Business Development Manager

Key Responsibilities

• Prepare Canadian market strategies and long range Business Development plans for review with the Arcfield Canada BD Director and with the Critical Networks/Mission Sustainment Business Development leads.
• Identify, qualify, pursue, and bid large ($100M+) and small new business opportunities.
• Maintain awareness of the economic and political environment and stay informed about competitive market offerings and new technologies to inform business strategy.
• Supply sound business judgment, innovation in approaching business challenges and the ability to translate a strategic plan into operating results.
• Initiate and maintain, on a daily basis, positive relationships with the client/potential client(s) to monitor current and future opportunities, tracking opportunities and market trends.
• Develop customer relationships to expand local domestic market.
• Meet client’s needs prior to contract execution. Provide advice, liaison, and planning to prospective and current clients.
• Lead in the project proposal pursuit by understanding client needs and promoting Arcfield Canada’s distinguishing organization capacity advantages and resources in the development of proposals and presentations.
• Lead in development of responses to LOIs, RFIs, RFPs, RFQs and all other requests for information related to growth and Business Development.
• Plan and direct BD/Capture/proposal activities to achieve wins and revenue generation.
• Track win/loss of proposals and analyze lost sales and make recommendations to improve win potential.
• Maintain a comprehensive CRM system to track leads, customer interactions and project progress.

Qualification & Requirements

Required Qualifications:

• Minimum of 10 years of experience in the Canadian Defence and Security industry.
• Solid understanding of new business identification, qualification, capture, bid and proposal.
• Understanding of Capture Plan preparation and execution of opportunity gate reviews.
• Familiarity with the relatively recent Defence Procurement Strategy.
• Knowledge of Teaming Agreement development and negotiations.
• The ability to hold a SECRET Security Clearance and Controlled Goods Clearance.

Preferred Qualifications:

• Bachelor’s degree or greater in engineering, computer science, mathematic or experience in the related technical field. MBA preferred.
• Possesses DND Public Services and Procurement Canada (PSPC), and Innovation Science and Economic Development (ISED) Customer intimacy as well as overall expertise in DND/PSPC/ISED organizational structure, buying methods, existing and emerging deals, and competitive playing field.
• Good understanding of the DND marketplace (customer needs, preferences, policies, and operational concepts).
• Documented “win list” to include multiple large awards in the defence or other government markets within last 5 years.
• Sales funnel and discretionary resources financial management.
• Proficiency in CRM software and Microsoft Office Suite.
• Ability to travel within Canada (~25%) depending on sales activities.

Benefits

• A competitive salary
• Benefits that include extended health, dental and vision coverage as well as a health care spending account
• An RRSP plan that includes company matching on contributions of up to 6 percent
• Continual learning opportunities and professional development training to grow your talent and realize your aspirations and potential