Director of Business Development - Africa

Canadian Bank Note Company, Limited; Ottawa; Hybrid; CAD 90,000 - 130,000; Full time

Job summary

A leading company in secure technology solutions is seeking a Director of Business Development for the Africa region. The role involves driving growth by identifying and securing new business opportunities with government clients. Candidates should have a strong background in complex sales, cultural awareness, and excellent relationship management skills. This is a permanent, full-time position based in Ottawa, with a hybrid work model.

Benefits

Defined contribution pension plan with company matching

Best-in-class health and medical benefits

Access to virtual health services

Progressive fertility and adoption benefits

Qualifications

• 7+ years of complex sales experience.
• Fluency in English and French; Arabic is an asset.
• Ability to obtain Government of Canada Secret clearance.

Responsibilities

• Conduct market research to identify business opportunities in Africa.
• Develop pursuit plans for securing new business.
• Establish relationships with customers and partners.

Skills

Critical thinking

Analytical skills

Communication

Interpersonal skills

Organization skills

Time management

Cultural awareness

Education

Bachelor’s degree in Business Administration, Computer Science, or Engineering

Tools

MS O365

Job description

Company Description

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.

Job Description

Internal Job Title: Director, Business Development - Africa

Job Type: Permanent, Full-Time

Job Location: 18 Auriga Drive, Ottawa, ON

Work Model: Hybrid

Position Summary

As a Director, Business Development – Africa in our International Business Development group, you will play a crucial role in driving Canadian Bank Note Company’s growth and revenue within your assigned region. You will be responsible for building a book of business through prospecting, qualifying and securing new business across a range of solutions with government customers across Africa

Responsibilities

Identify Opportunities

• Conduct market research and analysis to identify potential business opportunities (markets, products, services) that can drive growth.
• Identify business and technical partners within local markets that either prime or support a CBN initiative and augment our solution offering and overall value proposition.
• Stay abreast of industry trends, competitor activities and market conditions.

Win and Retain Business

• Develop and execute pursuit plans and lead the exploration of new opportunities and business activities for both net new accounts and existing accounts while adhering to CBN principles, values and ethics.
• Establish and lead virtual CBN teams (Marketing, Design, Systems/Software Development, Manufacturing, Support, etc.) in pre-sales activities and preparation of Request for Proposal (RFP) responses.
• Lead contract negotiations and secure favourable terms that support win-win outcomes for CBN and our customers while meeting profitability goals.
• Maintain close contact with the customer throughout the implementation, deployment and operational phases of projects and establish yourself (and CBN) as a trusted partner and advisor.
• Monitor performance compliance activities for new and existing accounts and ensure superlative service delivery performance and a superior customer experience.

Relationship Management

• Establish and maintain strong, long-term, trust-based relationships with potential and existing customers, partners and stakeholders.

Leadership and People Management

• Manage assigned Business Development team members (Account Manager, Account Associate) and foster their development in complex solution selling, business relationship building and effective customer management.

Qualifications

Knowledge and Experience

• Bachelor’s degree in Business Administration, Computer Science, or Engineering
• Knowledge of the following:
• Complex (enterprise) sales
• RFx, protracted sales cycles, compliance, etc.
• IT system fundamentals
• Customer service fundamentals
• 7+ years of complex sales experience
• Previous professional experience within Africa

Technology

• Proficiency in MS O365

Soft Skills and Characteristics

• Critical thinking skills
• Analytical skills, problem solving skills
• Interpersonal skills
• Communication, relationship building, teamwork and collaboration, leadership
• Organization and time management skills
• Self-directed
• Cultural awareness
• Integrity

Mandatory Requirements

• Fluency in English and French (additional fluency in Arabic is an asset)
• Ability to travel internationally approx. 24-28 weeks/year
• Ability to obtain and maintain Government of Canada Secret (Level II) clearance

Additional Information

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.