Job Specification

Purpose of Position :

In the International Trade Branch (ITB) of the Ministry of Economic Development, Trade and Employment for the Province of Ontario, with a mandate to promote the export activities of the province and individual companies to international markets. Position manages a team of export development professionals to achieve the following in the assigned market territory:
•market Ontario as a preferred source of competitive and exportable products, technologies and services;
•develop and execute a variety of marketing and sales initiatives to increase the export of Ontario goods, service and capital projects expertise;
•support small medium enterprises (SMEs) in strengthening their exporting capabilities and expanding their exporting activities.

Duties / Responsibilities :

1.Supports ITB's export development objectives by contributing to the development of a long term trade strategy, and by providing knowledgeable advice and recommendations on programs and services, and business and financial planning,

2.In assigned market territories, manages the planning and execution of export development activities. Ensures that operational plans, work plans and on-going activities adhere to strategic direction and budget.

3.Authorizes travel plans. Allocates resources and budget. Ensures linkage to head office during trips and proper follow-up afterwards. Evaluates performance and results.

4.Manages a range of export development programs and services to Ontario SMEs to strengthen their exporting capabilities and assist their access and expansion in international markets. These programs and services include providing information, advice and direct client consultation; organizing trade missions, incoming buyers' missions, and market seminars; identifying and matching export opportunities with export capable SMEs; providing in-market advocacy on behalf of SMEs to international buyers and large Ontario firms involved in international capital projects.

5.Provides leadership in service quality, e.g. developing and implementing quality standards (e.g. turnaround time on requests for information), attending meetings with staff to assess performance and developmental needs, managing particularly difficult accounts; preparing briefings and reports for senior management.

6.Provides leadership in the use of technology to enhance program and service delivery, e.g. recommending technology options, coordinating implementation, organizing training for staff.

7.Develops the Branch's intellectual capital on export development. This includes managing research projects (e.g. up-to-dating lists of export development prospects, suppliers, agents, distributors, etc.; customizing sales and marketing tools); managing the development and maintenance of information databases; encouraging information sharing and eliminating “silos” among staff.

8.Develops an effective network (partners, stakeholders, contacts, etc.) in the export development community to promote the Ministry's agenda to a wide range of stakeholders, including private sector firms, other Ministries (OMAFRA. MTCU, MOE, MENE, etc.), other levels of government (federal, municipal), Industry and business associations, academia, research institutions, etc.

9.Represents the Ministry at special events, trade shows, incoming buyers' missions, conferences, seminars, etc. Chairs/participates in inter/intra committees and meetings. Prepares and delivers speeches and presentations.

10.Provides leadership and guidance to Toronto-based staff and in-market representatives. Provides guidance, information, operational and administrative support as necessary. Manages contracts and service agreements.

11.Manages the budget for the assigned market territory, including developing financial plans, budgets, forecasts, estimates etc.; analyzing and preparing eCRM reports; monitoring and approving expenditures; evaluating performance; recommending most efficient use of funds, etc.

12.Manages the Section staff (professional, administrative and temporary staff, interns, etc.). This includes establishing team/individual objectives and performance standards; providing leadership, motivation and export expertise; evaluating performance; approving training; recommending merit increases, hiring, discipline; approving work schedule, vacation, etc. Acts for Director in his/her absence.

13.Manages external suppliers, such as consultants, research companies, etc., and has responsibility for developing RFPs, selecting bids, establishing objectives and standards, managing performance, approving deliverables, communicating results to management and stakeholders, etc.

Knowledge :

Position requires excellent knowledge, skills and abilities in the following:

