Director of Business Development

JOB DESCRIPTION

Purpose of the Job:

The Director, Business Development – Defence is responsible for identifying, shaping, capturing and winning new defence and government services business in Canada, with a strong emphasis on DND, CAF and other federal security organizations. The role will focus on market strategy, customer relationships and bid leadership for complex, multi-year defence programs.

Primary Duties and Responsibilities:

• Strategy and Market Development

o Develop and execute Canadian defence market strategies aligned to corporate growth campaigns and growth objectives

o Build and extend Serco relationships and promote Serco capabilities and value proposition

o Maintain situational awareness of Canadian political, economic and defence procurement environments and assess impacts on opportunity pursuit

• Opportunity Identification and Capture

o Identify, qualify, pursue and capture large-scale and smaller defence opportunities, including services, sustainment, training and technology-enabled programs

o Lead pursuit efforts from a business development perspective, including shaping customer requirements, coordinating internal contributors, aligning partners and developing win strategies

o Customer research and cultivation of client-side support, competitive intelligence and, as required, partner and supplier management

• Proposal and Commercial Leadership

o Work with Capture teams for larger opportunities or lead capture activities for smaller pursuits, to ensure solution development, technical, financial and operational coherence of bid submissions.

o Evaluate opportunity financials, risk profiles and long term value to the business

• BD Administration

o Manage to the overall pursuit and capture budgets

o Timely and accurate revenue forecasting and reporting the status of all active opportunities through corporate systems and in regular Business Development team calls and meetings.

o Perform due diligence and analysis on business development / new venture opportunities, including preparation of reports and forecasts.

• Travel as required

• Other related duties relevant to this position as may be required.

REQUIRED SKILLS AND EXPERIENCE

Essential Skills and Capabilities:

• Bachelor’s degree in Engineering, Business Administration

• 10+ years of experience in Canadian defence, aerospace or government services sectors, demonstrating strong business development background of proven success and established relationships in the federal government and within the Canadian Defence sector

• Experience in managed services, solutions

• Experience in bid and proposal activities, with transferrable experience in project/capture and proposal management

• Ability to work collaboratively with the leadership team and act as an enabler of key projects and initiatives,

• Proven experience in developing and successfully executing sales/acquisition strategies for medium and large contracts ($25M - $500M).

• Experience delivering the full life cycle of business development activities, including market analysis, accounts planning, account management, opportunity identification and qualification, overall pipeline management, and the development and execution of win strategies.

• Successful legacy of meeting goals for consecutive years.

• Experience developing and maintaining strategic business plans, account plans (Opportunity Management Plans), marketing plans and budgets, and developing and measuring performance objectives.

• Must have excellent communications skills (verbal and written) and highly effective interpersonal skills to carry out daily interactions with technical leaders, business executives, customers, teammates/partners and subcontractors.

• Must be SECRET level security cleared with Canadian Department of National Defence

• Flexibility for regular travel within Canada and internationally

• Data driven decision making mentality, sound business judgment through highly developed analytical thinking

• Bilingual (French/English) is strongly preferred

Health & Safety:

• Ensures the on-going maintenance of safe, healthy and sustainable working environment

• Ensures employees are in compliance with the H&S rules and regulations

Other:

• Comply with Serco Canada Inc. policies and procedures

• Performs other tasks as assigned.