12 - Director, Business Development 1

Summary

The role of Director, Business Development involves direct and indirect supervision of managers and employees in highly specialized business management and development. Key responsibilities include long-term planning, objective setting, policy formation, interpretation, and management, while granting subordinates appropriate autonomy.  The Director is globally accountable for projects and programs, addressing complex and unusual conditions with long-term implications. This requires developing and implementing new strategies, policies, practices, methods, and programs to analyze challenging situations and establish new strategic directions.

The Director, Business Development, collaborates with other senior managers, and participates in establishing strategic plans and objectives. This includes responsibility for planning, budgeting, implementing, and maintaining costs, methods, and team employees. Decisions on administrative and operational matters are made within the area of responsibility to ensure objectives are achieved.  The Director may assign objectives, review performance, approve employee compensation, and coach for improved performance. Regular interactions occur with internal and external executives, often involving controversial situations, customer negotiations, or influencing and persuading executives.

Detailed Description

Performs tasks such as, but not limited to, the following

• Maintains a minimum revenue accountability (a team sales quota)
• Acts as the strategic business interface for one or more accounts on a global basis.
• Accountable for understanding the customer’s overall strategy and direction in the 1-5 year timeframe.
• Develops the strategies and tactics (including pricing strategies) which Celestica will use to win, protect and grow business with the customer.
• Develops customer presentations and proposals.
• Provides direction, guidance and support to the Sales and Operations teams in order to ensure alignment with the strategy and execution of the tactics developed for the account.
• Conducts contract and agreement negotiations, including the development and execution of the negotiation mandate and strategy.
• Ensuring that all RFQ responses & proposals are complete, accurate, on-time & consistent with the overall account strategy.
• Represents Celestica’s overall business interests. Conducts customer perception management.
• Advises on the execution of contract terms and conditions.
• Performs analysis qualification and determines new opportunities.
• Coordinates all strategic account activity globally. Manages/coaches/mentors direct reports.
• Represents Celestica’s overall business interests within assigned accounts.
• May directly manage 2-5 reports

Knowledge/Skills/Competencies

• Demonstrated ability as a top-performing sales professional or sales team manager.
• Strong business management skills.
• Very high level of business acumen.
• Strong leadership and communications skills and proven ability to influence senior management within customer, site locations, and Celestica corporate offices are critical.
• Ability to develop global business strategies.
• Excellent time management and multi-tasking skills.
• Strong business development skills, win/win negotiation skills, contract negotiation skills, communication skills, teamwork skills, interpersonal skills are all critical.
• Strong skills and abilities in conflict resolution, influencing individuals over which you have no direct authority, and developing complex account strategies is critical.
• HR/team management skills necessary to manage a team of direct reports in a matrix management environment
• A background in complex problem management and resolution.
• High degree of computer literacy, with proficiency in Microsoft Office applications

Physical Demands

• Duties of this position are performed in a normal office environment.
• Duties may require extended periods of sitting and sustained visual concentration on a computer monitor or on numbers and other detailed data.
• Repetitive manual movements (e.g., data entry, using a computer mouse, etc.) are frequently required.
• Frequent overnight travel may be required
• Duties of this position may require working very long hours for months at a time

Typical Experience

• Ten plus years of applicable experience
• A minimum of five years of management/People Leader experience.
• Prior Sales Management experience is desirable.
• Experience working with Hyperscaler and Enterprise customers on data management equipment

Typical Education

• Bachelor's degree in related field, or consideration of an equivalent combination of education and experience. MBA is preferred.
• Educational requirements may vary by geography.

Notes

This job description is not intended to be an exhaustive list of all duties and responsibilities of the position. Employees are held accountable for all duties of the job. Job duties and the % of time identified for any function are subject to change at any time.