Business Development ManagerFile Reference Number: CM-092

1. Identify new business opportunities - including new markets, growth areas, trends, customers, products and services that align with CCOHS’s strategic plan. (45%)
   

   Seek out the appropriate contact in an organisation to generate leads and contact prospective clients.

   Meet with clients to better understand their needs and respond with a plan of how to meet those needs.

   Negotiate and prepares proposals, memorandums of understanding and associated contracts and present to clients.

   Collaborates with Service Unit management teams to transition new clients to the Centre to ensure contracts are processed in ERP system and clients are invoiced accordingly.

   Monitors contracts and memorandums of understanding to ensure CCOHS is in compliance with all reporting and legal requirements, fulfillment of contractual and budget obligations.

2. Manage sector-specific roundtables for the execution of CCOHS 5-year strategic plan. (20%)
   
   Collaborate with CCOHS departments and Service Units so that potential new products and services arising from sector-specific roundtables are incorporated into departmental and Service Unit business plans.


3. Manage and direct the work of project managers (2 positions to be created) who support the execution of CCOHS 5-year strategic plan. Directs and monitors staff performance and provides coaching and feedback. (15%)


4. Attends industry events to build CCOHS’s presence and generate qualified leads. (10%)


5. Perform other related duties as assigned. (10%)

The Business Development Manager is responsible for identifying and developing partnerships and providing senior management with recommendations on new business opportunities and optimization of current products and services. The position will also identify trends to enable CCOHS senior management in making the best decisions for new products and services as well as support strategic projects and initiatives.

The Business Development Manager is responsible for developing business solutions to support the strategic plan of the Centre by creating and managing the business development process through researching, managing, writing and editing proposals, Memorandums of Understanding and associated contracts and presenting completed contract and agreements to clients. This position relies heavily on collaboration with other CCOHS departments and Services Units to ensure proposals are reflective of CCOHS technical, financial, technology and communications requirements.

This position liaises with CCOHS management and partners to identify opportunities and maintain relationships with prospective clients. It identifies, responds to, and tracks opportunities to promote CCOHS products and services.

This position requires knowledge in conducting analysis needed to identify the Centre’s competitive advantage over similar businesses /organizations in the Health and Safety sector and experience in closing new business deals which includes developing and negotiating contracts; integrating contract requirements with business operations. This position has the authority to negotiate agreements on behalf of the Centre, ensuring that input from departments and service units are incorporated.

In addition, this positon must have sound knowledge of Treasury Board Secretariat, Financial Administration Act for contractual compliance requirements.

An in depth understanding of project management principles from ideas to proposal to implementation, and broad knowledge of promotion and sales theories and techniques is required. This position will be responsible for the management and performance of project managers who will support the execution of CCOHS’s strategic plan.

The Business Development Manager assesses problems and situations to identify causes, gather and process relevant information to generate possible solutions, and make recommendations and/or resolve issues in a manner that enhances customer satisfaction while adhering to CCOHS financial and other policies.

The incumbent in this position must know how to assess situations to determine importance, urgency and risks, and make the best decisions which are timely and in the best interests of CCOHS.

The incumbent should have a broad understanding of the field of occupational health and safety and adult education.

The incumbent is required to set priorities, monitor progress towards set business plans/goals, and track details, data, information and activities. The incumbent must align CCOHS strategies with goals, create and implement action plans, and evaluate the progress and results.

This position is responsible for developing relationships and partnerships with all stakeholders to execute business plans and achieve required results. The incumbent should be equally comfortable liaising with all levels of client organizations, including senior leaders, as a representative of CCOHS. The incumbent must be a confident public speaker.

The incumbent must foster a highly collaborative environment as results of this position will touch every department and Service Unit at CCOHS.

Physical Effort: The employee works at a computer (keyboarding and mousing to read and reply to e-mail, prepare reports, review information, etc.) for the majority of the work day. The work is interspersed with non-computer based activity, such as reading, thinking, proof-reading, photocopying, filing. The employee has some control over the workload and has the opportunity to get up, stretch, and walk on a regular basis.

Physical Environment: When in the office, the employee works at a desk and/or a computer workstation with a keyboard and a mouse for the majority of the work day. The workstation and desk are ergonomically set up, with a wrist rest, mouse rest, document holder, task lamp, as required. The lighting meets standards and there are adjustable blinds on the windows as required. The building environmental controls meet general office requirements. There is an increased risk for RMI (intensity, frequency, duration, awkward position) due to high job demands from unavoidable situations. When travelling, the employee may have less than ideal workstation conditions.

Sensory Attention: The position requires concentration to compose, enter data, proof-read, quality assure, read routine information, communicate with others via e-mail, search for information and listen to others carefully. There is a need to listen attentively to understand and resolve issues. Preparing, researching and writing contracts/ memorandums of agreements.

Mental Stress: There are priorities and deadlines which need to be met on a regular basis. There are interruptions from colleagues, staff, supervisor or client telephone calls. The employee has some control over the pace of work . There are disruptions to life-style caused by regular travel requirements. There are some shifting and competing priorities. There is a consequence of missed deadlines or errors.

• Bachelor's degree in Business or Engineering.
• 6-8 years of experience in negotiating technical or consulting services contracts.
• Demonstrated success in business development including knowledge of the marketing and sales process, and developing professional relationships with government, not for profit or private sector organizations.
• Ability to build and maintain strong working relationships with internal and external stakeholders; able to effectively communicate issues, actively engage and influence others.
• Effective negotiation skills.
• Proactive relationship building and facilitation skills.
• Demonstrated ability to guide and influence people.
• Well-developed collaboration skills.
• Well-developed project management skills.
• Exceptional written and oral communication skills using tact and diplomacy, including preparation and delivery of presentations.
• Ability to develop a good understanding of the CCOHS products or services
• Broad understanding of the field of occupational health and safety and workplace adult education.
• Experience with CRM and ERP systems.
• High attention to detail and a focus on fact-based decision making.
• Excellent coordinating, scheduling and organizing skills.
• Ability to communicate in both official languages is highly desirable.