November 6, 2017
Canadian Commercial Corporation (CCC) is Looking for a Director, Business Development & Sales, Information, Communication, Technologies (ICT) and Security
As the Canadian Commercial Corporation (CCC) strengthens partnerships between Canadian industry and foreign governments, they are seeking a new Director, ICT and Security to build relationships with key Canadian suppliers of ICT and Security solutions that meet international government buyers’ requirements. As a dynamic networker, the Director will develop a deep understanding of Canadian capabilities and work in collaboration with industry players on the government-to-government sale of major international ICT and Security projects. Embracing innovation and growth, the incumbent will define a strategic vision for the sector and reinforce the vital role that CCC plays as a broker in building relationships with foreign government buyers, facilitating financing, and presenting Canada as a provider of globally-recognized ICT and Security solutions. Reporting directly to the Senior Director, Account and Sector Development, the Director, ICT and Security will forge alliances with key stakeholders including senior government officials, export credit agencies, and major financial institutions.
Duties and Responsibilities
The Director, ICT and Security is responsible for the identification, development, validation, co-ordination and execution of strategies leading to increased use of CCC’s services in international trade opportunities for a wide range of Canadian exporters of goods and services to foreign governments, international agencies and private sector buyers; specifically focused on non-defence related sectors.
- Provide sectoral expertise, set vision and provide strategic direction for CCC’s services as related to ICT, Security, and other growth opportunities within the Account and Sector Development Team.
- Accountable for sector selection, sector business development strategy, communication and active maintenance of extensive knowledge of Canadian capabilities. Based on that knowledge effectively identifies Canadian exporters for match making activity with foreign buyers.
- Provide strategic leadership within CCC and externally, technical expertise, tactical direction, and support to the CCC to achieve increased use of CCC services, while fostering a culture that embraces innovation and change – accountable for achieving the forecasted business targets and KPIs.
- Collaborate with and oversee the performance of project team members as it relates to specific relationships and specific projects. Recognize contribution, create learning opportunities consistent with employee and corporate objectives, identify training requirements, and suggest plans to maximize performance.
- Participate in corporate and team-level strategic planning and execution of approved strategies and plans.
- Direct CCC’s identification and evaluation criteria of opportunities for the sale of Canadian goods and services in selected foreign markets as approved in collaboration with the team of Regional Business Development Directors and where applicable Account Management officers and the Marketing Team.
- Participate in meetings of the Risk and Opportunities Committee (ROC) as the BD and Sales sector lead for ICT and Security sector pursuits.
- Report on prospective projects, prepare or support the preparation of content for submissions to Senior Management, the Board of Directors and/or additional submissions to the Minister of International Trade and the Minister of Finance.
- Support the continued development of operational guidelines, business development strategies and implement “best practices” in business processes including full use of CCC’s CRM system as related to CCC’s services in non-defence and security sectors.
- Participate in developing the annual budget/corporate plan and the unit business plan.
- Develop and maintain effective business relations with senior representatives of domestic and foreign governments in collaboration with the Regional Directors, international agencies, financial institutions, and other Canadian departments/agencies throughout Canada.
- Provide timely and effective sector and activity/event reports to support the overall business objectives of the Corporation.
- Develop and project an industry understanding of CCC’s role, process, capabilities, challenges and limitations. Provide expert guidance and recommendations on possible solutions on the challenges and limitations.
- Actively participate in specific projects where the Director’s knowledge or relationships would benefit a project’s advancement.
- Hold full profit and loss responsibility for an annual budget with overall accountability for delivery of its service, continuous improvement, and business development.
- The Director gathers and manages sector market intelligence, defines areas of business opportunities as well as product and process improvement or innovation for the sector.
- Communicates requirements to the various business groups and establishes plans to address these needs and opportunities.
- Represent specific sectors on behalf of the Corporation in strategic business development activities that supports the Corporate and Branch and Team plans by playing a visible role in various activities including: prospect development, conferences, seminars, match-making initiatives, trade association meetings and shows and industry-specific committees and councils.
- Accountable for managing the processes to gather sector intelligence (market and customers) and provide recommendations based on the findings to advance and support the sales force success in the sector.
- Responsible for supporting and contributing to the corporate and BD succession planning initiatives, and for mentoring and coaching junior staff in a developmental capacity.
- Monitor and ensure adherence to the CCC Policy Suite and related procedures and instructions.
- Perform other related duties as per the position’s requirements.
Qualifications & Skills:
- Bachelor’s degree or higher from a recognized University or an acceptable combination of education, training and/or relevant international business development work experience in non-defence, ICT and Security sectors.
- At least ten (10) years of experience in sector analysis, project development in an international business environment in non-defence, ICT and Security sectors.
- Proven experience in strategic planning, project preparation, execution in the federal government, government agencies and/or private sector.
- Significant experience in researching, analyzing and developing successful business development and sector development strategies, conducting market intelligence, identifying, validating and developing leads into pursuits.
- Experience in planning, drafting, defending, submitting, and managing major proposals in response to international calls for bids would be a key asset.
- Significant experience in dealing with government export credit agencies and/or major financial institutions that assist in securing financing for a cross section of non-defence, ICT and Security sector related international projects.
- Experience working with and developing productive relationships with strategic partners and financial institutions at the senior level within Provincial and/or Federal departments and agencies, and with foreign governments/agencies at all levels.
- Demonstrated experience in working as a member of a business development team and providing guidance and mentoring to junior members.
- Experience in coordinating marketing and sales activity as part of the development and implementation of corporate and sales strategies.
- Demonstrated and successful use of customer account development and management techniques.
- Proven successful marketing, business and project development strategies and techniques.
- Proven experience working with International financing solutions, including government and private funding options.
- Managerial experience is an asset.
Skills & Behavioural Competences:
- Project management software tools, including MS Office 2000 or later (Word, Excel, Project, PowerPoint and a CRM database), and various internet search engines.
- Ability to think and work strategically within a corporation and externally with interdepartmental and intergovernmental partners.
- Communicate effectively both orally and in writing with the demonstrated ability to combine elements and articulate business development proposals for executive decision making.
- Handle confidential information with discretion.
- Facilitate group collaboration and consensus, especially in a cross-cultural setting.
- Multitask and demonstrate strong organizational skills.
- Develop and deliver effective presentations to a variety of target audiences.
- Demonstrate success and experience in managing major account customers and large contracts.
- Understand profit and loss calculations with a high degree of knowledge of international finance and business practices.
- Able to relate to people at all levels, in and out of the Corporation, sometimes under challenging circumstances.
- Able to work independently and as part of a team.
- Self-driven, results-oriented with a clear focus on business profit.
- Initiative, reliability and flexibility.
- Maturity, integrity, tact, and diplomacy.
- Knowledge of Canadian Federal government priorities.
- National and international trade trends and practices.
- Foreign government procurement practices in non-defence, ICT and Security sectors.
- CCC business objectives and services.
- English Essential
- Bilingual (French/English) – CBC is an asset
- Ability in a third language would be an asset.
- Willing to undertake extensive domestic and some international travel.
Your Salary: $106,900 to $140,000
TO APPLY: Please forward a current résumé to: firstname.lastname@example.org
CATA Partnered Talent Acquisition