Sr. Director, Business Development

Worker Type

Regular

The Director, Business Development (BD) is responsible for the identification and presentation of technology solutions to fill United States Air Force, Federal / Civil, and OSD operational gaps through the employment of advanced unmanned systems capabilities, artificial intelligence applications, counter-unmanned aerial systems, one-way attack, and ground control solutions. This supervisory position leads business capture 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.

• Leads and supervises the USAF, Fed / Civ, OSD BD Team ensuring timely completion of all training tasks, professional development, timecard management, and expense report management
• Builds trusted relationships across assigned customer organizations at all levels and facilitate the same for others within AV
• Identifies and wins new 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
• 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 AV 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 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 Air Force Experience desired
• Background related to aerial weapons employment including :
  Launched Effects (ALE), loitering munitions, small and medium UAS, Manned-Unmanned Teaming, ground control preferred
• Prior relevant experience engaging USAF senior leaders is desired
• Proven understanding of customer requirements / needs / issues and capability gaps is desired
• Understanding of FAR / DFARS 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 trusting, 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…