Purpose of the Job:
The Director, Business Development – Defence is responsible for identifying, shaping, capturing and winning new defence and government services business in Canada, with a strong emphasis on DND, CAF and other federal security organizations. The role will focus on market strategy, customer relationships and bid leadership for complex, multi-year defence programs.
Primary Duties and Responsibilities:
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Strategy and Market Development
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Develop and execute Canadian defence market strategies aligned to corporate growth campaigns and growth objectives
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Build and extend Serco relationships and promote Serco capabilities and value proposition
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Maintain situational awareness of Canadian political, economic and defence procurement environments and assess impacts on opportunity pursuit
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Opportunity Identification and Capture
- Identify, qualify, pursue and capture large-scale and smaller defence opportunities, including services, sustainment, training and technology-enabled programs
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Lead pursuit efforts from a business development perspective, including shaping customer requirements, coordinating internal contributors, aligning partners and developing win strategies
- Customer research and cultivation of client-side support, competitive intelligence and, as required, partner and supplier management
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Proposal and Commercial Leadership
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Work with Capture teams for larger opportunities or lead capture activities for smaller pursuits, to ensure solution development, technical, financial and operational coherence of bid submissions.
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Evaluate opportunity financials, risk profiles and long term value to the business
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BD Administration
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Manage to the overall pursuit and capture budgets
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Timely and accurate revenue forecasting and reporting the status of all active opportunities through corporate systems and in regular Business Development team calls and meetings.
- Perform due diligence and analysis on business development / new venture opportunities, including preparation of reports and forecasts.
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Travel as required
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Other related duties relevant to this position as may be required.
Essential Skills and Capabilities:
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Bachelor’s degree in Engineering, Business Administration
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10+ years of experience in Canadian defence, aerospace or government services sectors, demonstrating strong business development background of proven success and established relationships in the federal government and within the Canadian Defence sector
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Experience in managed services, solutions
- Experience in bid and proposal activities, with transferrable experience in project/capture and proposal management
- Ability to work collaboratively with the leadership team and act as an enabler of key projects and initiatives,
- Proven experience in developing and successfully executing sales/acquisition strategies for medium and large contracts ($25M - $500M).
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Experience delivering the full life cycle of business development activities, including market analysis, accounts planning, account management, opportunity identification and qualification, overall pipeline management, and the development and execution of win strategies.
- Successful legacy of meeting goals for consecutive years.
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Experience developing and maintaining strategic business plans, account plans (Opportunity Management Plans), marketing plans and budgets, and developing and measuring performance objectives.
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Must have excellent communications skills (verbal and written) and highly effective interpersonal skills to carry out daily interactions with technical leaders, business executives, customers, teammates/partners and subcontractors.
- Must be SECRET level security cleared with Canadian Department of National Defence
- Flexibility for regular travel within Canada and internationally
- Data driven decision making mentality, sound business judgment through highly developed analytical thinking
- Bilingual (French/English) is strongly preferred
Health & Safety:
- Ensures the on-going maintenance of safe, healthy and sustainable working environment
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Ensures employees are in compliance with the H&S rules and regulations
Other:
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Comply with Serco Canada Inc. policies and procedures
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Performs other tasks as assigned.
Serco Canada Inc. strives to make an impact every day across 100+ sites in the areas of Defense, Citizen Services, and Transportation. We help our clients deliver vital services more efficiently while increasing the satisfaction of their end customers. Serco serves the Canadian Federal and Provincial governments and commercial clients. While your place may look a little different depending on your role, we know you will find yours here. Wherever you work and whatever you do, we invite you to discover your place in our world. Serco is a place you can count on and where you can make an impact because every contribution matters.
Our Total Rewards package includes competitive pay, performance-based incentives, and benefits that promote well-being and work-life balance—so you can thrive both professionally and personally. Program availability may vary based on factors such as contract type, location, hire date, and applicable collective bargaining agreements.
Salary range: The range for this position can be found at the top of the posting. This range is provided as a general guideline and represents a good faith estimate across all experience levels. Actual base salary will be determined by a variety of factors, including but not limited to, the scope of the role, relevant experience, job-related knowledge, education and training, key skills, and geographic market considerations. For roles available in multiple provinces, the range may vary to reflect differences in local labor markets. In addition to base salary, eligible positions may include other forms of compensation such as annual bonuses or long-term incentive opportunities.
To review all Serco benefits please visit: https://careers.serco-na.com/us/en/about-us.
Serco complies with all applicable federal, provincial, and local leave laws This is a Canada-based role and this position is for an existing vacancy, unless stated otherwise in the job description. Please submit applications exclusively through Serco’s external (or internal) career site. If an applicant has any concerns with job posting compliance, please send an email to: [email protected].
