Director, US Business Development - Defense & Security

At Embraer, we are at the forefront providing state-of-the-art solutions to our end-users globally. Embraer is based in Brazil, and our US Commercial and Defense entities are growing rapidly in the US. Embraer Defense and Security USA serves as the voice of the customer, managing collaboration between Embraer Defense & Security USA, other Embraer business areas, and Embraer partners in the US.

Responsibilities

• Manages local marketing activities for products and services for the company to United States government agencies or private firms doing government business.
• Directs the development of short- and long-term objectives for the company and makes recommendations to senior management.
• Monitors defense acquisition activities among all branches of US Armed Services.
• Monitors and analyzes developing defense acquisition trends and programs that could result in opportunities for aircraft sales.
• Develops campaign strategies, conduct briefings and presentations, leads formal proposal efforts, and secures contracts.
• Advises senior management on status or action required in connection with existing and potential sales programs.
• Attends meetings on behalf of the company with government officials and United States prime contractors.
• Maintains key marketing contacts with civilian and military personnel.
• Develops new business opportunities for military company products and services.
• Develops and maintains customer relationships.
• Supports studies and activities related to marketing and sales analysis, as well as interfaces with the sales team in other units.
• Prepares and manages target programs.
• Participates in the preparation of department budgets and controls area/program budgets.
• Complies with company and department norms, policies, directives, and procedures.
• Guarantees reliability and quality of information.
• Maintains necessary internal and external contacts.
• Suggests improvements to processes and procedures.
• Honors and protects confidential and proprietary documents and information.

Requirements

• Bachelor’s degree in engineering, marketing, business administration, or economics.
• More than 15 years of experience in management of military aircraft sales activities, preferably acquired in a large aviation/aerospace & defense industry.
• Extensive knowledge of the US military acquisition process.
• Experience in working with or for U.S. defense primes and OEMs.
• Active secret security clearance (or higher) or ability to reactivate if inactive.
• Previous experience as a military aviator is preferred.
• Primary job location is Melbourne, FL; alternate locations Jacksonville, FL or Washington DC.
• Possibility for remote work depending on proximity to customers and key decision makers.

Skills

• Strategy Development: Develop and execute comprehensive win strategies for assigned campaigns in alignment with organizational objectives.
• Challenger Mindset: Demonstrates ability to understand customer problem sets, tailor key messages for resonance, and take control of the sale. Willing to challenge the status quo and persuade customers to take action through effective customer engagement plans, positioning Embraer Defense for success.
• New Business Capture: Lead the new business capture process, from opportunity identification to proposal submission, ensuring alignment with customer requirements and organizational capabilities. Certification in Capture/Business Development from Shipley & Associates or similar is preferred.
• Subject Matter Expertise: A thorough understanding of US military aviation concepts of operation, force structure design, requirements, capabilities, budgeting, and Defense Federal Acquisition Regulations with a particular emphasis on Mobility/Tanker platforms.
• Decision Making: Lead capture decision-making processes and participate in strategic initiatives, providing strategic insights and recommendations based on market analysis and opportunity assessment.
• Team Leadership: Lead and mentor a diverse matrixed team to ensure alignment with strategic priorities, talent development, and drive high performance.
• Opportunity Management: Oversee the management of US & Canada opportunity pipeline, ensuring timely and effective capture of new business opportunities.
• Language proficiency in English and Portuguese (desirable).
• Planning (Target Program process management), finance fundamentals (budget & analysis), employment law (sexual harassment, disability, discrimination, labor laws, etc.), business vision & competitiveness.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint, and Access), ENS system, company policies, and procedures.
• Planning and analysis capabilities, business acumen, adaptable and resilient, exhibits self-control, responsible, demonstrates initiative, good communicator, assertive, helpful, and a team player.
• Ability to think big, take action, and help others succeed.
• Displays initiative to define own tasks with minimal oversight.

Working Conditions

• Ability to work in a safe professional manner adhering to all regulatory requirements including OSHA, EPA, State, and Federal regulations.
• Travel requirements: Ability to work extended hours and/or weekends for short durations based on customer needs.