Director, MDU Partnerships & Business Development

Summary

The Director, Multi-dwelling unit (MDU) Partnerships & Business Development leads a team of high performing sales and account executives to deliver Bell’s industry leading products and services to consumers.  Specifically, the team builds relationships and negotiates new agreements with Greenfield developers (both rental and condo) and existing (Brownfield) Multi-dwelling unit (MDU) condominium boards, building owners and property management companies.  As well, the team re-negotiates and renews existing deals with these partners and companies.

The Director, MDU Partnerships & Business Development is critical to our company strategy and is designed for an action oriented – inspirational – relationship builder to lead in an ever evolving, highly competitive environment.  The Director MDU Partnerships & Business Development will report directly to the VP, NMT & MDU Sales and Partnerships.

The successful candidate will hold the key role in negotiating new and renewal bulk and marketing agreements with various owners.  The candidate will be able to build and maintain strong relationships at the executive level and manage all aspects of complex large deal structures and economics.  The successful candidate will have strong intuition and be a brilliant negotiator driving optimum results for Bell Canada and in doing so make decisions which bring us closer to our MDU property management partners. 

Key Responsibilities

•    Manage a high performance team of sales and account executives across Bell’s wireline footprint
•    Accountable for all aspects of business prospecting, sales funnel management and deal negotiation to ensure targets are achieved (Revenue, Expense, RGU, ARPU and Marketing Rights targets)
•    Establish, maintain and grow senior level (C-suite and executive) relationships with developers, condo boards, building owners, property and rental management companies etc.
•    Analyze market, industry and technology trends to identify and action relevant opportunities for growth
•    Facilitate regular communications across all stakeholders to ensure network provisioning and sales teams are ready to support our partners and our commitments are met
•    Provide superior customer service to our partners and their customers while ensuring Bell benefits by the timely production of lists, marketing opportunities and organized deployment of FTTH
•    Collaborate across cross-functional teams (Network, Legal, Bell Business Markets, Customer Operations, Marketing, Finance and Partner Support Operations) to deliver innovative and industry leading solutions for our partners
•    Drive business acumen across the team to ensure highest possible ROI deals are signed

Critical Qualifications

•    University degree in Business or an equivalent combination of education and experience
•    7+ years experience in senior sales and/or business partnership roles
•    Experience managing large account relationships at the C-suite/Executive level
•    Proven track record of successful deal negotiations with demonstrated excellence in relationship building
•    Proven track record of building and developing high performance teams
•    Proven track record managing a consistent and strong sales cadence
•    Strong strategy and analytical skills
•    Excellent written, oral, presentation and communication skills and high emotional intelligence / insight
•    Strong problem-solving skills and independent thought leadership
•    Excellent time management and prioritization
•    Affinity for smart risk taking
•    Demonstrated experience identifying opportunities to improve performance and transparency in approach
•    Dedication to Bell’s values and long-term thinking
•    Understanding of the telecom and development industry