Business Development Manager

4 weeks ago

Toronto, Canada AIR MILES Reward Program Full time

The AIR MILES Reward Program is one of Canada's most recognized loyalty programs, with over 10 million active collector accounts, representing more than half of all Canadian households. AIR MILES collectors earn Reward Miles at more than 300 leading Canadian, global and online brands and at thousands of retail and service locations across the country. AIR MILES is a wholly-owned subsidiary of the Bank of Montreal (BMO). BMO is Canada's oldest bank and the 8th largest in North America with more than 12 million customers globally.

Position Overview:

We are looking for a highly motived individual that is both a strategic hunter and farmer who is looking to make a difference in the loyalty space and add continuous value for both our collectors and partners. Reporting to the Senior Manager, Strategic Partnerships, the Manager is responsible for both the business development of new prospective partners and the client success of our existing partnerships. Lead generation, consultative selling, negotiating and strategic account management skills are key attributes for this role to ensure continuous business and growing success for our partners.

More specifically, this role is accountable for:

  • Managing the end-to-end B2B sales process, including:
  • Initiating and tracking lead generation activities
  • Establishing a cadence of external partner touchpoints
  • Determining offer design and developing associated financial models
  • Initiating and steering internal touchpoints on UX, program operations, program measurement and launch marketing strategies
  • Initiating and negotiating contracts
  • Creating ongoing process efficiencies
  • Leveraging internal data for solution-based selling for both strategic business development and existing partnership growth
  • Managing the end-to-end B2B client success process, including:
  • Conducting monthly to quarterly business reviews for existing partners
  • Having a future-state mindset on how to continuously grow and benefit partnerships
  • Be recognized as the trusted, reliant key point person
  • Hosting current and prospective partners, attending industry events and remaining knowledgeable in the competitive landscape, loyalty sector and industry verticals of focus.

Contributing to Business Development's annual revenue target, while maintaining agreed upon profitability margins.

  • Understanding partners' business models in order to develop and recommend customer-centric solutions.
  • Overseeing the implementation of any changes to existing B2B models, in collaboration with marketing, finance, operations, analytics, data and tech, with a view to maximizing efficiencies.

Responsibilities:

  • Lead and direct a cross-functional internal team to regularly assess, enhance and deliver the B2B value proposition of nontraditional partnership models based on market and program results and insights. Ensures alignment with AMRP priorities, as well as partner engagement models from other LOBs
  • Secure, plan, negotiate and launch new promotional engagements from existing and new brands. This includes creating and managing a pipeline, soliciting prospects, customizing sales material, leading sales conversions, negotiating short term agreements, onboarding the partner, executing the offers, leading program measurement discussions and managing the partner relationships with a view to expansion.
  • Contributing to BD revenue targets. Responsibilities include establishing partner and program financial management which include quarterly forecasts and monthly reconciliations. In addition, regular updates to the Director and VP, Strategic Partnerships are to be conducted, with growth opportunities and/or risk mitigation strategies highlighted.
  • Lead the design, development and support execution of a local market program that leverages the new partnership model. Activities include contributing at a leadership level to a cross-functional team to develop the marketing assets, sales strategy and associated pipeline and sales material. The role will be responsible for initiating, selling and onboarding new partners into the program.
  • Represent AIR MILES in a professional manner in partner-facing interactions, at industry events and internally.

Qualifications:

  • Minimum of 5 years of directly related work experience in loyalty management, shopper marketing, agency client management, business development, or key account management
  • Strong customer acumen with an ability to diagnose business drivers, gain more than fair share of attention, influence decision making processes, and customize short and long-term solutions.
  • Demonstrated ability to navigate constant ambiguity, and take the initiative to proactively act without precedent. Ambiguity can range from in development processes to new products.
  • Exceptional verbal & written communication skills, with ability to adapt style to different audiences (e.g., boardroom of tenured, executives to energetic, relationship-based agency)
  • Proven ability creating and upholding a high level of urgency with internal and external stakeholders, beyond just regularly following-up.
  • Strong business acumen with ability to understand profit drivers, develop forecast models, and implement consulting math.
  • Experience in managing and managing up on highly complex projects. Complex defined as high # of stakeholders, multi-phase and/or high visibility.
  • Salesforce and PowerPoint experience

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