Director of Business Development - Latin 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 building or expanding their dossier of international sales experience to include Latin America. It’s a chance to take your business development career to the next level and help CBN further establish our presence in the region. Reporting to the V.P. International Business Development, you’ll build trust-based relationships with high-level government representatives and partner with them to develop and deploy solutions that keep countries safe, help economies thrive and make international reputations soar.

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 – Latin America, you’ll occupy a high-profile, strategic position within the Business Development group and assume overall responsibility for securing new customers within your assigned region 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;
Identify technical resources within local markets that either prime or support a CBN lead initiative and augment our solution offering and overall value proposition;
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

Doing business in the Latin America has its nuances, and our preferred candidate will have either lived or done business there themselves. You’ll understand the cultural norms and business etiquette that is required to build the relationships that underpin successful ventures, and you’ll welcome the travel and face-to-face interactions with our customers that it affords.

Our solutions are technologically complex, so a background in enterprise level software/systems solution sales or account management in a customer centric environment would also be ideal.

Our approach to market is evolving, so experience identifying technical resources located within a target market with the ability to lead and our augment our solution offer will be essential. Experience developing business technology partnerships will be critical to your success.

Additional attributes that will position you for success are:

A degree in Business, Engineering, or Computer Science (or related field);
Experience in B2G sales – RFI/RFPs, protracted sales cycles, compliance, etc.;
Previous experience supporting business development initiatives and cultivating technology partners in the Latin America market;
Fluency in English and Spanish;
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 domestically/internationally up to 60%;
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.