Canadian Bank Note Company (CBN) is a trusted leader in secure technology solutions for governments and businesses worldwide. The company operates across various business domains, including currency production, border security, civil identity, driver identification and vehicle information, excise control, lottery and charitable gaming.

Our 7 Core Principles shape and guide our corporate behaviours and underpin the sense of community you will experience at CBN. We pride ourselves on fostering a supportive and collaborative work environment, where employees are valued for their contributions and encouraged to grow professionally.

At CBN we seek long-term relationships with our employees and recognize and reward them with a competitive total compensation package that includes:

• An industry-leading defined contribution pension plan with company matching contributions (up to 5%) and payment of service fees;
• Best-in-class health, medical, and life insurance benefits;
• Access to virtual and telehealth services and apps; and
• Very progressive fertility, adoption, and surrogacy benefits to support all definitions of family.

Internal Job Title: Director, Business Development

Job Type: Permanent, Full-Time

Job Location: 18 Auriga Drive, Ottawa ON

Work Model: Hybrid

Security Clearance Requirement: Government of Canada Secret (Level II) clearance

Position Summary

As a Director of Business Development in our Drivers & Vehicle group, you will play a crucial role in growing our portfolio of North American government customers who trust Canadian Bank Note Company, Limited (CBN) to design, develop and deploy leading edge identity documents (driver's licences and identification (DL/ID) cards) and entitlement systems.

Our ideal candidate has an extensive background in enterprise level software/systems solution sales or business to government (B2G) sales in a customer-centric environment. They understand the challenges and opportunities related to system modernization and digital transformation. They will welcome travel and the face-to-face relationship-building opportunities that it affords. They have proven success in pursuing and acquiring new customers, solving problems for customers, influencing decision-makers across complex matrixed organizations, and navigating government procurement.

Responsibilities

Strategic Planning & Business Development

• Establish a plan for a complete range of business development activities within an assigned set of territories and prioritize and develop strategies to pursue the established plan.
• Participate in strategic planning, business development and marketing activities.
• Maintain business development plans and prepare monthly updates on order timing and revenues, adapting plans when necessary to ensure targets are met.

Sales & Opportunity Management

• Manage all phases of the development/sales life cycle from developing the demand, through to closing new business.
• Lead clients through a consultative business development/sales process.
• Establish and build relationships with the company's existing customer base, identifying new opportunities and working to grow our share of the customers' business.

Client & Stakeholder Engagement

• Identify and introduce key decision makers in target Governments to our products and services.
• Develop and maintain relationships with decision makers with target Governments.
• Manage customer relationships during project implementations and throughout the maintenance and support period in collaboration with Service Delivery teams.

Cross-Functional Leadership & Collaboration

• Effectively lead virtual teams drawn from other departments in order to prepare proposals and direct the complete range of pre-sales activities for potential customers.

Product & Market Knowledge

• Become fully knowledgeable on the complete range of CBN products and services while keeping abreast of new developments and technology.

Team Leadership & Development

• Manage assigned team members and foster their development in complex solution selling, business relationship building and effective customer management.

Education and Knowledge

• Bachelor's degree in Business, Marketing or Information Technology
• Knowledge of the following:
  • Consultative selling
  • Complex B2G sales (protracted sales cycles, RFx responses, compliance, etc.)
  • Financial fundamentals for business

Experience

• 10+ years of enterprise level technology or industry related sales experience

Technology

• Proficiency in MS O365

Soft Skills, Personal Traits and Competencies

• Authentic customer-focused approach.
• Exceptional listening, relationship building and communication/presentation skills.
• Critical thinking skills.
• Positive and collaborative leadership skills
• Personal effectiveness skills:
  • Initiative, self-motivation and adaptability.
  • Organization and time management.
  • Continuous learning.

Mandatory Requirements

• Language: Fluency in English (fluency in French is an asset)
• Travel: Ability to travel within North America approx. 8-16 weeks/year
• Security Clearance: Ability to obtain (in a timely manner) and maintain Government of Canada Secret (Level II) personal security clearance

Canadian Bank Note Company (CBN) is committed to fostering a diverse and inclusive workplace where all employees are treated with dignity and respect. We are proud to be an equal opportunity employer and do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other legally protected status.

We provide equal employment opportunities to all individuals, including women, Indigenous Peoples, persons with disabilities, visible minorities, and members of the 2SLGBTQ+ community. Our commitment to equity extends to all aspects of employment, including recruitment, hiring, promotion, compensation, benefits, training, and development. As part of our commitment to providing an inclusive, barrier free selection process, we ask that if you are contacted regarding the competition for this position, you advise the interview coordinator or any accommodation measures you may require.

At CBN, we value the unique perspectives and experiences that each employee brings to our organization, and we are committed to maintaining a workplace that reflects the diverse communities we serve. We believe that diversity and inclusion drive innovation and success, and we strive to create an environment where every employee can thrive and contribute to our collective goals.