This position has leadership responsibilities for business development and bid capture management within the Defense business line (DE BL) for the Avionics, Transportation and Defense Business unit (ATD BU). The role reports directly to the DE BL manager and will provide support to Sales, the Win/Bid/Manage team, and the Product Line managers. Successful achievement of assigned responsibilities will require clear and proactive leadership of assigned team members.
• Primary responsibility is to create, identify, qualify, new opportunities to fill the order pipeline. • Responsible for prospecting new business; creating leads based on location, competitor market share and area business. • Define and support the DE BL Business Development strategy and methodology • Constantly and aggressively seek new business opportunities that are consistent with both the DE BL and Business unit strategies by leveraging current technologies, customer intimacies, and intercompany collaboration opportunities • Develop clearly defined and well understood program metrics showing effectiveness of strategic planning and new customer/program penetration. • Maintain the orders forecast and opportunity lists for the Defense BL Product Line • Support Sales requirements through data requests, strategy meetings, and networking opportunities • Manage Sales Force, DACIS and other data mining tools to provide real-time program analysis to Sales and ATD BU management. • Present value propositions and close sales with clients • Maintain ongoing records of customer service needs, points of contact, and other vital customer data. • Develop planning around the growth of that customer and track, measure, and communicate performance around goals. • Analyze competitor sales tactics and growth strategies to determine appropriate counter-strategies and resource requirements and convey relevant industry data to management. • Function as a member of the business leadership team to improve business execution/management and define growth strategies and opportunities • Collaborate on the growth of advanced technologies and capabilities to support future DE BL customer needs
• 10+ year’s sales experience in the ECT/Defense market with a proven track record of demonstrable BD efforts leading to rapid growth • Ability to consolidate critical defense programs and competitive analysis into concrete account penetration plans that can be used do direct sales organization for rapid growth • Prior experience working directly with US DoD prime contractors and US DoD procurement on DoD MDAPs • Full understanding of the DoD procurement cycle (AoA, POM, Milestones, Etc.) • Ability to manage complex business relationships where conflicting priorities must be managed with customer satisfaction as a primary goal. • Strong interpersonal skills that foster open upward and downward communication built on mutual respect and collaboration. • Strong understanding of the company operations to properly support and represent the ATD BU in a mature and professional manner • Strong interpersonal skills that foster open upward and downward communication built on mutual respect and collaboration. • Ability to remain calm when faced with mounting pressure related to deadlines and multiple priorities. • Availability, flexibility, and maturity to represent the company with customers, and within the company. • Excellent negotiator • Excellent verbal and written communication skills.