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Business Development Manager - Defence job in Ottawa at ADGA Group Consultants Inc.

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Business Development Manager - Defence at ADGA Group Consultants Inc.

Business Development Manager - Defence

ADGA Group Consultants Inc. Ottawa, Ontario Full-Time
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Company Description


Job Description

The Business Development (BD) Manager - Defence reports to the Vice President, Defence. He/she is ultimately responsible for supporting the Division in order to develop and lead strategies to win identified opportunities to meet the goals and objectives as directed by the Executive Management Committee. This will entail leading strategic captures including development of technical solutions and win strategies; develop and execute capture plans, as well as refine bid strategies to enhance proposal readiness including establishing partnerships and shaping new business opportunities. He/she will develop an in-depth understanding of the potential client’s requirements.  He/she is required to develop, close and expand business as well as maintain relationships in existing programs. 

The work performed must align and support the mission, the vision and the strategy of the Corporation as approved by the CEO. He/she must ensure that he/she works in accordance with the values of the Corporation: integrity, commitment, loyalty, confidentiality, working in an ethical and professional manner, building knowledge and acting in a responsible and equitable manner at all times.

Key Responsibility: Business Development

  • Grow strategic lines of business.
  • Improve market awareness, penetration and market share within assigned Division and accounts.
  • Maintain high level of relevant domain knowledge in order to engage with the customer, potential partners and within the business.
  • Prepare written documentation, unsolicited proposals and deliver oral presentations for external clients and internal corporate audiences.
  • Develop marketing and pricing strategies in conjunction with the Vice President as required.
  • Prepare proposals in collaboration with PDC and Account Executives.
  • Meet with potential clients in order to provide initial assessments of opportunities and assist with procurement strategies.
  • Develop and leverage ADGA partners to provide solutions to our customers.
  • Perform research and analysis on marketplace in order to assess potential for new directions, technologies and clients as required.
  • Maintain SalesForce.

Key Responsibility: Capture Strategy and Leadership

  • Oversees identified opportunities within the Division and develops strategies to win.
  • Maintains a solid understanding of prospect’s business and goals.
  • Understands ADGA’s offerings and maps against assessment of client requirements and identifies gaps and strategies to close.
  • Oversees bid strategy development and execution including but not limited to pricing, teaming and proposals.
  • Collects competitive intelligence and anticipates, understands and plans for competitive threats.
  • Works closely with and leads the business development team , senior leadership, contracts, and proposal teams to ensure effective, efficient and integrated implementation of capture management strategies.
  • Fosters collaboration amongst the capture team members
  • Refines and improves standard procedures for capture management.
  • Conduct and support lessons learned activities after the closure of all bids.
  • Develops, in coordination with the capture team any proposal themes to leverage for the capture of future opportunities.
Qualifications

  • 10+ years of business and proposal development experience.  Advanced knowledge of the Government and Private sectors procurement processes and proven experience in addressing unique circumstances and challenges. 
  • 10+ years in a military environment ensuring fluency in DND terminology, policies and organizational structure.
  • Minimum of a Bachelor’s Degree ideally in an engineering, science or related.  A combination of education and experience with the proven ability to perform the job tasks may be accepted.
  • Excellent interpersonal and negotiation skills
  • Strong verbal and written communication skills are a requirement for this position.  
  • Creative problem solver, self-starter with high tolerance to ambiguity. 
  • Exceptional understanding of project management principles and proposal development strategies.
  • Teamwork is part of this person’s DNA.
  • Demonstrated ability to lead a diverse team. 
  • Excellent presentation skills are essential. 
  • Ability to plan and coordinate activities and multi-task with changing priorities and frequent interruptions. 
  • Never loses sight of objectives and has a record of accomplishment meeting or exceeding targets. 
  • Able to distill complex problems into understandable and simple solutions. 
  • Is able to convey a compelling value proposition and handle objections. 
  • Technical proficiency in the MS Office suite.
  • Project Management Professional Certification would be beneficial
  • Language: Bilingual preferred (French/English) (Read/Write/Speak)

Additional Information

Recommended skills

Presentations
Research
Negotiation
Team Working
Management
Leadership
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