Director, Business Development

Brief Description

Company Overview: ARA is a leading C5ISR company that designs, manufactures, tests, and installs innovative technologies providing unparalleled situational awareness, threat detection, and communications capabilities. Leveraging its capabilities, ARA meets and exceeds the requirements of discerning, mission-critical customers.

Job Summary

We are seeking a highly motivated Director, Business Development, responsible for maintaining and expanding relationships with strategically important customers, creating new relationships through key design activities, achieving key program awards and orders quota, and managing and growing key products and technologies for ARA.

Essential Functions

• Establishes productive, professional relationships with key personnel in assigned customer markets.
• Identifies and develops key program pursuits for the company.
• Researches, evaluates, and develops strategic market plans for the company.
• Collaborates with company personnel, including support, service, and management resources, to meet account performance objectives and customers' expectations.
• Maintains assigned targets for key program awards, profitable sales volume, and strategic objectives in assigned markets.
• Proactively leads a joint, strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period, for assigned customers.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary ARA personnel.
• Accurately and up-to-date customer procurement forecasting; identifies and calibrates input from customer staff, influencers, and decision-makers within the account or program of interest.
• Salesforce CRM entry, support, reporting, and regular periodic tracking updates, including stage management, value, PGO, PWIN, and closing dates.
• Adopts and develops guidance knowledge for the company's technical roadmaps.

Position Qualifications

• Competency Statement(s): Adaptability, Communication, Job Knowledge, Technical Skill, Dependability, Quality, Ethics, Initiative/Take Ownership, Customer Focus, Sales Skills, Leadership, Results Driven
• Experience and Skills: Experience in identifying, planning, and capturing key DoD programs, ability to lead a multi-function team, contemporary knowledge of associated DoD acquisition programs, DoD budgeting and acquisition lifecycle, proficiency in CRM software, understanding account relationship management strategies, ability to create and close deals, military experience, and ability to qualify for security clearance.
• Education: Bachelor’s degree (Engineering or Business or a related field, a plus) or 10+ years of industry experience.