The Canadian Consulate in Düsseldorf is looking for a full-time
Regional Manager (m/f)
(Export Development Canada EDC)
37.5 hrs/week, starting date: May 3, 2010
Essential requirements: University degree in business or a related area, or an equivalent
combination of education (minimum:Abitur or equivalent), training and experience.
Minimum of four years of international business experience, including some relevant
experience in a business development role. In depth knowledge of Germany and more
broadly Western and Central Europe, and previous experience working within the area.
Experience in financial services industry, either in selling or underwriting. A proven track
record of developing strategic relationships. Professional level written and spoken
German and English and knowledge of French. Ability to travel to various Central and
Western European countries and to Canada for a 6-8 weeks training period.
Starting salary: 5,761.75 € gross per month. Applications, stating desired position with
c.v., references and a covering letter explaining how the essential requirements are met,
Please note, we do not accept paper applications.
Closing date: March 8, 2010, 12:00 (noon)
Interviews are scheduled for March 24-26, 2010
Only successful candidates will be contacted.
Statement of Qualifications
EDC Regional Manager
EDC is a recognized leader in providing breaking commercial financial solutions to
companies of all sizes, helping them succeed in the global marketplace and create
enduring prosperity for Canada. As Canada’s Export Credit Agency, EDC provides
practical financial tools, risk management services and international expertise.
EDC is looking for a highly motivated and experienced business development
professional who will lead/co-lead the Corporation’s business development efforts and
provide EDC market coverage for the regions of Western and Central Europe, based out
of Dusseldorf. The incumbent will work under the general supervision of the EDC
Regional Vice President –Africa, Europe, and Middle East (AEME)
EDC Regional Manager - Düsseldorf key tasks:
• The origination of new EDC financing and insurance business including call planning,
prospecting and selling to originate transactions;
• Account management of key German and other Western/Central European
borrowers and market intermediaries, and contributing to the systematic
management of EDC’s Canadian accounts active or interested in the European
• Transaction facilitation on active EDC deals;
• Supporting the planning and development of an overall marketing plan for Europe as
well as sector-specific business development plans;
• Corporate representation at public events within the country as well as during
outreach activities in Canada;
• Providing market intelligence.
The successful candidate will have significant international business and business
development experience working in Germany and/or other Western/Central European
countries complemented by a sound knowledge of international banking and insurance
practices. The position requires an in-depth knowledge of the country, including local
business practices and culture. The ideal candidate will possess a University degree in
business or an equivalent combination of education and work experience, Professional
level written and spoken German and English and knowledge of French.
• University degree in business or a related area, or an equivalent combination of
education (minimum Abitur or equivalent), training and experience
• Minimum of four years of international business experience, including some relevant
experience in a business development role
• In-depth knowledge of Germany and more broadly Western and Central Europe, and
previous experience working within the area
• Experience in financial services industry, either in selling or underwriting.
• Professional level written and spoken German and English and knowledge of
• Ability to travel to various Central and Western European counties
• Ability to travel to Ottawa, Canada for a 6-8 week training period will be required
• Solid knowledge of international capital markets, banking environment and global
• A strong understanding of financial requirements throughout the life cycle of capital
projects and related financing techniques
• Solid knowledge of the Canadian export and investment opportunities in Germany
Abilities and skills
• Demonstrated ability to identify and deliver on new business opportunities
• Ability to identify and deliver on new business opportunities
• Solid influencing, negotiating, relationship management and highly effective
• Ability to work effectively with relevant EDC teams and exhibit appropriate leadership
and teamwork skills.
• Ability to identify key account targets and develop and implement account strategies
to meet objectives
• Ability to work autonomously with strong initiative under general guidance of the
EDC’ s Regional Vice President – AEME
• A proven track record of developing strategic relationship
• Candidates should be result-orientated
• Candidate must have well developed soft skills enabling building of contacts with
senior business decision makers including interpersonal communication skills,
written and verbal presentation skills.
• Ability to obtain an Enhanced Reliability Clearance
• Experience with a broad range of EDC products and a good understanding of EDC’s
mandate and business principles
• A good knowledge of the Canadian export and investment opportunities in the both
Western and Central Europe
(EDC Regional Manager)
The EDC Regional Manager, Dusseldorf, Germany works under the general
direction of the EDC Regional Vice President, Africa, Europe, Middle East
(AEME) and is responsible for leading/co-leading EDC’s business development
programs in the designated area of responsibility. The EDC Regional Manager is
also responsible for helping to build and manage the brand image and reputation
of EDC as a local player in the market. The incumbent acts as a key liaison with
the Head of Mission and works in a complimentary manner with the Trade
personnel in the mission. The EDC Regional Manager is accountable for
business results and designated strategic accounts within his/her assigned
geographical responsibility as defined by the EDC Regional Vice President.
