the opportunity director, business development

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)
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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)
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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)
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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: vancouver@daviespark.com
Additional information can be found at: www.daviespark.com
MAXIMUS CANADA Director, Business Development (Western Canada)
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