Director, Business Development – Government and Defence

ATCO; Ottawa; On-site; CAD 150,000 - 200,000; Full time

Job summary

A prominent business development firm is seeking a Director for Government and Defence. This role focuses on securing new opportunities within North American governments, particularly in defense. The ideal candidate possesses extensive experience in business development, stakeholder engagement, and financial analysis. This is a pivotal position for someone with a deep understanding of defense ecosystems and military procurement processes, with an emphasis on strategic client relationships.

Qualifications

• Minimum of years’ experience in a relevant field.
• Strong understanding of Canadian and international defense ecosystems.
• Knowledge of military procurement processes, including Shipley Method.

Responsibilities

• Lead identification and capture of new business opportunities.
• Strengthen market position and client relationships.
• Oversee proposal budgets and manage proposal progress.

Skills

Business development

Stakeholder engagement

Financial analysis

Negotiation

Education

University degree

Job description

The Director, Business Development – Government and Defence is responsible for identifying and securing new business opportunities for ATCO Frontec with North American federal and provincial governments, with a primary focus on the defence sector.

Responsibilities

Business Development

• Lead identification, resourcing, pursuit, and capture of new business opportunities.
• Ensure BD materials are audience-specific and aligned with strategic messaging.
• Evaluate opportunities against long-term growth strategy.
• Strengthen ATCO Frontec’s market position.
• Communicate the strategic value of products and services.
• Participate in risk identification and mitigation.
• Coordinate cross-functional teams to support bid success.

Account & Client Management

• Develop standards and procedures for account management.
• Build and maintain networks with government and defence contacts.
• Cultivate relationships with key stakeholders and agencies.
• Anticipate client needs and design proactive solutions.

Bid & Proposal Management

• Collaborate with Operations on service development and timelines.
• Source technical expertise for complex requirements.
• Lead the Proposals Team and manage proposal progress and risks.
• Oversee proposal budgets and escalate issues as needed.
• Act as primary contact for potential clients and ensure communication is documented.
• Partner with operations to develop financial and operational plans.
• Assess benefits, costs, and risks of proposals.

Financial & Economic Analysis

• Use financial tools to support recommendations.
• Articulate financial rationale for proposed plans.
• Review financial models and forecasts to evaluate opportunities.
• Analyse sales data to assess growth potential.
• Build business cases using financial and organisational data.

Market Analysis & Research

• Use market analysis to inform strategy and decisions.
• Direct market research to support business initiatives.
• Maintain sector databases and competitive intelligence.
• Translate data into strategic recommendations.
• Monitor global and regional market trends and competitor activity.

Qualifications

• University degree with a minimum of years’ experience.
• Strong understanding of Canadian and international defence ecosystems; military service is an asset.
• Eligible for Government of Canada security clearance.
• Knowledge of military procurement processes, including Shipley Method.
• Strong business and financial acumen.
• Skilled in negotiation and stakeholder engagement.
• Proven customer service and relationship management skills.
• Market and regulatory awareness across defence and government sectors.
• Experience working with Indigenous partners is an asset.

We would like to thank everyone for their application; however, only those being considered for an interview will be contacted.

Final candidates will be required to undergo a Government Security Clearance Check.

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By submitting your resume and personal information to the ATCO Group of Companies, and / or participating in a personal interview, you acknowledge and consent to the collection, use and disclosure of your personal information by the ATCO Group of Companies to determine your suitability for employment opportunities within the ATCO Group of Companies.