1. Modifies established courses of action and applies extensive market and
finance knowledge to support business origination programs
- Identifies, creates and develops new business opportunities for EDC with
both current clients (as per sector and account plans) and potential clients;
- Engages with EDC industrial Sector Leaders, Account Executives, and
product teams to research and identify high potential prospects;
- Conducts proactive outcalls to determine explicit needs and identify potential
- Generates leads and engages with EDC Product team for fulfillment, monitor
- Meets (reactive) with prospective Canadian clients who seek out EDC locally
or are referred to EDC via HQ, Trade Commissioner’s Service, banks, etc;
- Applies knowledge of Canadian capabilities and interests to effectively work
with EDC Sector Teams in order to ensure resources are well allocated in
order to take action on potential opportunities
- Leverages local network of contacts to develop new leads for EDC;
- Supports and hosts visiting representatives from EDC’s Business
Development Sector Teams and Product Teams by briefing them on key
meetings, and guiding them with respect to local business and cultural
2. Applies in depth knowledge of the market, finance, and EDC clients and
creates unprecedented solutions to in the execution of Account Management
- Leads Account Management with assigned EDC Strategic Accounts.
Accountable for the overall account results and the delivery of a consistent
and satisfactory level of customer service.
- Works with EDC’s Regional Vice President, EDC’s Regional Manager’s in
Ottawa, , EDC’s LES’s support team in Dusseldorf and Ottawa, Virtual
Account Team Sector Leader/ Account Executives/Product Team, EDC’s
Ottawa support team to develop account strategies and coverage plans
aimed at optimizing customer service. Shares information within EDC Virtual
Account Team to ensure understanding of client needs and issues;
- Leads all customer contact – maintains and expands contacts with client and
between client and EDC HQ at various levels as appropriate.
- Constantly works to expand knowledge of clients’ business. Ensures a
detailed knowledge of all aspects of client business and organization.
- Champions customer issues and resolves problems efficiently and effectively
(either individually or by garnering the appropriate resources to resolve the
- Documents account developments/contact via EDC CRM system.
Accountable for data integrity.
- Assists with post-closing customer service as required (example Asset
Management, Loans Admin, Credit Surveillance interaction with a local EDC
- Works closely with EDC’s Regional Vice President, AEME and EDC sector
leader and product teams to determine and delegate Account Management
responsibility for accounts to product team where required/ or deemed to be
- The EDC Regional Manager is in daily contact with Canadian exporters,
investors and local affiliates and, as such, plays an important role in helping
EDC Canadian account managers/executives/loans admin/etc with customer
- Works closely with EDC Account Manager and Account Executives on activity
related to serving EDC’s Canadian customers in markets of responsibility.
Depending on the importance of the country to a Canadian customer’s
immediate and future plans the EDC Regional Manager may participate in
overall account planning;
- Work with EDC Strategic Account Executives (Sector Team) where
agreement is made to delegate Account Management responsibility of
Foreign Strategic accounts to Sector Team when necessary to manage
strategic accounts globally
- Manages (reactive) needs of other local customers of EDC as required.
3. EDC Transaction Facilitation 15%
- Provides clear guidance to the Product Teams in terms of the customer’s
needs and expectations;
- Coordinates EDC resources to ensure smooth interaction between
underwriters and buyer;
- Builds trust and internal relationships;
- Constantly builds on and leverages internal knowledge and expertise with
respect to underwriting issues in the markets of responsibility;
- Assists underwriters in resolving in-market issues/ information as they arise.
4. Planning decisions impact EDC’s regional strategy & operations in the market
- Works with the EDC’s Regional Vice President, AEME and EDC Sector
Leads, Product Teams, and Marketing to develop an annual Market Coverage
Plan for the assigned market including:
a) Country/sector plans
b) Strategic account plans for assigned portfolio of strategic
c) Marketing Events plan and schedule, advertising, media, etc
d) Canadian Outreach Plan
- Contributes to the setting of objectives for assigned strategic clients (both
financial/revenue objectives and other key milestones, as well as the targeted
timeline for achievement)
- Identifies EDC resources necessary to support the implementation of the
market/portfolio plan and issues that need to be resolved to expand business
5. Uses extensive market and corporate knowledge to engage in EDC
Corporate Development and Representation 15%
- Makes local presentations, speeches and conducts media interviews on
behalf of EDC in consultation with the EDC Regional Vice President, AEME
and EDC Public Affairs on a regular basis;
- Participates in Canadian events and outreach as coordinated with EDC’s
Regional Vice President, AEME and EDC’s IBD management
- Manages the Corporation’s brand image and reputation within assigned area
of responsibility as guided by the EDC Regional Vice President, AEME.
