B to B Services – Vice-president Business Development

Our client provides complex B to B services to small and large organizations across Canada. Selling direct and through channel partners, the firm is the leader in its field.

Our client’s addressable market sector ecosystem is sizeable with industry experts predicting continued growth well into the foreseeable future. Specific target markets also continue to grow and evolve creating exciting opportunities for future growth. Our client’s mission is to deliver the highest value to its customers with unparalleled service levels, broad national capabilities, and deep technical knowledge.

Our client is Toronto-based and boasts a blue-chip private ownership group.

Scope of Position

Reporting to the CEO, the Vice-President Business Development will assume responsibility for driving both revenue generation and business expansion to existing and emerging markets. Working as a member of the senior executive team this will involve contributing to the overall sales and marketing strategy while driving top line revenue growth through a small yet highly dynamic business development team.

Functional Tasks

• Support the CEO in refining the roadmap for the business. This will include an assessment of the company’s existing market opportunities, competitive positioning and growth opportunities going forward.
• Leading by example, drive and support the business development organization related to value-added services in attaining revenue and margin goals by market and geography.
• Develop the marketing strategy and plan relating to geographic markets to enter as well as product and services mix offerings in each of those markets.
• Provide leadership to the lead generation and marketing organizations to ensure that their efforts are effective and aligned to the sales organization’s needs.
• Participate as an active member of the management team, fostering an environment of high performance and co-operation.
• Play a lead role in developing high level relationships with key accounts and partners including developing the account development plans themselves.
• Work directly with lead customers in emerging markets providing feedback to CEO on the viability of said markets and make recommendations on investments required to effectively pursue.
• Provide constant feedback to the CEO on the status of all pipeline, sales and business development activities.
• Provide feedback to engineering on market requirements and trends to ensure that technology roadmap aligns with market requirements.
• Spearhead and nurture existing and new senior level relationships with channel partners. Recommend means by which to enhance the channel’s overall effectiveness.

Key Performance Deliverables

In light of the identified responsibilities, the following are specific deliverables that the position is designed to achieve.

• Revenue and margin to budget – monthly and annual
• Quality and robustness of market plans
• Quality and performance of business development team members
• Year-over-year growth
• Business line extensions/new business development

Competency Profile

The following competencies listed below define the role of
Vice-President Business Development
at our client:

Results Orientation
Focuses strongly on achieving agreed upon outcomes and ensures that key objectives are met. Conveys a sense of urgency and drives issues to closure. Aims to improve upon past performance. Establishes aggressive personal targets and strives to achieve them. Stays ahead of the noise and sets the tone and agenda daily to drive the management team and employees towards the company’s goals.

Planning & Objective Setting
Systematic in approach to work. Produces action plans in which objectives are defined and steps for achieving them are clearly specified. Plans by breaking down large task into subtasks. Develops plans that anticipate obstacles. Is realistic about time-scales and builds in appropriate checkpoints, milestones and controls in order to ensure that desired results are realized.

Information Seeking
Consults widely for business or technical advice, probes for facts and obtains information from a wide variety of sources. Differentiates the critical from the irrelevant or trivial.

Industry & Market…