Director, Business Development - North America

Canadian Bank Note Company, Limited - Ottawa, ON (30+ days ago)

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Canadian Bank Note Company is a global leader in the design, development and deployment of customized, secure solutions for identification, border security, excise control, currency, and lottery operations. Our customers are domestic and foreign governments, and together we work to design, launch and support the technologically advanced secure documents and information systems that protect borders, safeguard national currencies, and generate revenue for government social initiatives.

The “Value Proposition”

This position is perfect for a “hunter” who is looking for their next challenge and is interested in moving into a unique and extremely interesting domain. It’s a chance to take your business development career to the next level and help CBN further cement itself as a leading provider of secure identification documents and systems. Reporting to the V.P. Business Development – North America, you’ll build trust-based relationships with high-level government representatives and partner with them to develop and deploy the solutions that keep provinces and states secure and their citizens safe in the face of an ever-evolving landscape of security threats.

You’ll also assume a leadership role within the Business Development group as you manage and mentor Account Managers and Sales Service Managers, growing their understanding of solution sales and guiding them towards future success in a business development capacity.

Core Responsibilities

As Director, Business Development – North America, you’ll occupy a high-profile, strategic position within the Business Development group and assume overall responsibility for maintaining/growing existing accounts and securing new customers within North America to meet revenue and gross profit targets. To achieve this, you will need to:
Become fully knowledgeable on the complete range of CBN products, systems, services and marketing and sales strategies;
Develop and execute pursuit plans and lead the exploration and development activities for new business within existing accounts and potential new targets while adhering to CBN principles, values and ethics;
Establish and lead virtual teams (Design, Software/Systems Development, Manufacturing Engineering, Operations, Support, etc.) in the preparation of proposals and pre-sales activities;
Lead contract negotiations and see them through to signing and then manage, foster and strengthen the customer relationship through project implementation to program operation and in the process establish CBN as a trusted advisor;
Develop and maintain account plans and monitor the performance compliance activities of current accounts to ensure superlative delivery performance and a superior customer experience;
Manage assigned Business Development team members (Account Managers and Sales Service Managers) and foster their development in solutions selling, business relationship building and effective customer management.
Competitive Advantages

Our ideal candidate has an extensive background (10+years) in enterprise level software/systems solution sales or account management in a customer centric environment. They’ll also welcome the travel component and face-to-face interactions and relationship building opportunities that it affords.

Additional attributes that will position you for success are:
Knowledge/Experience
A degree in Business, Engineering, or Computer Science (or related field);
Experience in B2G sales – RFI/RFPs, protracted sales cycles, compliance, etc.;
Fluency in English (bilingualism in French is a strong asset);
Negotiation skills.
Soft Skills
Exceptional interpersonal and relationship building skills;
Excellent communication/presentation skills;
Proven decision-making skills.
Mandatory Requirements
The ability to obtain and maintain Government of Canada Secret (Level II) clearance;
The ability to travel throughout North America up to 40%;
A cover letter submitted along with your application.
People who enjoy variety and think beyond their job descriptions succeed here. As part of the team at CBN, you job is to take your career in new directions and be part of our customer’s success stories. So, if you’re looking for the chance to work for a global technology company, explore new opportunities, and deliver exceptional work to your customers, we want to hear from you!

As an Equal Opportunity Employer, Canadian Bank Note Company, Limited is committed to achieving a skilled and diversified workforce that reflects the diversity of the Canadian population. We encourage applications from women, visible minorities, people with disabilities and Aboriginal people. Canadian Bank Note Company Limited is committed to developing inclusive, barrier-free selection processes and work environments. If contacted regarding this competition, please advise the interview coordinator of any accommodation measures you may require.