Surpass Assessment successfully supplies some of the largest and most prestigious certification and examination organizations in the UK and North America with its onscreen testing solution, Surpass, which enables the creation and delivery of millions of exams each year.

Role Purpose The VP Business Development will seek out new business opportunities and further develop Surpass’ onscreen testing services in Canada. They will be expected to play a key role in defining Surpass’ strategic plans for Canada and in continuing the trajectory of rapid growth in all service areas.

The VP Business Development must be prepared to travel across Canada, the US and internationally to support sales efforts in meeting with prospective clients and attending relevant industry events.

The VP Business Development will work closely with key stakeholders across the sales and marketing function, as well as the Co-CEO of Surpass, to ensure strategic plans are aligned and executed, and will be expected to report on progress across all active markets and service areas on a regular basis. The role reports directly to the Chief Commercial Officer.

Key Accountabilities The person will:

- define and implement strategies (and related tactics); provide a monthly report on the progress being made
- develop new business opportunities through a combination of prospecting potential clients, working on allocated new business leads and developing existing accounts to create and maintain a personal funnel of qualified opportunities
- manage business opportunities through the sales process to closure and order placement
- analyse client needs and work with the bid team to produce high quality, well written and detailed proposals often in response to 'Invitations to Tender'
- manage prospect and client relationships via phone, email, video conference and face-to-face meetings, where possible integrating with the partner organizations to maximize understanding and business opportunities
- develop strategies to win new business in relation to Surpass’ Product Portfolio
- prospect for up- and cross-selling opportunities with existing clients




- provide consultation as part of the sales process in order to influence key stakeholders and build lasting client relationships
- support sales activities and be able to describe technical solutions to clients by liaising with the Service Design and Development teams (provide estimates and include work in the appropriate release)
- build a solid understanding of Surpass’ products and roadmap
- develop an understanding of procurement processes
- develop a detailed and up-to-date knowledge of all sectors of the assessment market in Canada and the US
- define and plan the route to market for the launch of new services or partnerships
- support the company’s methods, values and culture, and persuade the customer of their benefits
- attend and participate in relevant exhibitions, seminars and workshops in Canada, the US and, occasionally, Europe · attend and contribute to sales meetings as required · any other duties considered to be commensurate with the level of this role, which may reasonably be required of you.

PERSON SPECIFICATION

Personal Qualities

- Commercial Awareness – ability to develop commercial experience in the assessment market; ability to develop new business opportunities as well as cultivate existing clients; excellent client-facing skills; ability to systematically build accounts with a view to the long-term as well as generating short-term business opportunities; ability to interact and sell at director and senior management levels within the public and private sector; feed information to senior management for higher level financial negotiations




- Strategic Thinking – ability to not only execute tactics within a strategy but to define a strategy and any associated tactics based on your detailed knowledge of the industry and Surpass’ products and services
- Quality Focus – a commitment to meticulous accuracy; dedicated to meeting client requirements and deadlines; intelligent and articulate with great attention to detail especially when producing complex proposals
- Determination – drive to deliver agreed outcomes and raise standards of performance; ability to work independently
- Works Collaboratively – a desire and ability to work collaboratively with colleagues; a team player with excellent interpersonal skills
- Problem Solving and Innovation – self-starter, who uses their own initiative; desire and ability to develop and put forward new and better ways of doing things
- Flexibility and Adaptability – flexible approach to work; can adapt to changing demands
- Planning and Organizing – monitors progress of work, and prioritizes tasks to be carried out; organizes efficient use of resources
- Communication – excellent customer facing skills; excellent presentation skills; an ability to convey information in a clear, concise manner; good written and oral communication skills
- Learning Ability – ability and desire to keep up-to-date with new technologies and industry standards; seeks self-development and welcomes opportunity to progress and learn new skills.

Technical Capability / Qualifications

- Possess a good technical understanding of assessment technology
- A minimum of 10 years’ experience working in professional certification, computer-based testing or other relevant fields
- A proven track record of consistently meeting or exceeding annual sales targets
- A proven track record in bringing new services to market and growing those services
- Experience working in the professional certification or computer based testing market.

Special Conditions

- Willingness to work outside normal working hours, including weekends and evenings
- Must be prepared to travel within Canada, the US and abroad
- Must be prepared to work from the US office as required (likely to be once a quarter).

📌 VP Business Development, Canada
🏢 Surpass Assessment
📍 Canada