Director of Business Development

Key Responsibilities

• Lead the identification, qualification, pursuit, and capture of strategic business opportunities.
• Demonstrate initiative and sound judgment.
• Develop competitive positioning strategies, win themes, and customer engagement plans that improve Terma's probability of win.
• Position Terma early in the acquisition lifecycle to influence requirements, acquisition strategies, and program outcomes.
• Develop and execute comprehensive account, campaign, and capture strategies aligned with company growth objectives.
• Build and maintain a robust pipeline of qualified opportunities that support long-term revenue growth.
• Establish and maintain relationships with key decision makers across the U.S. Department of Defense, international customers, and defense prime integrators.
• Engage directly with end users, acquisition officials, program offices, and stakeholders to understand mission requirements and shape future opportunities.
• Serve as a trusted representative of Terma within the aerospace and defense community.
• Develop and strengthen partnerships with major prime contractors, government organizations, and international industry partners.
• Negotiate and manage strategic agreements including MOUs, MOAs, CRADAs, teaming arrangements, and other collaboration frameworks.
• Work closely with Terma teams in the United States and Denmark to identify and pursue growth opportunities.
• Collaborate with engineering, advanced design, product management, and executive leadership to align customer needs with Terma capabilities.
• Translate operational and technical requirements into actionable business opportunities.
• Support development of customer-focused solutions that address mission challenges and deliver measurable value.
• Achieve assigned business development, capture, and revenue objectives.
• Provide accurate forecasting, pipeline management, and opportunity reporting.
• Support long-range strategic planning and market assessments to identify emerging growth areas.

Qualifications

• Minimum Education and Experience: Bachelor’s degree in business, Engineering, Aerospace, Technical Management or related field and minimum of 10 years business development, capture management, program management, military or aerospace & defense industry experience OR equivalent experience.
• Required Skills and Experience: Demonstrated success winning and growing business within the U.S. Department of Defense, aerospace, or defense sectors; Proven experience leading complex capture efforts from opportunity identification through contract award; Strong knowledge of U.S. defense acquisition processes, contracting mechanisms, budgeting, and procurement procedures; Experience working with U.S. military services, defense agencies, prime contractors, and international defense customers; Knowledge of Foreign Military Sales (FMS) and Direct Commercial Sales (DCS) environments; Strong understanding of aircraft survivability, electronic warfare, avionics integration, or related aerospace systems; Ability to communicate complex technical solutions to operational, programmatic, and executive audiences; Excellent strategic thinking, market analysis, and competitive positioning skills; Exceptional presentation, negotiation, and executive communication capabilities; Strong leadership and influence skills, with the ability to lead cross-functional teams in a matrix organization; Willingness and ability to travel approximately 40%-50%.
• Preferred Skills and Experience: Master's degree (MBA, MS, Engineering, or related discipline); Military aviation experience, particularly as an F-16 or tactical aircraft pilot, Electronic Warfare Officer, Weapons Systems Officer, or operational planner; Experience with electronic warfare systems, radar warning receivers, countermeasure systems, or self-protection technologies; Established relationships within U.S. Air Force, Air National Guard, Foreign Military Sales organizations, combat aircraft program offices, or major aerospace prime contractors; Experience supporting international business development and exportable defense solutions.