Business Development Manager

4 days ago

Toronto, Ontario, 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.

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.

Managing the end-to-end B2B sales process, including:
Initiating and steering internal touchpoints on UX, program operations, program measurement and launch marketing strategies
Initiating and negotiating contracts
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
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.

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. 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. 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.
Ambiguity can range from in development processes to new products.
boardroom of tenured, executives to energetic, relationship-based agency)
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. Salesforce and PowerPoint experience

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