Business Development Manager

Type of Engagement:

Business Development Managers at SOMOS act as a link between clients and our company. They report to the Sales Manager and liaise between the client, consultant resources, and a range of company staff in order to coordinate the details of proposals and engagements. They work strategically and proactively to increase the awareness and use of SOMOS’ services.

The work objective of a Business Development Manager is to contribute to establishing SOMOS as a leading provider of consulting solutions and training services in established and prospective markets. This role drives the promotion and development of new revenue and maintenance of client accounts for SOMOS’ management consulting and corporate training services within assigned target markets (Ottawa, Federal Government, High Technology, IT, Business and HR Managers). The position is also responsible for contract management during the delivery of consulting or training services.

Engagement Period:

Indeterminate

Location:

Ottawa

Required Skills:

Complement of leadership and administrative abilities.
Exceptional oral and written communications skills, including skills in communicating complicated technical details.
Exceptional interpersonal skills with a demonstrated ability to work collaboratively.
A proactive and organised approach with an ability to deal with a broad range of consulting professionals.

Engagement Description:

Responsibilities for this position fall within the categories of: Sales Prospecting; Proposal Evaluation and Development; Client Relationship Management; and Sales Administration/Forecasting & Management Reporting.

Sales Prospecting

Generate revenue with new clients through aggressive prospecting and maintain client relations among existing client contacts for consulting services and occasionally for training services.
Devote approximately 75% of prospecting activity to new clients.
Close, service and follow-up on sales of consulting services.
Develop strategic account plans designed to increase opportunities and revenue with new clients.
Develop strategies to quantify and qualify new consultants.
Develop RFP opportunities through client meetings.
Become familiar with the clients' operating environments including business culture, procurement regulations/controls, competition and the impact of changes to these areas.
Develop relationships and strategic alliances with other vendors to penetrate key markets as required.

Proposal Evaluation and Development

Review client requirement documents and specifications to determine whether requirements are appropriate to SOMOS’ corporate objectives and determine whether SOMOS can satisfy the requirements and deliver the services requested.
Support proposal preparation by guiding or authoring methodology development when required for proposals.
Sign-off and carry responsibility for overall proposal content and quality, including resource selection.
Work with SOMOS’ Resourcing professionals in the processes to recruit and interview consultants for contract opportunities, including rate negotiations.
Negotiate professional rates with consultants.

Client Relationship Management

Liaise with, and act as the link between the client and consultants through regular contact with both, ensuring that communication flows effectively.
Monitor the service delivery process by working with clients and consultants to ensure engagements are completed on time and on budget.
Regularly use SOMOS’ Customer Relationship Management System to track leads, calls and pending opportunities.
Manage SOMOS staff to ensure corporate training courses are scheduled and delivered appropriately to clients, and that follow-up activities and close-out are effectively managed.

Sales Administration/Forecasting & Management Reporting

Responsible for final sign-off on the administrative work associated with client services (consultant invoicing and billing to clients).
Maintain and update records of sales status activity on a weekly basis to generate reliable reporting and management of sales forecasts and resource allocation.
Participate in weekly management meetings to report on monthly sales forecasts and targets.

Experience:

The successful candidate will be able to demonstrate 5 years experience selling complex solutions or services to senior-level decision-makers.

Education:

An undergraduate degree, preferably in a technical or business discipline.

Language Requirement:

Fluency in English
Fluency in French would be an asset.

Certifications:

None

How to Apply:

If you are interested in this opportunity and believe that you qualify, please click here and quote opportunity number R06101601 - Business Development Manager.

Clearance Requirement:

Eligible for Secret Level Clearance.