Job Description

TOGETHER, WE SAVE LIVES

Reporting into the Ottawa, Ontario, Med-Eng office, the incumbent is responsible for Business Development, Sales and Program Management activities within the assigned geographic markets and broadly as assigned in support of the GLOBAL EOD Product Line Management Teams.

Identifies and successfully secures business development and sales opportunities in the designated market, regions or territories.

In addition to promoting products to clients, the incumbent is responsible for developing sales strategies and product recommendations to support penetration into new market sectors. Conduct account planning, maintain major account plans, qualify and validate pipeline opportunities, pursuit and capture plans to maximize revenue from new and existing customers / end users.

Participates in Product / Business development activities within the GLOBAL EOD Product portfolios.
Conducts market research, identification of new product concepts, ideas, development of products and services to address emerging requirements. Engages and supports internal Product Lines and Research and Development teams to link emerging requirements with capabilities

Supports Product Lines with business development and market research activities. Assist in the preparation of business plans / strategic planning activities.

Leads Competitive Analysis Team: monitoring, analyzing and maintaining competitive market and product intelligence information to support strategic decisions.

Interacts with company’s representatives, corporate business partners and end-user agencies regarding company products and services.

Duties & Responsibilities:

Key objectives will include:
• Developing a detailed understanding of products, sales objectives and growth strategies, pricing and delivery policies and practices.
• Understanding the prospects’ and customers’ critical issues and initiatives and linking solutions to ensure achievement in these key areas.
• Assist in the development of sales, pursuit and capture strategies to generate revenues for company products within assigned geographic territory.
• Conducts briefings, capability presentations and training demonstrations for products and services within assigned areas of responsibility.
• Develops and maintains customer contacts, and initiates and establishes new contacts within the military, embassies, Federal Law Enforcement and other government agencies.
• Establishing and maintaining high-level, executive level contact with key decision makers and market drivers, focusing on the establishment, growth and maintenance of strategic relationships.
• Qualifying prospects according to capabilities and applicability. Managing the execution of the sales process and leveraging appropriate resources to secure sales.
• Assumes leadership and ownership of presentations, proposals and other documents including strategies related to specific RFP and RFI responses.
• Developing concepts for product development / new products and product improvements
• Utilizing automated forecasting tools to track all opportunities and prospect/customer related information
• Manages partners and key users network and ensures they are current on our product lines and preforming effectively.
• Leads Competitive Analysis Team: monitoring, analyzing and maintaining competitive market and product intelligence information to support strategic decisions.
• Lead Demining Initiatives Team to focus on growth in the demining sector
• Lead Med-Eng SAVES Program

Qualifications:
• Motivated. Self-Starting leader with significant experience in the Defense / Law Enforcement Market
• Previous experience in Business Development within Defense and Law Enforcement sectors
• Sound knowledge of the security and defense industry.
• Experience managing a team of technical support, Sales and Marketing resources.
• Aggressive, highly motivated hunter with a solid track record of project leadership to completion
• Proven experience closing sales in the Government and Law Enforcement sectors.
• Ability to penetrate and sell to government decision makers.
• Consultative, value-proposition/business case driven sales methodology experience.
• Must be an articulate, persuasive and passionate communicator.
• Travel as required to customer / end users locations / Trade shows / Exhibitions and Conferences. To engage with customers and customer representatives. It is contemplated that travel requirements will exceed 100 days annually.
• Requires a minimum College Diploma and at least ten (10) years’ experience.