Director, Business Development

1 week ago

Cambridge, Ontario, Canada Aecon Full time

Position Overview

Reporting to the Vice President Nuclear Strategy, Business Development & Services, this role will be responsible for the focused development and growth of Aecon Nuclear including continued and new relationships with our customers in domestic, US and international markets.

Key Responsibilities
  1. Collaborate to develop objectives and strategies in support of overall Nuclear business development goals in target market segments
  2. Assisting and leading the development activities and implementation of the Aecon Nuclear strategic business plan.
  3. Perform market research in areas such as market size, growth potential, and market share
  4. Track and report on industry events, partnerships, announcements to support helping Aecon better understand the competition, opportunities and achieve our wanted position
  5. Investigate and work with internal stakeholders to assist in development of new product or services, and create go-to-market strategies
  6. Pursuit of emerging market opportunities in Nuclear including Small Modular Reactors, Decommissioning and Waste Management, Innovation, future lines of work, new markets
  7. Prepare and execute business development action plans for target markets/clients.
  8. Track and communicate what our top competitors are doing.
  9. Manage and monitor opportunities, pursuits (short and long term) and sales activity starting from identification to award of business working close with the Proposals and Estimating group for resource planning.
  10. Keep pursuit lists current, develop robust monitoring. Classification and categorization of opportunities
  11. Organize and preparation of submittal for various pre-qualification and Expressions of Interest documentation.
  12. Establish a strategy for success on all proposals.
  13. Participate in the preparation of the proposal development and follow up meetings with clients.
  14. Negotiate with, or assist in negotiations with the clients.
  15. Provide advice, liaison, planning, etc. to the prospective and current clients.
  16. Establish and maintain effective contact with clients, including post award contact.
  17. Identify new work leads and manage lead follow-up.
  18. Collect the execution performance feedback from customers for continuous improvement initiatives.
  19. Risk analysis, including review of Terms and Conditions, pre-bid recommendation forms, PRC and chairing or attending pre-bid and bid closing meetings.
  20. Working closely with the "Closer ", advise on final pricing, points of negotiation and execution strategy.
  21. Prepare/advise on annual revenue targets and budgets and update as required (quarterly)
  22. Marketing and communications activities as needed to support strategic initiatives.
  23. Developing better ways to accurately identify market analysis through research and digital sources
  24. Developing regular reporting and business intelligence (Nuclear)
  25. Interfaces with the senior members of Operating Sector (Nuclear) within Aecon as well as our clients.
  26. Interfaces on joint initiatives between sectors, with partnering organizations (i.e. JV's o Alliances)
Required Knowledge and Experience

Technical background: P.Eng., CET or equivalent industry experience

Business Analytical Skills and knowledge of basic negotiating approaches

Commercial knowledge: solid understanding of the risks in contract terms

Strong facilitation skills to validate and understand complex business related (or market) problems and to clearly understand, define and communicate problems to internal stakeholders.

Ability to understand business problems and challenges and proactively identify options for consideration appropriately mitigate impact to the business.

Ability to report data and analyze data for relevant trends.

Well organized, energetic and able to work well under pressure.

Cross-cultural agility – awareness of and value for diverse Indigenous culture and history

Ability to speak and write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect; is effective both inside and outside the organization, on both general information and hot and controversial topics


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