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Job Title:  Manager, Business Acquisition - Major Markets

Location: 

Toronto, ON, CA

Other Location(s): 
Employment Type:  Full-Time
Language Requirements:  English Essential
Job ID:  134926
Employment Type:  Full-Time
Job Details: 

Job Requisition Id: 134926 
Business Function: Sales 
Primary City: Toronto 
Other Location(s): 
Province: Ont. - GTA 
Employment Type: Full-Time 
Employment Status: Permanent 
Language Requirement: English Essential 
Employee Class and Level: MGTSSA2 
Number of Vacancies 1 
Job Closing Date (MM/DD/YYYY): 09/23/2021

Job Description

The Business Acquisition Manager (BAM), Smartmail Marketing (SMM) is responsible for achieving new revenue targets for the smartmail marketing LOB. The BAM drives new revenue by leveraging direct sales strategies targeted at an identified strategic list of prospects. Incumbents will identify new sales opportunities aimed at increasing revenue and overall market share; uncovering and unlocking untapped opportunities within assigned target list. The BAM and the Director Sales will identify potential customers that meet Canada Post strategic direction and objectives to increase segment revenue, market shift and grow overall market share. Works to acquire new business and partner with external influencers such as Media Agencies, Advertising Agencies, and Print and preparation partners. Ensures that Canada Post’s solutions, products and services are considered and included in the development of the customer’s marketing media and advertising spend (e.g. print, broadcast, radio and digital). Driven by strategic prospecting and a relentless pursuit of growth, the BAM and Director Sales identify needs, and opportunities that support both the customer and CPC’s needs.

Job Responsibilities

Below are the main job requirements and responsibilities for the Business Acquisition Manager-Major Accounts.

  • Develops a comprehensive understanding of the SMM LOB and Identifies business opportunities, threats and risks within the industry. Leverages industry and accountspecific knowledge to provide comprehensive input into the business/market plan as defined by the Director Sales.
  • Supports the prospecting and acquiring of customers within the assigned target list to achieve sales targets for volume attainment and revenue growth at the expected margin and profitability levels within the SMM LOB.
  • Penetrates organizations, industries and markets through a multi-faceted contact strategy, leveraging their expertise and generates leads for potential sales opportunities. Executes on assigned tactical plan associated with the business/market plan to achieve or exceed volume and revenue targets and formulates specific customer approaches to earn the customer’s business.
  • Leverages market expertise and CPC SMM business acumen to assess Requests for Proposal (RFP) associated sales strategy specific to business development opportunities within their assigned target list for the betterment of CPC.
  • Assesses market potential continuously and uncovers and unlocks untapped or underleveraged market opportunities. Leverages their expertise of influence, internally and externally and Collaborates with their Director Sales and Product Management to sell integrated pilot solutions identified in the business plan.
     

Job Responsibilities (continued)

  • Supports the requirements gathering, solution development and negotiation of sales contracts with new customers, including tailored product and service agreements required to meet each customer’s specific needs. Supports the end to end selling process for complex &/or multi-services/products deals.
  • Follows-up on sales activity, prepares business cases, and develops value propositions including value-added service enhancements, formal proposals and presentations specific to promote and support business development opportunities. Design accurate and well documented strategies and manages projects using CPC’s corporate tools.
  • Provides support to the Director Sales on defining the market strategy and updating and communicating the dynamic changes of the business/market plan within their target list. Closely monitors SMM market performance, gathers information and intelligence, ensuring that strategies are in place to mitigate erosion and minimize gap for revenue growth.
  • Establishes collaborative working relationships with key stakeholders and provides support to help ensure seamless integration for market opportunities.

Qualifications

Education

  • Degree in Administration/Commerce/Marketing OR equivalent education and/or experience with a minimum of 5 -10 years of significant and relevant sales/consulting experience in marketing or media (particularly print).


Experience

  • 5-10 years of experience selling in sophisticated markets or to high-end major market clients
  • 5 years of experience in Commercial Sales at the senior executive level
  • 5 years of experience in a sales/business development role
  • 5 years of experience in selling media.

 

Other Candidate Requirements

  • Demonstrated ability to interpret and effectively communicate complex concepts to clients at various organizational levels using both written and verbal methods.
  • Excellent written and verbal communication, interpersonal, presentation and influencing skills
  • Demonstrated ability in sales closure in a highly competitive industry.
  • The ability to influence and persuade others and present complex concepts both verbally and in writing to stakeholders at all levels, including the “C –suite”
  • Maintain relevant skills, knowledge, and certifications as applicable
  • Strong customer service orientation with excellent presentation and storytelling skills
  • Excellent decision-making and ability to plan and organize in a self-directed environment.
  • Valid Driver’s license.

Other Information

 

Safety Sensitive Positions
This position may be considered a Safety Sensitive position.


Employment Equity

Canada Post will represent Canada’s diversity and provide a safe and welcoming workplace that embraces and celebrates our differences. 

We are committed to employment equity and encourage applications from women, Indigenous Peoples, persons with disabilities and visible minorities.

 

Conflict of Interest
The Conflict of Interest Policy prohibits employees from hiring, supervising or reporting to, directly or indirectly via the reporting hierarchy, their immediate family or close personal relations. Should you feel that you may be in an actual or potential Conflict of Interest in regard to this job opportunity, you must communicate with the designated Human Resources representative.

 

Accommodation

Canada Post is committed to providing an inclusive and barrier-free work environment, starting with the hiring process. If you are contacted by Canada Post regarding a job opportunity, please advise if you have any restrictions that need to be accommodated.  All information received in relation to accommodation will be kept confidential.

 

Important Message
Your application must clearly demonstrate how you meet the requirements as Canada Post cannot make assumptions about your education and experience. We thank all those who apply. Only those selected for further consideration will be contacted.

 

Our Leadership Behaviours 
Decision Making – A champion of the organization who takes calculated risks and makes prudent, common sense decisions about current issues, future opportunities and resource requirements in a timely, well thought out manner that aligns with the corporation's best interests.
Accountability – An individual who strives for performance excellence and who holds him/herself and direct reports accountable for decisions and actions and for learning from mistakes when intended results are not achieved.
Business Orientation – A proactive individual who understands the competitive nature of the business, and is committed to sustaining the business through excellent customer service and new business opportunities.
Execution – A focused and self-motivated individual who acts with a sense of urgency and delivers on time and within budget, by dealing effectively with challenges and ambiguous situations.
Leading People – A compelling communicator and leader who engages, motivates and inspires others to achieve results and who encourages personal growth and finding better ways of doing things. 


Our Values

We value diversity as an essential part of who we are as a company, how we operate and how we see our future. We believe that attracting, developing, and retaining people who reflect the diversity of Canada is essential to our success because this matters to all communities and customers we serve. 

Canada Post’s corporate values reflect the principles, beliefs and aspirations that guide our behaviour and shape our culture.

Safety – We are committed to a safe and healthy environment for all our stakeholders.
Customer – We serve Canadians with pride and passion.
Respect – We treat each other with fairness and respect.
Integrity – We act responsibly and with integrity.
Transformation – We will innovate and transform to win in the marketplace.

 


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