- Represents EDC in trade planning and administration within the local
Canadian Consulate General.
- Organizes, prepares and executes local EDC sponsored BD events. Also
contributes to Canadian events with input on presentations, invitations,
- Planning, coordination and execution of EDC Executive outreach trips to
6. Applies knowledge of market to obtain and deliver relevant Market
Information to EDC teams and clients. 15 %
- Researches the local market and establishes contacts to identify new
strategic opportunities for EDC;
- Ensures that key market information contained on the EDC Country Portal is
- Helps develop new services/products customized to clients’ needs by
providing timely market information to EDC underwriting and COE resources,
and/or helps market these and existing services
- Manages and maintains contact network with government/local officials;
develops understanding of local politics
7. Performs other duties and services as follows: 5%
- By carrying out office administration as required;
- By developing and updating a local contacts’ database on continuous basis;
- By reviewing library resources to identify and procure new materials;
- By performing other duties as required upon request.
8. Definition of key competency requirements at this level
INNOVATIVENESS - Redesigns or adds to existing products or services.
- Makes significant changes in the existing range of products and services to
respond to client needs or to changes in the marketplace. Exercises good
judgment in knowing when to exercise greater flexibility or take risks in order
to serve the client or the business need.
- Makes innovative decisions based on both research and intuition.
- Is intuitive and innovative in bridging between customers and EDC.
- May adapt new ideas and practices from outside EDC; others may see these
solutions as “clever,” “interesting” or may wonder “why didn’t I think of that?”
- Develops a new solution, adds new tools; this may involve “challenging the
question” or finding a new understanding of the underlying issue for the client.
TEAMWORK - Emerges as a Strong Team Player – Values others’ input from a
broad range of perspectives.
- Encourages team members to contribute in team discussions.
- Asks for ideas and opinions and uses them to decide on courses of action.
- Works to balance competing interests and find mutually acceptable solutions.
- Is open to receiving new information from others.
- Stands out in the team, takes a leading role in team projects.
- Emerges as the team’s “informal” leader; steps in and helps coordinate team
CUSTOMER FOCUS - Seeks out a deeper understanding/more customized
solution for the customer.
- Gets inside the customer’s mind. Continually seeks information from multiple
sources about customer’s underlying or future needs. Acts decisively on
behalf of customer.
- Understands customer well enough to describe the customer’s business from
the customer’s point of view.
- Develops an understanding of the possibilities, potentials and risks of the
customer’s business and identifies the internal or external sources able to
- Uses this understanding to customize products and services within EDC’s
RELATIONSHIP BUILDING - Cultivates broad external networks to sustain
EDC’s success in the marketplace.
- Selectively cultivates new contacts with an eye on future business and
- Proactively maintains the visibility of EDC in the market.
- May make speeches (to governmental, professional or community
associations, industry trade shows) that build the reputation of EDC in the
- Vigorously promotes EDC and its reputation wherever one goes.
- Proactively shares information and results with EDC colleagues to further
- Proactively addresses delicate relationship issues; solves conflict and/or
tension between partners or stakeholders.
- Develops and uses network to obtain business intelligence.
ANALYTICAL THINKING - Sees causal relationships between parts of a
- Effectively analyzes the causes of a problem and makes decisions when a
situation is somewhat vague.
- Links together the pieces of a problem with a single link: A leads to B.
- Separates into two parts: pro and con.
- Sorts a list of items in order of importance.
- Looks at problems from more than one perspective.
EFECTIVE INTERACTIVE COMMUNICATION - Adapts Language to the
- Clarifies complex concepts/proposals in terms that are appropriate for the
- Adapts style, mode and tone based on the audience/client reactions and the
issues being addressed.
- Understands the sensitivities surrounding different individuals and adapts
language, tone, style and content of communications appropriately.
- Responds appropriately to on-the-spot questions even when specific
responses have not been crafted beforehand.
INFORMATION SEEKING - Collects information from different sources.
- Makes a systematic effort in a short period of time to uncover needed
information to formulate strategies, develop tactics or understand others.
- May hold in-depth discussions with individuals both inside and outside EDC to
gain a deeper understanding of the situation over a limited period of time.
- Knows when to stop collecting information; there is a point of diminishing
return when it is no longer useful or necessary to gain deeper understanding.
STRATEGIC THINKING - Thinks strategically about new products and services.
- Thinks critically about external (financial, management, industry and
stakeholder) trends and what they could mean for EDC’s products and
- Applies and incorporates new thinking, practices and/or theories to strengthen
them way EDC conducts business and EDC’s relevance in the marketplace.