Business Development Manager - Defence & Security

at  Global Spatial Technology Solutions

WHAT WE DO

Global Spatial Technology Solutions (GSTS) is a Global Maritime Intelligence company delivering solutions to enhance decision making across the maritime and logistics industry. Our platform, OCIANA, is designed to save lives, energy and the environment on a global scale using innovative data collection and analysis techniques.
GSTS is building up a team to support the continued development and commercialization of this capability that will have a major impact on maritime risk and vessel efficiency on a global scale. We seek individuals with drive, initiative, and motivation to join our team and make the world a safer, greener place for all. Read more at: www.gsts.ca

EXPERIENCE & QUALIFICATIONS

• 5+ years of experience in business development or sales, with at least 10 years in the maritime security sector.
• Hands-on experience in managing customer relationships and closing sales, and business development activities in the maritime security sector
• A dynamic and energetic presence with strong customer relationship management skills
• Proven experience dealing with the Canadian Government procurement and RFQ/RFP processes
• Able to work effectively in a team in diverse / multiple stakeholder environment
• Must be fluent in English (written and oral), additional languages are an asset
• Excellent written and verbal communications skills
• The ability to work in a team in a diverse / multiple stakeholder environment

THE ROLE

The BD Manager – Defence & Security is responsible for supporting growth within the defence and security industry by developing capture strategies that align with corporate objectives. In addition to closing sales, you are responsible for nurturing relationships with existing customers, following up with prospective customers, and supporting the product team by identifying future operational requirements.
You should have a demonstrated track record with a strong background in defence and security business development, and a solid understanding of maritime security and operations, as well as Canadian ITB policy. You will foster existing customer relationships and create opportunities for expansion within client accounts, including Canadian and international customers, as well as leading maritime defence and security prime contractors.

KEY RESPONSIBILITIES

• Act as the primary point of contact to the customer, with a specific focus on assigned business areas
• Develop opportunities with existing and new customers
• Lead engagements with potential customers to define product configuration and operational requirements
• Support the execution of international capture strategies
• Strategically develop new business solutions and successfully influence outcomes
• Navigate the Canadian Government procurement processes, including RFQ/RFP management
• Work diligently to increase product awareness by building and maintaining relationships with prospects
• Prepare and conduct customer visits, calls, presentations and negotiations
• Liaise with operations team on pricing/RFQ/RFP preparation and contracts
• Input and maintain timely updates of account activities utilizing the Salesforce system
• Facilitate the seamless transition of customers to Operations, ensuring all requirements and expectations are clearly communicated and met
• Participate in and support international conferences and trade shows