•Principals and practices of export marketing to provide knowledgeable advice to management and staff on strategy, planning and execution
•Principles and practices of international procurement, relevant commercial and financial requirements (e.g. banking, export credit, LC, country risk, etc.) to provide consultation and advice to exporting SMEs
•Knowledge of international affairs, particularly the impact of economic, social, regulatory and political developments on business
•First-hand experience in export sales/international trade development in a broad range of emerging and developed countries
•Conditions in assigned markets which impact on trade, e.g. economic/business environment, significant issues, trends, export opportunities, business practices, culture, customs, key contacts, sources of suppliers, distributors, agents, etc.
•Conditions in Ontario which impact on trade, e.g. economic/business environment, exporting capabilities, strengths and weaknesses of various sectors and SMEs
•Ontario's/Ministry's export agenda, etc. to ensure own and team's efforts are consistent with corporate objectives
•Other jurisdictions' export development agenda, e.g. federal government (to complement efforts), competing jurisdictions (to ensure Ontario's programs and services are competitive and best-in-kind)
•Ontario's/Ministry's business planning, financial planning, and decision making processes, to participate and contribute value to the process
•Strategic skills to assist in the development of organization vision, direction and strategy, and to ensure that these elements are captured in operational/work plans and their day-to-day execution.
•Marketing/sales skills to promote Ontario and Ontario SMEs to international buyers, to plan and execute marketing initiatives in different markets
•Communication skills (written) to prepare submissions, briefing notes, plans, proposals, reports, letters, presentations, speeches, etc.; (oral) to discuss complex issues with management, to provide clear instructions to staff/suppliers, to provide information/advice to clients, to chair meetings, to conduct seminars and information sessions, to give presentations and speeches
•Team building skills to collaborate with a variety of contacts, stakeholders and partners, with different/conflicting needs and agenda, facilitate information sharing and joint initiatives, and broker linkages between firms and opportunities
•Client service skills to provide high quality service, and to establish service standards for staff
•Consultation skills to analyze client's needs, issues and problems, and to respond with appropriate solutions and options
•Networking skills to develop linkages among stakeholders and interest groups, build private/public partnerships
•Tact and diplomacy to deal with international buyers from many languages/cultures
•Team building and leadership skills to ensure a collaborative work environment
•Leadership and managerial skills to manage staff and external suppliers, e.g. performance management, staff development, discipline, merit increase, etc.
•Administrative skills to manage Government/Ministry administrative/financial processes and procedures, e.g. RFPs, service contracts, business planning, financial planning, budgeting, human resources, purchasing, etc.
•Project management and organization skills to manage complex projects and special events, both locally and overseas, e.g. research projects, marketing projects, missions, trade shows, seminars, information session, etc.
•Analytical skills and good judgement to analyze market trends, issues, buyers' changing needs, clients' changing needs, etc., and to respond with appropriate services, programs and intiatives.
•Knowledge of latest technology to recommend and implement options to upgrade marketing tools, program/service delivery, data collection, client service, etc.
•Computer fluency to use a variety of software, e.g. word processing, spreadsheet, database, presentation, graphics, project management, internet, etc.

Judgement :

Within the broad framework of Ontario's/Ministry's trade development objectives, policies and guidelines, and generally accepted international procurement business practices, under the direction of the Director, Position exercises considerable judgement and independent decision making, particularly in the following:

•Providing authoritative advice and recommendations to senior management on how best to capitalize on international procurement opportunities and achieve Ontario's/Ministry's trade objectives, including advising on strategy, execution, resource allocation, funding, etc.
•Exercising sound judgement and making sound decisions under pressure
•Identifying and addressing complex issues in a constantly changing and highly competitive marketplace
•Advancing Ministry's export development capabilities by recommending and/or executing upgrades to Branch's intellectual capital, systems, technology, marketing/sales tools and techniques, products and services, quality standards, client service, financial controls, etc.
•Assessing client's objectives, needs, export capabilities, strengths, weaknesses, etc. Providing appropriate information, advice, guidance on how to grow the business, identify export opportunities, and access target markets.
•Dealing with international buyers from different countries and cultures with tact and diplomacy, analyzing their needs, and identifying best methods to promote Ontario, firms, goods and services.
•Hiring staff with the right skill sets; managing staff and allocating resources to achieve established objectives.

Accountability - Programs :

Accountable for the achievement of assigned parts of Branch business plans; delivery of a variety of export marketing initiatives and client support services; efficient use of technology in support of program and service delivery; development of corporate intellectual capital and databases; managing quality standards.

Accountability – Personnel :

Directly manages a team of professional and administrative staff. Accountable for setting team and individual objectives, providing leadership and guidance, motivating staff, managing and evaluating performance, developing and implementing team/individual development plans, allocating work and resources.

Accountability - Finance and Materials :

Accountable for the administration of the Section's financial plan: preparing and monitoring budgets, evaluating financial performance, and recommending the best use of funds. Contributes to the development of the Branch's budgets. Administers service contracts and in-market representatives.

Accountability - Impact of Errors :

Errors in recommendations related to strategy, planning and execution could result in inappropriate corporate decisions and misuse of resources, and adversely affect the achievement of Division/Branch objectives. Errors in program and service delivery could result in missed opportunities to promote Ontario, its exporting firms, goods and services, with negative impact on the economic development of the province. Errors in decision making could result in financial loss, civil litigation, damage to government relations with business community, damage to Ministry's image and reputation in a highly visible and competitive environment. The initiatives of the Section have a direct and significant impact on the activities and economic well-being of SMEs exporting goods and services to foreign markets.

Contact - Internal :

Regular contact with Minister, Deputy Minister, and Senior Management to provide briefings on export development issues, strategy, initiatives, progress, achievements.

Frequent contact with Division Assistant Deputy Minister and Directors to provide advice on export development strategy, planning and execution, issues management, program options, operational and administration issues, etc.

Regular contact with senior executives and counterparts in other Ministries to share information, facilitate joint projects, provide guidance, etc.

Contact - External :

Frequent contact with clients, business executives and managers of SME's to provide consultation, advice and information.

Frequent contact with international buyers from overseas markets to promote Ontario and exporting SMEs.

Regular contact with economic development representatives of international jurisdictions and other levels of government e.g. federal government and Ontario municipalities, to share information, coordinate joint efforts, etc.

Regular contact with representatives of private sector, business community, business and industry associations to provide leadership, advice and information, and to promote Ontario's/Ministry's export development agenda.