Reporting to the Director, Development and International Relations, the incumbent’s mandate is to evaluate and implement new business strategies to develop new markets for the Port of Montreal. Their role includes assessing opportunities and implementing new development projects and establishing the best business structures to achieve them. Among other things, this person must identify economic and political stakeholders and participate in the effort to unite industry stakeholders around local and international business opportunities related to green energy. The incumbent is required to evaluate business models, define the profile of our potential partners, identify economic levers and influential political forces, as well as the key players and decision-makers in the ecosystem.

The incumbent must also participate in the management of data associated with the federation of stakeholders, by being an agent of change for the CRM (Customer Relationship Management) system. This person must also be able to use Smartsheet software and improve the processes related to it. The incumbent also plays an important role in the strategic plan, participating in aspects of the strategic plan related to commercial activities and will be responsible for creating, implementing and facilitating meetings with the teams (360 type) of the commercial team. In addition, he or she will be responsible for conceptualizing, producing and promoting the business intelligence of value propositions that will come from the market, maritime carriers and other players in the supply chain. Finally, the incumbent may also be called upon to contribute to the MPA’s Contrecoeur expansion project.

The key responsibilities of this position are as follows:

Development of new markets:

• Identify and develop opportunities that are part of emerging trends, including those involving green energy (e.g. green corridors, transhipment or distribution centers).
• Establish business relationships with various companies that have the potential to be involved during all phases of the projects: business model development, technical support, monitoring, preparation, negotiations and signing of agreements.
• Acquire and develop in-depth knowledge of the various markets, innovative business models and trends related to the transit of goods, particularly containerized goods.
• Develop market capture strategies and participate in the development of business plans with the other departments of the executive vice-presidency.
• Participate in the development of an industrial cluster of port users mainly around the Contrecoeur project to develop the logistics chain and market the Contrecoeur terminal.
• Conduct strategic monitoring, identify and analyze opportunities likely to perpetuate liquid bulk activities, in particular through the development of a green sector.
• Canvass and organize meetings with terminal operators, carriers and companies in the bulk sectors.
• Maintain contact with partners and customers of solid and liquid bulk in order to monitor the evolution of their infrastructure needs.
• Work in collaboration with the various departments to facilitate the implementation of development projects.
• Participate in business development and profitability analysis of development projects based on the needs of current and future users of the Port and business opportunities, in conjunction with the real estate and infrastructure management departments;
• Identify and attend targeted business events within economic groups (agencies, boards of directors, committees, working groups and others) on the local, regional, provincial, national and international scene in order to promote the attractions of the projects under development.

International influence:

• Support the Port of Montreal’s influence internationally.
• Develop the Port’s international reputation with the international maritime community, but also with all business, economic development or political stakeholders abroad (i.e.: international agencies such as IQ - Canada Economic Development - Embassies).
• Work in concert with our international agencies that support the organization in business development.

CRM, Smartsheet and strategic plan:

• Contribute to the Smartsheet process for business opportunities.
• Manage, measure and communicate the company’s progress relative to the strategic plan, especially with regard to the commercial aspects of the MPA.
• Ensure that the strategic plan evolves in a realistic and flexible manner.

Enter and manage data contained in the CRM in order to capture all MPA contacts and activities. Ensure communication and management of expectations related to the CRM.

Skills sought for this position :

• Communicate with clarity
• Take full responsibility
• Rally to encourage support
• Act on principle
• Think conceptually
• Be focused on customer needs
• Navigate turbulence
• Promote lasting professional relationships
• Lead with conviction
• Identify and develop talent

Qualifications

• Undergraduate university degree in business administration, economics, law or any other acceptable combination of training and relevant experience.
• Ten (10) to fifteen (15) years of relevant experience as a project developer with a minimum of five (5) years in B2B sales.
• An “entrepreneurial” personality, strategic and results-oriented, as well as an ability to meet the demands of a changing environment;
• Excellent ability to prioritize different tasks and find solutions to problems;
• Experience in researching and analyzing market trends and using proven methods to develop business strategies;
• Good understanding of the principle of profitability analysis and ability to influence it according to the objectives pursued;
• Good ability to learn and quickly understand our services, our competition and our positioning;
• Strong interpersonal skills and team spirit;
• Superior presentation and communication skills, both oral and written, in French and English;
• Excellent knowledge of statistical analysis software and customer relationship management (CRM) tools
• Ability to work under pressure;
• Availability to travel;
• Dynamism, tact and diplomacy.