Director - International Business Development

Introduction

INTRODUCTION TO AM GENERAL
AM General develops and builds specialized ground vehicle systems that get the US Armed Services and our allies to and from their mission safely. Our innovative spirit delivers advanced, rugged, resilient, and dependable mobility solutions. We are one team dedicated to producing the best products for our customers. We have a collective understanding that at AM General our purpose is to serve those who serve to protect us. We R.I.D.E. with Sgt. Smith!

Principle Duties And Responsibilities

• Oversee the Asia-Pacific region
• Accountable for capture leadership of an assigned portfolio of opportunities
• Identifies targets of opportunity, qualifies identified opportunities, and develops Capture and Win Strategy for qualified opportunities approved by Executive leadership
• Lets large, complex, strategic and high dollar value capture efforts to secure new or re-compete contracts, or task order business
• Acts on behalf of the executive sponsor for the opportunity
• Accounts to shape and win opportunities through balanced focus on customer, competitive environment, and AMG’s best interests
• Performs opportunity analyses, and interfaces with AMG leadership and organizations to ensure timely delivery of winning proposals
• Develops capture and win strategies including business solution for pursuit
• Performs market and economic analyses
• Designs and executes formal capture plans
• Maintains monitor’s competitor activity
• Executes customer call plans to qualify and assess the “win-ability” of new opportunities, and to shape acquisitions
• Leads and coordinates competitive assessments—determines the strengths and weaknesses of AMG team and potential competitors
• Evaluates potential teammates to ensure complete coverage of all opportunity requirements, and coordinates teaming activities and decisions
• Identifies resources required to pursue a bid, and guides bid and proposal activities
• Leads development of customer profiles—including customer needs, issues, hopes, and biases
• Regularly interacts with all levels of management, infrastructure POCs, staff, and customers
• Prepares pipeline plans
• Provides input to Business Unit plans and artifacts
• Ensures development of solutions that offer competitive distinction and readily executable approaches
• Develops and leads Gate Reviews
• Develops and executes B&P spend plans and tracks all associated expenses

Knowledge And Skills

• Bachelor’s degree required, Master’s degree preferred
• Ten plus years of experience in International Sales and related support functions
• Successful track record of account planning and significant (>$50M) capture
• Diplomatic, persuasive, and articulate communication style to establish and maintain rapport with internal and external customers/partners
• Aptitude for milestone-based capture process
• Strong verbal and written communication skills are a plus
• Proactive, superior attention to detail, project management, and organizational skills
• Business acumen, strong analytical and problem-solving skills, reliability, and sound judgment
• Passion for personal accountability, achievement, learning and continual improvement
• Ability to articulate complex issues into succinct, cohesive summaries and presentations
• Experience with foreign government budget, investments, and acquisition processes
• Deep understanding of pricing, baseline pricing strategies, and the evolution of pricing strategies into business strategies that are competitive and compelling for the customer
• Knowledge of and strong contacts within the relevant customer and technical community to facilitate strategic teaming relationships
• Understanding of sales and business development methodology and requirements development
• Experience gaining internal support, operating independently with limited supervision and feedback
• Ability to establish a solid working relationship with technical staff, Directors, and peers across the company
• Strong organizational skills
• High level of initiative and moderate knowledge concerning MS Office Products
• Leadership and supervisory skills are an asset to this position
• Knowledge of a second language is a plus
• Technical background in automotive or related areas are a plus
• Military experience preferred in the following areas: Foreign Area Officer (FAO), Defense Attaché (DATT), Senior Defense Official (SDO) with demonstrated and working knowledge of Foreign Assistance Programs, Foreign Military Sales (FMS), Foreign Military Financing (FMF) acquisitions programs
• Extensive professional network within the assigned capture territory and portfolio preferred