working with the Director of Land C4ISR and other leaders at GDMS-C, the Director of Sales and Business Development will contribute to strategy and help drive the technical direction of Land C4ISR through identification of Independent IRAD and ITB opportunities.

Responsibilities:  

  • Business winning
  • Maintain and grow the Land C4ISR sales pipeline;
  • Identify new opportunities and  develop approaches and campaigns to win;
  • Build and maintain a strong network with industrial colleagues which are considered to be competitive threats, as well as potential collaboration partners/subcontractors for business opportunities. This includes identifying the strengths and weaknesses of potential partners and competitors for collaboration and/or competition;
  • Participate in the development, planning, and implementation of corporate marketing and sales programs such as trade shows, press releases, brochures, data sheets, white papers, briefings, etc.;
  • Build a powerful network with representatives/project staff in various government and OEM customer departments and organizations which are able to support General Dynamics Mission Systems–Canada interests 

Strategy Development

  • Participate in Land C4ISR strategy development;
  • Develop Business Cases, Strategic plans and budgets for each pursuit or capture activity, including project summary, customer thinking/concerns/direction with comprehensive insight into approvers, decision makers and influencing forces. Additionally building the timeline, customer’s budget; strategic importance/relevance to General Dynamics Mission Systems–Canada, Win themes and strategies, available budgets, competitive force information with Price to Win analysis, teaming recommendations and appropriate payback and expansion schemes
  • Identify new/non-traditional business opportunities in line with General Dynamics Mission Systems–Canada long term strategic vision that drive for growth and broaden our capabilities, not only maintaining the status quo;

Internal collaboration

  • On behalf of the Land C4ISR business unit lead, manage, and participate in all bid preparation and response activities in accordance with the gate review process;
  • Collaborate with other parts of the business in support of their objectives by maintaining  regular contact with other General Dynamics business units and providing them with information regarding specific programs, customer direction and thinking, as well as general information dealing with the Defence and Security market;
  • Generate and deliver monthly progress reports to senior management.

Essential Skills

  • Entrepreneurial mindset with a proactive approach to business winning.
  • Results orientated approach in support of business objectives;
  • Takes a proactive team approach to business with a tendency towards action and ownership of business development and sales issues, challenges and outcomes;
  • Demonstrated ability to manage, control and report on a portfolio of complex, complementary strands of activity at different stages of maturity some requiring different approaches;
  • Strong negotiation, selling and closing skills;
  • Highly developed written and oral communication skills that result in stakeholder support;
  • Demonstrated ability to develop and deliver winning bids and proposals;
  • Comfortable with taking accountability and responsibility in a highly autonomous setting using influence to achieve outcomes;
  • The ability to draw on available support, whilst taking personal responsibility for the ultimate development of the growth and sales strategy for Land C4ISR in Canada;
  • Flexibility of approach to different types of customers;
  • Ability to deal with fast changing and often time-pressured situations.         

Experience and Qualifications

  • Proven experience and ability in creating winning bids in line with a recognized gate driven capture process;
  • Extensive knowledge of the Canadian Defence and Public Safety sectors;
  • Extensive knowledge of Canadian government contracting and procurement rules and practices;
  • Demonstrated skills and achievement in building client relationships and networks;
  • Demonstrated experience in using a CRM tool;
  • Demonstrated experience in managing small teams;
  • A minimum of 8 years’ experience in direct sales to the Canadian Government and associated industry base in the Defence and Public Safety sector;
  • Familiarity with current ISED rules and expectations with respect to VP/ITB;
  • Experience in budget control and business development reporting metrics;

Education

  • MBA with a technical/engineering background is desirable however an acceptable mix of business experience and qualifications will be considered for the right candidate;
  • Bachelor’s degree or equivalent in engineering, or applicable scientific discipline is desired.
  • A PMP or equivalent (eg. PRINCE2 practitioner) certification is desired.

Our Company Benefits

Our contribution to our employees represents much more than just a pay check. We invest in our employees’ health and wellness, paid time off, retirement, income protection, work/life balance, talent development and more. As a General Dynamics employee, you can enjoy many of our benefits including:

  • Health and optional dental plan
  • Life insurance and retirement benefits
  • Vacation and flexible work environment
  • On-site fitness facilities
  • Free parking
  • Hockey and soccer leagues
  • Tickets and giveaways offered through our Recreation Association

About General Dynamics Mission Systems–Canada
General Dynamics Mission Systems–Canada is one of the country’s most innovative defence and security technology companies, providing advanced thinking, design expertise, and implementation know-how to equip military and first responders with leading-edge hardware, software and systems.


Our employees innovate on a daily basis. Part of General Dynamics Mission Systems, a global company with more than 13,000 employees across 100 facilities worldwide, our success stems from strong system engineering experience, ongoing investment in research and development, collaboration with commercial and military systems industry leaders, and a singular focus on customer service.


In Canada, we employ more than 1,300 people across three locations. Our business groups include: Land Communications, Airborne Mission Systems, Underwater Warfare and Cyber Solutions.


We believe in maintaining a diverse workplace – inclusive of beliefs, cultural background, job experiences, thoughts and ideas. If who we are and what we do resonates with you, we invite you to join our high performance team! (Workplace accommodations are available).

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