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Mission:

• To ensure the retention, growth and profitability of assigned key federal government accounts.

Qualifications:

• A University Degree in Business, Commerce, Science, Engineering or Economics.
• 10+ years of account management / development, ideally in systems and solutions
• Fluently bilingual in both official languages (written & spoken)

Responsibilities:
As a key member of the business development team the Account Director will be accountable and responsible for the following:

Relationship Development

• Develop complete understanding of customer organization including objectives, priorities, plans and critical stakeholders, influencers and decision makers.
• Identify and develop relationship with Critical Decision Makers and develop and maintain a sound relationship network across the organization.
• Provide effective and efficient service through proactive monitoring of CBN service level performance, regular dialogue with internal CBN departments on critical issues/risks and mitigation strategies and effective management of customer expectations.
• Listen for and identity requirements / needs AND help customers to identify needs.
• Ensure timely resolution of all issues.
• Maintain daily on-site presence.

Contract Management

• Coordinate all contract management activities including, but not limited to, contract negotiations, scope changes, documentation, monitoring schedules, contract renewals, customer presentations, service level monitoring & performance evaluations, invoicing and payables.

Enhancing Market Share

• Work with the Executive Director and Business Unit management team to determine strategic direction for key accounts.
• Prioritize and develop strategies to extend and expand CBN solutions within key accounts.
• Develop and maintain an Account Plan for a complete range of account maintenance and development activities for each account.
• Lead clients through a consultative development/sales process, with a problem solution technology approach leveraging CBN domain expertise.
• Manage all phases of the development/sales life cycle from developing the demand, through to closing new business.
• Assist the North American business development team in pursuing other opportunities outside assigned accounts as required.

Forecasting and Reporting

• Maintain account forecasts and prepare monthly updates on actuals to budget, order timing, revenue forecast, invoicing, and review profitability performance.

Solution and Business Knowledge

• Develop a comprehensive understanding of CBN.s solution offerings and keep abreast of new developments and technology.
• Develop a comprehensive understanding of all CBN business practices and procedures.

Skills and Abilities:

Proven track record in:

• developing and growing business with specific, assigned clients
• developing and maintaining strong and trusted relationships with customers
• consistently achieving and exceeding established sales targets and objectives
• managing multiple, complex virtual teams simultaneously
• networking within all levels of the customers organization
• negotiation and arbitration skills, leading to .win-win. resolutions

Ability to:

• stay focused and positive during prolonged delivery and account growth cycles
• ensure effective use of resources
• work independently or in a group setting
• convey ideas and information effectively and efficiently
• think strategically, see the .big picture. while retaining focus on contracting and delivery detail
• listen for and identity requirements / needs

Other:

• Listening and interpretive skills to facilitate and maintain effective customer relationships.
• High degree of tenacity and persistence to get tasks completed on schedule.
• Excellent communication skills and ability to convey ideas and information effectively and efficiently both within CBN and within assigned accounts
• Extremely motivated, meticulously organized, possessing premium analytical skills.
• Ability to work independently or in a group setting
• Strong understanding of deadlines and commitment to schedules
• Performs well under pressure
• Able to travel up to 1 month per year
• Ability to obtain & Maintain a Government of Canada Secret Level II security clearance

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