Business Development Director

This role focuses on growing and sustaining a robust surveillance system and sensors portfolio by driving sales, new account acquisition, and after-market/spare-parts and repair revenue with government and defense contractor customers.

Responsibilities

• Develop and execute new business strategy, including opportunity identification, shaping, and capture support.
• Protect and expand ongoing business, leading capture teams with a robust understanding of proposal management.
• Develop and maintain relationships with senior and mid-level government decision-makers, emphasizing border surveillance and security acquirers and users.
• Influence and shape customer requirements across government, prime contractor, international customers, and partners/suppliers.
• Collaborate with NDI Government Relations on customer engagement strategies.
• Develop and execute business development plans to influence all aspects of new business capture.
• Provide NDI with customer information, planning, analysis, and strategy for management bid/no-bid decisions and long-range strategic planning.
• Conduct robust competitive assessments, identify win discriminators, support price-to-win, and determine resources for new business development.
• Analyze customer budgets across DoW/DHS and international MOD budget cycles.
• Provide insight into U.S. and international border security activity related to NDI programs.
• Support industry teaming and collaboration to accomplish strategic objectives.
• Focus on achieving new revenue streams with near-term sales closures to meet operating plan commitments.
• Ensure new business activity is conducted with integrity, honesty, and in accordance with government, customer, and AMS Group/NDI policies.
• Coordinate, lead, and/or support proposal activities.
• Assist with the development of a detailed annual business development operating plan and business plan providing ROI for division’s IRAD and pursuit.
• Maintain a healthy, sustainable sales pipeline for both near and long-term goals.
• Interact with customers to define mission needs and translate requirements to engineering and program management personnel.
• Regularly visit key division customers and work extended hours when necessary.
• Report to executive management, program management, engineering, and capture teams.

Requirements

• Extensive working knowledge of the U.S. Department of War (DOW) procurement processes, Federal Acquisition Regulations (FARs), Foreign Military Sales/Funding (FMS/FMF), and International Traffic and Arms Regulations (ITAR).
• Direct familiarity and experience working with U.S. military requirements, acquisition, and operational agencies.
• In-depth knowledge of the defense security and surveillance marketplace, customer requirements, and mission needs.
• Strong technical background supporting the understanding of integrated sensor systems.
• Experience with forecasting, investment strategy, standard estimating and budgeting practices, capture planning, and proposal development using CRM tools.
• Demonstrated aptitude for maintaining a healthy, sustainable sales pipeline.
• Excellent working knowledge of Microsoft Office suite.
• Willingness to travel up to 50%.

Qualifications

• DoW/DHS service (civilian or military), specifically U.S. Navy or Coast Guard.
• Bachelor’s degree from an accredited university.
• 10+ years of relevant DoW business development or procurement experience.
• 6+ years of management experience.
• Strong understanding of DoW and national security markets.
• At least a Secret clearance with the ability to attain Top Secret Sensitive Compartmented Information (TS/SCI) level.

Reports to the President of Northern Defense Industries with matrix responsibility to the AMS Group Chief Revenue Officer. This position is in-office at the NDI Alexandria, VA location.

Preferred

• Foreign Military Sales experience.
• Technical sales/business development experience.