Marshall Land Systems is seeking a Business Development Manager to join our team in Ottawa, ON. Reporting to the Head of Growth, Sales, and Bids, this role focuses on identifying, shaping, and capturing opportunities with key stakeholders including Department of National Defence, Public Services and Procurement Canada, and Innovation, Science and Economic Development Canada.
This role plays a central part in driving pipeline development, cultivating strategic partnerships, and securing major programs that align with the priorities of the Canadian and U.S. Armed Forces, as well as MLS capabilities.
The purpose of the position is to develop and execute a dynamic growth plan in alignment with the MLS business strategy, identifying and advancing new business opportunities to achieve sales growth across the North American region (NORAM), with a focus on the Deployable and Mission Critical Infrastructure (DMCI) and Integrated Platform Solutions segments.
Your responsibilities in this role:
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Create a NORAM account with a strategy and implementation plan to develop new business and achieve sales as part of a growth strategy for the Canadian and US markets.
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Take ownership of 5-year plan, including current in-year WRE opportunities and expand business development activities and support and promotion of marketing campaigns.
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Generate regular forecasts and reports so that the Head of Growth, Sales and Bids can monitor progress Vs Order Intake and Order Intake Growth.
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Deliver against agreed Order Intake targets for the region.
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Maintain the region-specific opportunities Sales Pipeline tool with accurate and up to date information.
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Expand and update a stakeholder map to target and build key relationships across the region with MODs, Front Line Commands (FLCs), R&D organizations and Procurement.
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Understand the status of both current and future NORAM programs and seek opportunities for MLS to position, either directly with the customer, or via Prime Contractors working in conjunction with the MLS Growth team.
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Identify alternative Routes to Market (RTM) to achieve growth including Other Government Departments (OGDs), consortia, academia and commercial organizations.
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Develop sales campaigns and ensure they are updated continually to target key leads, prospects and opportunities.
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Accelerate the progression of current and new opportunities through the Win The Business (WTB) process in line with the Sales Pipeline and agreed targets for the next 5 years.
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Lead and execute significant new business campaigns in NORAM for MLS working across the matrix organization.
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Take current NORAM capabilities and latest defence trends to translate these requirements to inform the technology roadmap and identify new opportunities for MLS.
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Actively market and promote MLS across NORAM to position the business to exploit opportunities for the DMCI and IPS segments via LinkedIn and other approved channels.
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Other duties as assigned.
Apply if you have most of the following:
Education:
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Degree educated (ideally in a sales, marketing or communications) (desirable) Bachelor's degree in Sales, Marketing, Communications, or a related field preferred.
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Relevant military experience (desirable).
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Considerable experience working in the NORAM Defence environment (MoDs and Primes).
Experience:
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Proven experience within business development, capture, or program management in defence or aerospace.
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Understanding of the how to exploit the defence market, key trends and technology developments for the NORAM markets Valuable expertise in the defence sector, specifically within the NORAM market.
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Demonstrate an understanding of key opportunities within the NORAM military, especially the Land environment.
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Proven track record in navigating DND/national security procurement processes and regulatory compliance.
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Ability to undertake market analysis and then craft effective account strategies and plans.
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Development of close and collaborative tri-Service and commercial NORAM relationships up to and including the most senior stakeholders.
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Experience with the Shipley bid process is an asset.
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The operation of key account management processes both internally and externally to achieve and exceed business targets and outcomes.
Behavioral Competencies:
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Work with tenacity and energy to maintain the momentum required to update and deliver the NORAM account plan progressing multiple campaigns and opportunities.
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Demonstrate accountability through owning actions and delivering against commitments.
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Instill trust and integrity through building honest, transparent and respectful relationships at every level.
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Collaborate with the Growth team and key stakeholders in the business through influencing the team and wider organization to deliver teamwork through working together around the Integrated Sales Pipeline Environment to deliver outstanding results.
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Challenge with courage the status quo and seek innovative approaches to improving business performance through problem solving.
Technical Competencies:
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Experience of the NORAM and NATO Defence market from a military or commercial perspective.
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Track record of successfully achieving business growth and sales year on year and hitting targets in NORAM.
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Existing tri service client relationships across NORAM across the multi domain environment.
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Knowledge of NORAM culture, business development, contract awards, current procurement trends and customer buying behaviours.
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Excellent interpersonal, presentation, and communications skills (written and verbal), and an experienced negotiator.
Additional local needs
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Frequent travel required across Canada and the US.
Must be eligible to meet the requirements of export control regulations, including the Canadian Controlled Goods Program and Canadian government security requirements.
Salary Range
The range for this position is $125,000 to $140,000 commensurate on qualifications and work experience.
About Marshall Land Systems:
Marshall Land Systems is a Canadian-owned global company with an unrivalled pedigree of British engineering excellence. From its origins in Cambridge, UK, through more than a century of innovation, pioneering advances from the nose of Concorde to the early Hydrogen fuel cell technology that ultimately powered the moon landings, Marshall engineers now continue to innovate specialist vehicles and infrastructure for NATO forces across the world.
From bomb disposal vehicles to deployed shelters, from command and control to CT scanners on the battlefield, Marshall Land Systems protects people in critical situations with the very best in engineering. It employs 600 people with major facilities the UK, Canada, and the Netherlands.
