Director, Business Development, D&s Canada

6 months ago

Ottawa, Canada CAE Full time

**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 D&S 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 D&S 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.

**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 D&S 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 M&OS 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 D&S 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 strategi

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