Director, Business Development, DS Canada - Ottawa, Ontario

Company/Organization: CAE USA Inc.

Position: Management

Job Type: Permanent

Posted: 4/9/2024 6:55:15 PM

Description:

Role and Responsibilities

We are looking for a talented leader with that special combination of skills and experience that make for a great Business Development (BD) Director: someone who is equally at home formulating and communicating strategy to clients and senior stakeholders, building and directing a motivated team to qualify, advance, and win opportunities, and rolling up their sleeves to help the team get a bid across the line and into execution.

Creativity and originality are a must, but so too is the ability to work within well-honed Lead to Award processes, balancing fiscal awareness and procedural discipline with the flexibility necessary to thrive under conditions of uncertainty and complexity. The ability to see beyond the published requirements and anticipate where our clients want to go is what gives CAE a competitive edge; the successful BD Director applicant will be at the heart of generating a solid pipeline in current and new markets, by understanding and creating a compelling value proposition for clients while maintaining a credible business model for CAE and its partner firms.

As a senior member of the DS Canada leadership team, you will be responsible for leading an experienced, high energy BD and Capture group with competencies across the full spectrum of defence environmental domains, to deliver all aspects of program pursuit, capture, and key account management functions in Canada, and to support US and International colleagues delivering similar services in other regions.

In close collaboration with the wider CAE DS Canada strategy, operations, and major program execution organizations, you will be working with technical experts, consultants, and leaders across our business, as well as external partners, suppliers and of course our customers. The goal is clear: help achieve and sustain accretive P/L results and drive business growth. The multi-disciplinary nature of this work and the complexity of challenges our customers face means you will take your place among the senior thought leaders and innovators in the Canada region, and will be expected to help shape opportunities and requirements in ways that will differentiate CAE from its competitors, and position us advantageously with DND and the Government of Canada.

CAE puts a huge focus on people, so as well as managing the business pipeline, pursuing programs, and building winning strategies, the role will also include coaching and mentoring the extended BD, capture, and strategy teams. The goal of this will be to motivate and sustain group engagement in the overall DS business, build talent, and create a strong pool of succession candidates to increase depth in the region.

Key Responsibilities:

• Tactically manage and lead the BD Managers with a focus on short and medium-term target achievement, while formulating and executing more strategic sales plans and campaigns designed to secure long term upstream order intake, and position DS Canada for future growth.
• Develop effective sales strategies and create a high-energy, overachieving sales team that is comfortable with new technologies and products, and empowered to take these offerings to the client.
• Develop and manage a pipeline that adequately represents the achievable market value across the major defence streams (Land, Sea, Air, as well as in the 5th generation MOS and public safety spaces).
• Identify and pursue formally funded as well as informal opportunities in Canada - supporting the 5-year strategic plan in line with regional and global strategic objectives.
• Implement and manage the complete Lead to Award process for all existing opportunities, ensuring that BD and capture personnel develop and implement effective capture strategies, manage EO and associated budgets, create well-defined win criteria, and maintain active engagement plans for customers/partners/competitors.
• Interact with customers to define and modify program requirements, then develop solutions and refine execution strategy, create and update capture plans, and generally oversee and coach bid efforts, while ensuring win themes are widely understood, communicated, and implemented in practical terms.
• Collaborate with strategy, communications, government relations and public affairs leads as required to present a united front to the customers.
• Establish effective communication with other CAE DS regions and business units, including with the Civil group, to ensure effective coordination and cooperation reflective of the OneCAE concept.
• Network with Regional and Global Proposal, Sales and Program Managers to leverage the entire corporate team to accomplish the task and achieve the objectives.

Supervisory Responsibility:

• Supervises a staff consisting of directly reporting Business Development Managers, alongside matrix and/or direct reporting Capture Managers, technical, innovation, and sales engineering staffs.
• As director, responsible for planning, budgeting, coordinating, and controlling the activities of functional working groups as required. Substantial cross-functional team leadership ability is required.

Qualifications:

• Highly effective motivator and people leader.
• Individual with strong leadership abilities who can build and motivate a strong team of professionals.
• Individual who works well in a highly team-oriented environment.
• Skilled business strategist with a bias to tactical action, skilled in independently translating concepts and ideas into real-world results.
• Excellent business acumen with the ability to make sound business decisions in a highly competitive, fast moving environment, often under conditions of uncertainty.
• Strong communication skills, oral and written, with an ability to communicate effectively with a broad range of people including employees, customers and partners.
• Confident, self-reliant, with a high degree of initiative and personal drive characterized by a positive motivational style, and a forceful yet flexible style.
• Creative and resourceful u2013 motivated by achieving solid business results, and by finding new and innovative ways to penetrate markets and accounts.

Education and Experience:

• Minimum of 15 years experience in business development, capture management, marketing, sales, proposal or program management activities in the Canadian Defence industry including 10+ years of experience in dealing with the Canadian Defence procurement process.
• Bachelor degree in engineering/sciences or administration or equivalent background and experience. MBA not required, but preferred.
• Strong ability to collaborate with key OEMs and business partners.
• Demonstrate advanced sales, market research, and business skills and knowledge.
• Excellent written and verbal communication skills in English / French.
• Be able to hold a NATO SECRET Security Clearance Controlled Good Clearance.
• Eligibility to work in Canada either as a Canadian Citizen, a Permanent Resident or with a valid Work Permit.
• Significant Canadian travel 25-40 depending on sales activity/assignments. Some overseas travel may be required (10).

LI-ND1

Position Type

CAE thanks all applicants for their interest. However, only those whose background and experience match the requirements of the role will be contacted.

Equal Employment Opportunity

At CAE, everyone is welcome to contribute to our success. With no exception.

As captured in our overarching value "One CAE", weu2019re proud to work as one passionate, boundaryless and inclusive team.

At CAE, all employees are welcome regardless of race, nationality, colour, religion, sex, gender identity or expression, sexual orientation, disability, neurodiversity or age.

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