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Director, Commercial Development Strategy and Operations At Aimia


Toronto, On

Job Description

The opportunity

Reporting to the Vice President, the Director, Commercial Development Strategy and Operations will support the VP with the growth and business development strategy, sales operations, client solution development and renewals to grow the business.

Based on a sound understanding of consultative selling methodologies, business development practices and loyalty in Canada, the Director will play a lead role in creating the go-to-market strategy including market sizing, the development and execution of prioritization methodologies, prospect opportunity assessment and solution design recommendations for all business development activities. Working closely with the Commercial Development team, the Director will lead the team responsible for financial modelling and preparation of materials for business development activity including sector and corporate analysis, business discovery process and solution development. The Director will be accountable for business development sales operations, including the overall business development sales process and related internal senior leadership meetings, business development reporting and management, and optimization of the company’s business development processes.

The Director will lead required stages within the business development process, including corporate business to business marketing/demand generation and negotiations. Core to success will be his/her ability to become a trusted advisor for all internal stakeholders and prospective clients at the C level by displaying knowledge and expertise and developing strong relationships.

What it entails:

Specifically, the Director, Commercial Development Strategy and Operations will focus on these critical areas:

  • Working with the necessary teams within Aimia, including product business lines, and account management teams, support the VP with the assessment and recommendation of the go-to- market commercial development strategy in Canada
  • Build “go-to-market” sales strategies by vertical and prospect
  • Working with key internal teams, including competitive intelligence, and the analytics teams, perform thorough analysis of market trends, and the competitive landscape to shape the sales strategy
  • Working closely with the finance team, construct comprehensive business cases and financial models utilizing all relevant data sources and various modelling methods to support business development activities in Canada
  • Lead the development of solutions for identified business opportunities, including the ability to be an excellent storyteller and create and deliver above average presentations and proposals
  • Work closely with the commercial development team to support business development activities, ensuring alignment with the corporate strategy, sales processes, and growth plans
  • Develop and deliver a demand generation strategy for Canada, including but not limited to external channel partners
  • Play a key role in championing and managing the overall sales processes and support tools in Canada, including working with the internal teams to create new tools, and collateral that can be utilized to help facilitate business development and deliver upon department business development reporting and forecasting
  • Manage department relationships and ongoing deliverables from key stakeholders i.e. Strategy, Product lines, Account Management, Analytics, Marketing, Legal, and Finance
  • Monitor the development and delivery of business development implementations ensuring sales expectations are met or exceeded, including leading the creation of case studies for use in the business development process
  • In collaboration with the VP, contribute to business planning and revenue forecasting including the on-going support of business unit budget management
  • Coach and mentor the success of team members
  • Prioritize issues and opportunities according to business needs and attractiveness to ensure alignment with the overall corporate strategy
  • Generate new business as required through qualifying potential leads and developing opportunities as required
  • Budget Responsibility - Direct financial and strategic growth targets to be set annually
  • Ensure defined key strategic priorities and goals are met across key areas, including commercial development strategy, and business development operations
  • Encourages and delivers a collaborative and cross functional approach to all activities including an energetic team environment, acting as a senior member of team
  • Ensure direct report team members meet or exceed targets
  • Support the VP and department in meeting and/or exceeding expectations (metrics defined)
  • Ensure commercial Development metrics meet or exceed targets
  • Achieve positive feedback from direct team members, cross functional teams and prospects where there is direct involvement
  • Ensure department Operating Expense (Opex) budget is maintained below or meets target

What’s required to succeed:

  • MBA or a post graduate degree in a related field, preference for a business and/or finance degree
  • 10+ years of demonstrated related work experience displaying progressive leadership positions, preferably within a business consulting environment
  • Above average analytical, financial, operations, sales and client service skills
  • Proven results with client development, complex negotiation and large multi-level relationships with C level individuals
  • Conceptual thinker with a strong ability to understand/develop complex theories and business models quickly
  • Extensive experience in sourcing and understanding market research as well as the ability to author new research to validate models and concepts
  • Demonstrated skills and experience in competitive analysis
  • Ability to lead the development of business plans and think with the long range in mind (3-5 years in future)
  • Superior capabilities with financial analysis, presentation construction and proposal development and delivery
  • Must be able to work with little supervision or direction and yet be a team player and facilitate excellent cross functional team work and delivery
  • Knowledge of the retail, travel and financial services verticals within Canada
  • Exceptional interpersonal oral and written English communication skills required. French language and writing skills an asset
  • Thrives in a fast-moving environment, with high tolerance for change and ability to adapt
  • Experience with sales operations including CRM system management, preferably Salesforce, and direct team management a strong asset
  • Flexibility to travel required (up to 30%)

Excited by this opportunity? We invite you to apply and start the conversation with us.

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