Job Purpose
Owns the entire Department of National Defence (DND) and Canadian Armed Forces (CAF) sales pipeline. This hybrid role combines Market Intelligence, Strategic Relationship Management, and Capture Execution. You will identify multi-million dollar defence opportunities, build strategic industry partnerships, and shape win strategies from early qualification through to proposal submission.
Key Responsibilities
1. Business Development (10%)
· Stakeholder Engagement: Build relationships with DND Project Directors (ADM(Mat)), CAF Technical Authorities, and DIA / PSPC Contracting Authorities.
· Industrial & Technological Benefits (ITBs): Develop and execute strategies to meet Canada's ITB and Value Proposition (VP) requirements by engaging with Canadian small-to-medium businesses (SMBs).
· Market Position: Participate in the key Canadian defence events (e.g., CADSI CANSEC) to promote company capabilities and scout market trends.
2. Capture Management (20%)
· Win Themes: Develop the Price-to-Win (PTW) targets and strategic discriminators during the early Request for Information (RFI) and Letter of Interest (LOI) phases.
· Teaming Agreements: Identify, negotiate, and secure written commitments from Canadian subcontractors and small-to-medium businesses (SMBs) to meet Industrial and Technological Benefits (ITB) and Value Proposition (VP) criteria [1.3].
· Risk Management: Maintain the bid risk register, identifying potential showstoppers in DND’s draft terms and conditions early enough to submit formal questions during the solicitation period.
3. Bids Management (70%)
· Bid Ownership: Act as the primary author, editor, and compiler for all volume submissions (Technical, Management, Financial, and Certifications).
· Compliance Matrix: Build and maintain a strict Compliance Matrix mapping every mandatory (M) and rated (R) requirement from the formal RFP to the company's response.
· SME Coordination: Interview internal engineers and external partners to translate complex technical data into clear, compliant, single-voice proposal text.
· Submittal Management: Own the end-to-end electronic submission process via procurement portals (e.g., CanadaBuys / SAP Ariba), ensuring all files conform to strict government formatting, naming conventions, file size limits, and security classifications.
· Quality & Verification: Conduct final "Page Turns" to verify that all mandatory templates, financial tables, and security declarations are completely filled out, free of errors, and signed by authorized corporate officers before transmission.
· Post-Submission Support: Coordinate responses to government Clarification Questions (CQs) and manage contract award notifications or debrief requests.
· Post-Award Handover: Lead the formal post-award transition to the Operations Team, transferring all submitted bid files, contractual schedules, and ITB commitments to ensure flawless execution.
Job Requirements & Qualifications
· Experience: Minimum 7–10 years of experience in B2G sales, business development, or capture management within the Canadian defence sector, specifically focused on Land Systems.
· DND Knowledge: Deep understanding of the Defence Procurement Strategy (DPS), Strong, Secure, Engaged (SSE) / Our North, Strong and Free policies, and the DND project approval process.
· Clearance: Active Secret (Level II) security clearance is mandatory. Controlled Goods Program (CGP) clearance or eligibility is required.
· Education: Bachelor’s degree in engineering, Business Administration, Political Science, or a related field. Equivalent military experience (e.g., retired CAF officer/NCM with procurement background) is highly valued.
· Bilingualism: Professional proficiency in English is required; French language skills are a significant asset.
· Procurement Fluency: Proven experience navigating DIA / PSPC supply arrangements, standing offers, and complex bid evaluation methodologies.
Pay: $100,000.00-$120,000.00 per year
Application question(s):
- Do you have an Active Secret (Level II) security clearance?
Work Location: In person
