Senior Manager Business Development

Date: Feb 3, 2021

Location: Montreal, QC, CA, H5A 1K3

At Rogers, we connect Canadians to a world of possibilities and the memorable moments that matter most in their lives. Every day we wake up with one purpose in mind. To bring loved ones together from across the globe. To connect people to each other and the world around them. To help an entrepreneur realize their dream. A sports fan celebrate a special moment.

Because we believe connections unite us, possibilities fuel us, and moments define us.

 

As we grow our team, the well-being of our team members remains our top priority. To ensure the health and safety of our team members, including those in the recruitment process, our team members are working from home, and are equipped to do so safely and efficiently. 
 

The person in this role will be responsible for generating new revenue for Rogers within the R4B Advanced Services Portfolio.  The specific solution areas will be related to Rogers  IoT, Edge Computing and Manage Private Mobile Networks offers.
Territory: Eastern Canada including Ontario, Quebec and the Atlantic Provinces.
Work focus:

  • Significant percentage of time spent directly with customers and partners within region
  • Support the adoption of products by developing the opportunity funnel 6 – 18 months into the future for region.
  • Interface with internal and external partners to develop, sustain or improve skills needed for future technologies. (12 – 24 months ahead of others)

Resource management:

  • Managing customer and Rogers sales team relationships as needed to pursue co-creation opportunities within region/customer

Business results:

  • 6 -18 Month sales results
  • Customer/stakeholder relations:
  • Establish a professional, working, and consultative, relationship with customers, partners and internal leaders up to and including the VP level

What you’ll be doing:

  • Provide strategic oversight of the business development activities within region
  • Ensuring active management of customer engagements from both a strategic and revenue perspective
  • Providing consistent customer opportunity funnel development including management of internal and external stakeholders within the customer
  • Provide thought leadership to Rogers customers within the region
  • Included:
    • Management of Region:
    • Monitoring the regional BD Customer opportunity funnel
    • Identifying strategic priorities and identifying new opportunities for Rogers
    • People management / leadership
    • Lead the creation and engagement of virtual team at the customer level. (Customer specific team needed for opportunity)
  • Excluded:
    • Marketing processes:
    • Segment planning and management
    • Cross-brand/cross-segment planning
    • Sales & Marketing integration & processes
    • Promotional review
    • Operational processes:
    • Materials management 
    • Supplier/agency relationship management
    • Customer billing processes
    • Vendor / partner payment processes
    • Cycle meeting planning/coordination
    • Sales / support for existing “launched” portfolio (outside of AS):
    • Quoting and contracting processes
    • Sales compensation processes
    • Product / Portfolio Management

Accountabilities:

  • Strategy & Planning:
  • Use specialty expertise to educate customers on Rogers unique value propositions
  • Maintain knowledge of competitors in the industry to strategically position Rogers products and services effectively with our customers
  • Maximize the x-portfolio capability value with customers
  • Provide input to the technology vision and 3-year strategy for the enterprise market in region
  • Develop and track progress against the 24 month go-to-market plan, by quarter for region
  • Act as primary customer interface to Rogers for business development opportunities
  • Maintain a quarterly / annual forecast 
  • Rogers establishes market leading performance based on an industry leading portfolio of products and services that are in high demand for the relevant customer base; performance measured as:
    • Number of Successful engagements/revenues generated.
    • Brand perception (LTR)
    • Incorporates sales best practices (e.g. Target Account Selling)
    • Builds trust while demonstrating and reinforcing our values and code of conduct
    • Supports a culture of accountability
    • Creates an environment of diversity, learning and collaboration
    • Does not sacrifice the long term for the short term
    • Optimizes use of resources, processes, and systems
    • Develops strong, positive and trusted relationships across internal and external stakeholder groups
  • Partnerships:
    • Identify new partnership opportunities to partnerships manager as needed to support customer co-creation
  • Marketing value proposition:
    • Identify opportunities to leverage co-creation work for PR to Marketing and Communications leads
      Sales
      Ensure account teams are engaged and aligned to support their accountabilities (e.g. Contracts)
Schedule: Full time
Shift: Day
Length of Contract: Not Applicable (Regular Position)
Work Location: 800, Gauchetiere O, Bureau 4000-Rogers(189), Montreal, QC 
Travel Requirements: Up to 25%
Posting Category/Function: Sales & New Business Development
Requisition ID: 207203
 
Together, we'll make more possible, and these six shared values guide and define our work:
 
  1. Our people are at the heart of our success
  2. Our customers come first. They inspire everything we do
  3. We do what’s right, each and every day
  4. We believe in the power of new ideas
  5. We work as one team, with one vision
  6. We give back to our communities and protect our environment
 

What makes us different makes us stronger. Rogers has a strong commitment to diversity and inclusion. Everyone who applies for a job will be considered. We recognize the business value in creating a workplace where each team member has the tools to reach their full potential. At Rogers, we value the insights and innovation that diverse teams bring to work. We work with our candidates with disabilities throughout the recruitment process to ensure that they have what they need to be at their best. Please reach out to our recruiters and hiring managers to begin a conversation about how we can ensure that you deliver your best work. You matter to us! For any questions, please visit the Rogers FAQ.

 
Posting Notes:  Sales 


Job Segment: Business Development, Outside Sales, Manager, Marketing Manager, Sales, Management, Marketing

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