Senior Business Development Manager - Defense and Government Services

Senior Business Development Manager – Defense and Government Services
Location: Ottawa, Canada

We are currently recruiting for a Senior Business Development Manager – Defense and Government Services to join our team in Ottawa. Reporting to the Director, Business Development, you will be primarily responsible for winning new business within the Department of Defense and Shared Services Canada market, specializing in Supply Chain, Logistics, and Engineering Support Services.

Primary Responsibilities

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

Position Specifications

Required

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

Preferred

1. Bachelor’s degree or greater in engineering, computer science, mathematics, or experience in a related technical field. MBA preferred.
2. 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.
3. Good understanding of the DND marketplace (customer needs, preferences, policies, and operational concepts).
4. Documented “win list” to include multiple large awards in the Defence or other government markets within the last five years.
5. Sales funnel and discretionary resources financial management.
6. Proficiency in CRM software and Microsoft Office Suite.
7. Ability to travel within Canada (~25%) depending on sales activities.

Please send your updated resume to fernanda.kisgerotz@morsoncanada.com