Director of Business Development

4 weeks ago

Cambridge Ontario KB, Papineau, Canada Arrow Machine and Fabrication Group Inc. Full time

Arrow Machine and Fabrication Group is an engineering-focused solution provider of machined castings, fabrications, and assemblies. We serve OEM customers in the rail, material handling, mining, defense, heavy truck, agriculture, power systems, construction, nuclear, engineered products, architectural, and forestry industries. We have access to the broadest range of metalwork solutions in the world through our elite group of companies. Arrow focuses on providing innovative design, quality craftsmanship, and exceptional customer service.

Position Summary: Director of Business Development for AEP Division

Reporting to the Division President, the Business Development Director plays a crucial role in driving the Division’s growth agenda by identifying opportunities, building and maintaining strategic partnerships, and executing initiatives to achieve business objectives.

Primary Responsibilities:

  • Provide strategic leadership to the Business Development team, aligning efforts with the overall goals and objectives of Arrow Engineered Products (AEP).
  • Develop and communicate a clear vision for business development that supports the company's growth strategy.
  • Develop a portfolio for each Business Development member that utilizes their areas of expertise and skill set.
  • Set-up goals and objectives and manage the performance through quarterly performance review meetings.
  • Lead, manage and mentor the Business Development team, providing guidance, coaching, and mentorship.
  • Foster a collaborative and high-performance culture within the team.
  • Manage a portfolio of key clients and market sector either solely or jointly with the member of the Business Development team.
  • Oversee the development and maintenance of strong relationships with existing clients, ensuring high satisfaction levels.
  • Guide the team in conducting regular meetings and communication to strengthen partnerships and address client concerns.
  • Manage the performance of the Business Development team and provide coaching through regular interaction and jointly visiting the client.
  • Lead the development and implementation of effective sales strategies and plans to achieve revenue targets and business objectives in-line with the Vision and Mission set by AEP’s President.
  • Drive efforts to grow the share of the wallet within existing client accounts, overseeing the presentation of comprehensive solutions aligned with clients' strategic objectives.
  • Manage the opportunity and bid pipeline, ensuring accuracy in bi-monthly booking and backlog status reports.
  • Lead market research initiatives to identify emerging opportunities in sectors aligning with AEP's capabilities.
  • Stay informed about industry developments, including competition, and guide the team in adapting strategies accordingly.
  • Work closely with engineering, estimating, and operational teams, providing strategic direction for high-value opportunities.
  • Prioritize the allocation of estimating resources to maximize results for AEP.
  • Oversee the development and presentation of proposals that meet client expectations and facilitate timely sales closures.
  • Ensure that proposals align with AEP's capabilities and present a winning strategy for each opportunity.
  • Develop and implement a robust brand development strategy and action plan for AEP.
  • Maintain the overall Sales and Marketing budget.
  • Define and execute business development strategies to achieve revenue and growth targets.
  • Cultivate and maintain relationships with key clients and industry influencers.
  • Oversee the development of proposals, presentations, and other business development materials.
  • Lead negotiations for major contracts and partnerships.
  • Analyze market trends, competitor activities, and industry developments.
  • Collaborate with the executive team to align business development with overall corporate strategy.

Educational Requirements:

  • Bachelor's degree in Business Administration, Marketing, or a related field. MBA preferred.

Required Skills & Expertise:

  • 5-7 years experience in business development, sales, or a related field, preferably in a managerial or leadership role.
  • Technical background: P.Eng., CET or equivalent industry experience.
  • Strong analytical and strategic planning skills to identify growth opportunities and develop effective strategies.
  • Proficiency in negotiation techniques and contract management to secure favorable deals and partnerships.
  • 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.
  • Well organized, energetic and able to work well under pressure.
  • Deep understanding of the industry, market dynamics, and emerging trends relevant to the company's products or services.
  • Excellent interpersonal and communication skills, both verbal and written, for building relationships and presenting proposals.
  • Proven leadership experience with the ability to motivate and inspire teams to achieve goals and objectives.

Benefits:

  • Performance Reviews and Bonus Program: Annual reviews and bonuses based on company profitability, recognizing and rewarding your hard work.
  • Comprehensive Benefits: Health, vision, and dental plans starting on day one, with no waiting period and three plans to choose from.
  • Retirement Savings: Fully funded RRSP with DPSP matching up to 2%.
  • Exclusive Discounts: Savings on gym memberships and partnerships with external businesses.
  • Learning and Development: Tuition reimbursement for education and career growth.
  • Company Events: Inclusive culture with regular events and networking opportunities.

Arrow is committed to diversity and inclusion, and we thank all applicants in advance. Accommodations are available at all stages of the recruitment process in accordance with the Human Rights Code and the Accessibility for Ontarians with Disabilities Act.

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