Business Dev, Senior Director
Posted on Nov 5, 2020 by AAR Corp.
SUMMARY Responsibility to ensure that Company remains competitive in the market. The main goals will be to produce new customers, work with current customers, and follow-up with all industry trends. The Senior Director, Business Development works closely with the Sr. Vice President, Business Development to evaluate current and adjacent markets to develop new business opportunities, while developing and executing sales strategies to position Company with prospective clients. This position is responsible for orchestrating the teaming and win strategies; developing customer and competition intelligence briefs; identifying and qualifying specific new business development targets; and executing capture management and account management activities while energetically developing customer relationships (client and partners). This person coordinates closely with program managers, business intelligence, marketing, pricing, and proposal support by conducting Business Development Gate briefings. As a principal Capture Manager, this person orchestrates the overall capture management strategy for specific strategic targets; works closely with Managers/Directors, Business Development, Proposal Managers, and Operations personnel in updating and finalizing the win strategy; the concept of operations; the proposed organization; proposed key personnel; proposed partners/teaming/subcontractors; and other key teaming aspects of strategic bids to include teaming and operating agreements. This position manages and controls overall bid budget and schedule; identifies and selects review team members; and insures on-time delivery of compliant and winning proposals to the customer. The selected candidate has a major role in supporting the development of the three-year strategic plan as well as the annual operating plan. This position is expected to identify a pipeline of opportunities with a total value of approximately $35 million in the short term and approximately $150 million over the next 3 years.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Assure Companys competitiveness in the Army rotary & fixed wing markets. Liaise to keep Company ahead of industry trends. Work to procure new business and work to exceed current customers needs. Promote the mission, vision, and values that Company has developed Manages an individual sales pipeline to include identifying, qualifying and closing new opportunities to meet annual bookings requirements. Interfaces with potential customers to discuss requirements, schedules and capabilities and with industry personnel to develop teaming and/or partnering relationships to support business needs and maximize business performance. Conducts Business Development Gate Briefings. All other duties as assigned. QUALIFICATIONS To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accomOrganizationations may be made to enable individuals with disabilities to perform the essential functions. SUPERVISORY RESPONSIBILITIES None Leadership demonstrated ability to lead people and get results through others Initiative plans work and carries out tasks without detailed instructions, prepares for problems or opportunities in advance, undertakes additional responsibilities Communication excellent interpersonal and oral and written communication skills Analytical skills must be able to use data to determine cause and effect for complex problem solving Organization very detail oriented and always comes prepared Problem Solving ability to develop and implement new ideas to improve processes Strong customer orientation Required Bachelor degree from a four-year college or university; or degree in process with significant US Military aviation experience. Minimum of eight years of international and/or Federal business experience, can be in conjunction with Military aviation experience Current and active minimum US SECRET Clearance is preferred In-depth computer knowledge (MS Word, Power Point, Excel, MS Project). Highly successful building relationships with upper-level decision makers, seizing control of critical issues, and delivering on customer commitments Excellent oral and written communication skills with the ability to synthesize requirements and present business cases for action/corporate response in a clear, concise, focused manner. Experience with Program Management and Operations in support of large federal programs. (desirable) Demonstrated focus on customer satisfaction and development and maintenance of relationships both internally and externally. Demonstrated ability to negotiate, influence and manage risk Demonstrated ability to work in a team environment and/or lead teams to success Excellent influencing and negotiation skills. Knowledge of USG and FMS program/contracting processes and acquisition/sustainment strategies. Demonstrated record pursuing and capturing $20M+ jobs. PHYSICAL DEMANDS/WORK ENVIRONMENT The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accomOrganizationations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, stand, bend, reach and move about the facility. The environment characteristic for this position is an office setting. Candidates should be able to adapt to a traditional business environment. Travel may be required, including overseas travel to developing/third world or War Zone countries.