Business Development Director

Worker Type Regular Job Description Summary The Director, Business Development (BD) is responsible for the identification and presentation of technology solutions to fill United States Navy operational gaps through the employment of advanced unmanned systems capabilities, counter-unmanned systems and strike capabilities, and autonomous and artificial intelligence solutions. This position supports the Navy capture strategy and engagement strategy efforts, executes capture planning to the satisfaction of the customer and the Aero Vironment (AV) staff, and maintains close ties to the customer program offices and units following contract award.

• Builds trusted relationships across assigned customer organizations at all levels and facilitate the same for others within Aero Vironment
• Identifies and wins new business opportunities for Aero Vironment while meeting the needs of assigned customers
• Represents Aero Vironment to the customer organization and continuously works to strengthen the company’s reputation within the customer organization
• Utilizes new business processes and the AV Capture Customer Relationship Management (CRM) tool, Salesforce
• Creates capture plans with compelling win strategies for major sales opportunities
• Conducts market research to assess size and potential value of an opportunity
• Conducts competitive assessments to understand strengths and weaknesses of Aero Vironment solutions considering competition
• Supports monthly forecast reviews and annual strategic planning process
• Helps prioritize company investment recommendations
• 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
• Works with Product Line Managers and the Engineering Department to identify technology needs and connect them with funding sources
• Builds partnerships with other companies to pursue specific opportunities and enhance AV product offerings
• Works on significant and unique issues where analyses of situations, or data, could require evaluations of intangibles amongst other available information
• Performs other duties as assigned

• Bachelor’s degree in Engineering, Physical Science, Business, or relevant discipline is required, or equivalent combination of education, training, and experience
• 14-20 years of relevant or equivalent experience (inclusive of military experience)
• United States Navy or Coast Guard experience preferred
• Background related to aerial weapons employment including:
  Air Launched Effects (ALE), loitering munitions, small and medium UAS, counter UAS, precision strike, and Manned-Unmanned Teaming, preferred
• Prior relevant experience engaging US Navy or maritime senior leaders is desired
• Proven understanding of US Navy customer requirements/needs/issues and capability gaps is desired
• Understanding of FAR/DFARS, OTAs, and Middle-Tier Acquisition is a plus

• Advanced degree is preferred
• Strong communication, negotiation, strategic planning and interpersonal skills
• Demonstrated leadership skills
• Working knowledge of typical contracts used by assigned customer segment (US Government, Non-DOD; US Government, DOD; or International)
• Understanding of US Government acquisition and program planning processes
• Demonstrated business experience; ability to develop and maintain internal and external trust-based,…