OPPORTUNITY PROFILE Director, Business Development THE ORGANIZATION MAXIMUS CANADA MAXIMUS is a world-wide leader in administering government programs, often referred to as Business Process Outsourcing (BPO). With more than 30 years’ experience, MAXIMUS Inc. has become one of the largest international firms dedicated to serving public sector clients. Globally, MAXIMUS is a team of 12,000 dedicated professionals based in offices in the USA, Canada, Australia, Saudi Arabia and the UK. MAXIMUS Inc. is publicly traded on the New York Stock Exchange (NYSE:MMS) with an annual revenue of more than $1B USD. MAXIMUS Canada Service Inc. provides services in the management and operation of government programs, as well as being a leading developer of software and IT services for the health sector. MAXIMUS Canada has the expertise and specialized knowledge of a highly-skilled workforce of over 800 employees, currently supporting the Health and Human Services sectors of government. In BC, MAXIMUS Canada is responsible for the administration and delivery of two of the Province’s most important health care programs: The Medical Services Plan and PharmaCare. MAXIMUS technology product, Medigent® is a comprehensive suite of eHealth products designed to save a healthcare system time and resources. Medigent® modules are implemented in ten Provinces and Territories across Canada. With its expertise in health and human services program administration, business process, outsourcing capabilities and information technology products and services, MAXIMUS Canada is positioned for significant growth in this dynamic environment. To learn more, visit: www.maximuscanada.ca and www.maximus.com THE OPPORTUNITY DIRECTOR, BUSINESS DEVELOPMENT Under the direction of the President, partnering closely with the Business Development Team, the Director, Business Development (Western Canada) (“Director, BD”) will be accountable for planning and executing sales strategies within a defined territory to achieve revenue and profit objectives. Primary accountabilities include: managing the pipeline from end-to-end; sourcing new business opportunities; and effectively managing the engagement process through to capture to maximize revenue and profit generation. Initially this is a senior-level, individual contributor role, with the potential for growth for the ideal candidate. Because of the uniquely long sales cycle inherent developing BPO solutions with government, and the amount of energy and resources that are put into the bidding and solution design process, MAXIMUS is looking more for a trusted advisor and “deal quarterback”, than a traditional short-term “closer”. The successful candidate must be able to understand the political a technical nuances, as well as the cadence of the public sector business development. Leveraging the expertise of a highly qualified team of professionals, the Director, BD will craft outcomes-based solutions that jointly benefit the taxpayer, the government and MAXIMUS Canada. For the right individual, this is a prime opportunity to work with the world’s leading BPO service provider at a critical juncture in MAXIMUS Canada’s evolution. As the success of MAXIMUS Canada’s BPO services gains traction across the country, the growth will increase exponentially. MAXIMUS CANADA Director, Business Development (Western Canada) 1 Key Responsibilities The Director, BD will be accountable for the achievement of Fiscal Revenue and Profit Objectives: Sales Management Lead a profit-focused team that delivers valued services and solutions to our clients, which contributes to meeting Corporate goals; Manage existing account(s), annuity revenues, with a balanced focus to sustain and grow legacy and source new business development opportunities; Direct complex RFP processes with the support of the business development team; Manage effectively within assigned expense and resource budgets; and Ability to make price and contract commitments that support organizational objectives. New Business Opportunities Leave no stone unturned; continuously seeking new and innovative sales strategies to build the business, both locally and nationally; Assertively pursue appropriate opportunities with a focus on achieving new and incremental revenues; and Effectively overcome obstacles, ambiguity and complexities to achieve results Account Management Interact with client Executive team to lead, contribute and ensure execution of well-defined account plan, taking into consideration marketing strategy, assigned customer targets, and client needs; Develop and maintain key client and internal executive relationships providing leadership support for account strategies; and Foster an environment that supports organizational change to encourage calculated risks and sales/BD diligence (i.e. account forecast / planning, process and profit orientation, etc.). Customer Satisfaction and Service Level Objectives Establish/manage executive-level relationships with key internal and external partners; and Work closely with internal stakeholders to continuously monitor and manage client expectations and ensure the delivery of contractual commitments. THE PERSON The ideal Director, BD candidate will be an experience professional who is fluent in the business process outsourcing space, understanding how the public sector sales cycle works. Rather than having an aggressive sales-type personality, the Director, BD should understand how to work with and gain the trust of key government officials in order to assist in the crafting of complex, long-term solutions. The Director, BD should be a relationship-based professional who works well in teams. MAXIMUS CANADA Director, Business Development (Western Canada) 2 Required Qualifications and Credentials The ideal candidate will possess the following qualifications and experience: A University Degree with a business major; an MBA or an advanced degree is an asset; Ten or more years of experience in sales & business development roles, with at least five years at a senior sales management level; Experience in dealing with public sector clients and/or large, complex enterprise businesses involved in “solution sales” and/or business process outsourcing (BPO); Experience in government program administration and/or health services admin. an asset; A strong leader with a track record of successful team building, development and coaching; A disciplined, analytical professional style; strong business acumen and sound judgement; A demonstrated track record of success at achieving or exceeding business objectives; Outgoing, with strong communications and interpersonal skills; Autonomous and results oriented - entrepreneurial, yet corporate minded; Energetic with drive and at ease with multitasking; Motivated to make a huge impact on the growth of the business and share in its success; Comfortable operating both as an individual contributor or in a team; and Potential and aspiration to assume broader and more senior leadership roles. Competencies and Personal Characteristics Business Competencies Understanding the Business Keeping On Point Business acumen Timely decision making Strategic planning Priority setting Making Complex Decisions Decision quality Problem solving Creating the New and Different Dealing with ambiguity Strategic agility Driving change & improvement Getting Organized Planning Getting Work Done Through Others Developing direct reports Managing Work Processes Process management Focusing on the Bottom Line Drive for results MAXIMUS CANADA Director, Business Development (Western Canada) 3 Interpersonal Competencies Dealing With Trouble Managing Diverse Relationships Conflict management Client focus Managerial courage Managing diversity Relating Skills Interpersonal savvy Acting With Honour and Character Integrity and trust Inspiring Others Motivating others Leading effective teams Managing vision and purpose COMPENSATION A competitive compensation package will be provided including an attractive base salary, variable pay and excellent benefits. Further details will be discussed further in a personal interview. FOR INFORMATION PLEASE CONTACT: Leo McPeak or Tony Kirschner Davies Park Vancouver #880 – 609 Granville Street Vancouver, BC V7Y 1G5 Phone: (604) 688-8422 Email: [email protected] Additional information can be found at: www.daviespark.com MAXIMUS CANADA Director, Business Development (Western Canada) 4
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