Business Development Manager
Position Summary
The Business Development Manager (BDM) is responsible for the management and coordination of operating unit business capture for the company within the area of geographic assignment. This includes the identification of new business opportunities and development of win strategies for business capture. The BDM is an individual contributor who will collaborate with senior functional leaders and technical experts. The BDM will work closely with each Business Unit Managers to meet respective unit objectives.
Key Position Accountabilities
Develops Business Strategy: Owns the development of strategic and tactical plans to win profitable new business. This includes: Utilizing research, obtains marketing intelligence and competitive data pertaining to potential targeted pursuits to develop win strategies. Provides price to win and win strategy inputs to engineering and sales staff for preparation and/or presentation of proposals to customers. Provides the voice of customer feedback to the sales, engineering and senior staff to ensure that updated or new company technologies/capabilities match with new and emerging customer requirements.
Drives Sales: Maintains EBITDA in year one and positions for growth in year two by focusing on the following: Leads customer visits and performs research to understand current and emerging customer needs and requirements. Utilizes the internal sales, marketing and engineering resources in support of the integrated business development team strategy. Functions as capture lead on assigned pursuits through the Bid/No Bid decision process. Executes front-end business development. Participates, with guidance, in decisions regarding teaming and other agreements required for pursuits. Builds long-term relationships with key decision makers at selected strategic accounts.
Forescasts Opportunities: Generates and maintains Order Forecasts for selected strategic accounts by: Tracking the lifecycle of business opportunities from lead generation through the negotiation and order booking process. Clearly communicates updates from the customer, while specifically identifying hurdles to opportunity realization and assisting the Business Unit Managers to realize their respective business goals.
Qualifications
Education: Bachelor’s Degree required. MBA a plus.
Experience: 5-10 years of broad business knowledge with depth of expertise in sales within the aerospace and defense industry. Demonstrated ability to drive results meeting business goals while exceeding customer expectations. Excellent sales experience in aerospace and/or defense electronics. Previous sales experience in military electronics considered a plus. Must have good financial acumen.
Required Knowledge, Skills and Abilities: Manages ambiguity Open to feedback Sense of urgency Proactively communicates Effectively prioritizes Sells and influences Determination/Grit Pragmatic/Practical Works independently Diplomatic tactful