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Role Description

The Business Development (BD) Director for Integrated Air & Missile Defense (IAMD) is responsible for the identification and presentation of technology solutions to fill United States Department of War (DoW) operational gaps through the employment of advanced IAMD capabilities, artificial intelligence applications, kinetic and non-kinetic counter-unmanned aerial systems, command & control solutions, and Warfighter Readiness. This non-supervisory position reports to the Vice President, Domestic Business Development and leads business capture across all DoW services through development and implementation of engagement strategy and proposal development, executes quarterly and annual capture targets through deal closure, ensures customer satisfaction, and maintains close ties to the customer program offices and units following contract award.

• Identifies and wins new IAMD business opportunities while meeting the needs of assigned customers
• Represents AV to the customer organization and continuously works to strengthen the company’s reputation within the customer organization – expands AV IAMD capability across all services
• Utilizes new business processes and the Salesforce Customer Relationship Management (CRM) tool
• Creates capture plans with compelling win strategies for major IAMD sales opportunities
• Conducts market research to assess size and potential value of an opportunity
• Conducts competitive assessments to understand strengths and weaknesses of AV solutions considering competition
• Supports monthly forecast reviews and annual strategic planning process – meets/exceeds Annual Operating Plan orders targets
• Provides expertise to business units to prioritize internal investment recommendations
• Ensures timely completion of all training tasks, professional development, timecard management, and expense report management
• Builds trusted relationships across customer organizations at all levels and facilitates the same for others within AV
• Identifies funding sources, contract vehicles, influencers, and decision-makers with prospective customer organizations and engages to shape requirements for AV solutions
• Communicates regularly with management and works closely with Product Line Management to provide customer requirements and competitive feedback
• Qualifies new leads and manages meetings to identify initial customer requirements
• Assists with marketing collateral development
• Builds partnerships with other companies to pursue opportunities and enhance AV product offerings
• Performs other duties as assigned

Qualifications

• Bachelor’s degree in Engineering, Physical Science, Business, or relevant discipline is required, or equivalent combination of education, training, and experience
• 10+ years of relevant or equivalent experience (inclusive of military experience)
• Background related to IAMD weapons employment including: kinetic and non-kinetic C-UAS, Warfighter Readiness training and simulation tools, command and control systems preferred
• Prior relevant experience engaging DoW senior leaders is desired
• Proven understanding of DoW IAMD customer requirements/needs/issues and capability gaps is desired
• Understanding of FAR/DFARS and Middle-Tier Acquisition is a plus

Requirements

• Advanced degree is preferred
• Strong communication, negotiation, strategic planning and interpersonal skills
• Demonstrated leadership skills
• Working knowledge of typical contracts used by DoW customer segment
• Understanding of US Government acquisition and program planning processes
• Demonstrated business experience; ability to develop and maintain internal and external trust and professional relationships
• Assesses the degree of risk and opportunity in plans or actions and takes appropriate action to mitigate them or makes plans to build on the opportunity
• Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)
• Ability to excel in a fast-paced, deadline-driven environment leading a broad variety of duties
• Takes ownership and responsibility for assigned tasks and bookings achievement
• Committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company
• Focuses on teamwork and puts the success of the team above own interests
• Ability to lead successful trade show events in close coordination with the marketing group
• Displays strong initiative and drive to accomplish goals and meet company objectives; delivers message to Garcia (“A Message to Garcia,” Elbert Hubbard’s essay on initiative, first publication 1899)

Physical Demands

• Ability to work in an office environment, although majority of work will be remote (from home)
• Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (Constant)

Special Requirements

• U.S. Citizenship required; Active Secret security clearance and ability to obtain a Top Secret security clearance, if required
• Ability to travel within contiguous US from 25-50% of time; potential for periodic OCONUS travel
• Must have a valid driver’s license and clean DMV record

Benefits

• AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown.