Business Development Director, Professional Services

Kongsberg Defense & Aerospace Inc•Birmingham, MI

2d•Hybrid

About The Position

Kongsberg Defense & Aerospace, Inc. (KDA Inc.) is seeking an experienced Director of Business Development to support growth in its Professional Services business in the US. This role will serve as the primary interface for KONGSBERG US, managing Field Service Engineering, Training, and Support Service business for KONGSBERG OEM platforms and systems in both US and FMS markets. The successful candidate will be adept at fostering and growing customer relationships, engaging with Kongsberg's Divisions in Norway, and interacting with senior levels of the US military and Congressional offices. A strong understanding of the US and global market is essential, as is maintaining seamless communication with KDA counterparts in Norway to drive business growth domestically and internationally. Periodic visits and briefings to foreign diplomats or their Defense, Air, Army, or Naval Attaches may also be required. This position encompasses the entire portfolio of KONGSBERG technologies and capabilities, necessitating the development and maintenance of relationships across the KONGSBERG enterprise.

Requirements

Minimum of 7+ years of highly relevant sustainment/acquisition/customer-growth/business development experience within the defense aerospace industry, with a focus on support services for military systems and solutions. Government experience in platform or system services and training can be used in lieu of industry experience.
Prior military or government experience supporting Remote Weapon Systems (RWS), tactical vehicle platforms, sustainment operations, lifecycle logistics, field support, or modernization programs is highly desired.
Joint-service experience is preferred, especially in operational roles or mission system employment.
Proven track record in Capture Management that successfully resulted in winning large-scale pursuits/contracts (over $10M).
Proven ability to build Senior level (GO/FO, SES) relationships.
Ability to engage with and coordinate messaging and coordination with Senior Government and Industry Partner organizations, building long-term client relationships.
Deep understanding of the defense market, particularly in weapons stations, missiles, aerospace and unmanned systems sectors, and US government procurement processes (PPB&E), including current trends, technologies, and regulatory environment.
Exceptional verbal and written communication skills, with the ability to influence and negotiate at all levels.
Good communication abilities, both oral and written required.
Use verbal information skills to transfer information to groups.
Prepare business documents, reports, opportunity presentations, RFI responses, and other B&P related correspondence for Senior Management, Customers, and Senior decision makers.
Comfortable and effective at communicating messages to all levels of the organization, from Senior Executives to Project Managers within their organization, and across functional entities.
Leadership: Proven leader skills with a track record of managing and motivating high-performance teams under fluid, rapidly changing environments.
Ability to work individually and as part of a cross-cutting, multi-function team.
Understanding of and experience in the use of business development and capture processes (e.g., Shipley, etc.).
Ability to understand market environment, be able to understand military requirements, apply critical thinking into complex problems, and reason recommended courses of action to leadership.
Concentration/attentiveness, high level of record-keeping, high pressure for results, independent judgement and discretion.
Eligible for and ability to obtain a government SECRET clearance. Active SECRET or higher clearance preferred.
Must be a U.S. Person as defined in 22CFR120.15 of the International Traffic in Arms Regulations (ITAR).

Nice To Haves

Advanced degree (MBA, MA, MSc), preferred.
Prior military or government experience supporting Remote Weapon Systems (RWS), tactical vehicle platforms, sustainment operations, lifecycle logistics, field support, or modernization programs is highly desired.
Joint-service experience is preferred, especially in operational roles or mission system employment.

Responsibilities

Lead, develop, and execute a comprehensive business development strategy to maximize efficient growth and profitability within the US, reporting to the Vice President for Business Development & Strategy.
Maintain strong relationships with all current and prospective US customers, coordinating Quarterly Update/Status meetings and acting as the liaison between Norwegian division program management and customers.
Manage the relationship between KONGSBERG US, KONGSBERG AS, and applicable Training Commands to ensure current operator/mission planner knowledge of specific weapon capabilities and CONOPs considerations are integrated into student curriculum.
Participate in and facilitate relevant customer/capability Program Management Reviews.
Grow a strong base of relationships within the Service maintenance, sustainment, and training customer base, elevating existing relationships and developing new ones to increase advocacy and support for comprehensive lifecycle support requirements. Specific immediate needs include engaging with PAEs, Program Managers, TACOM, operational commands, and sustainment organizations to identify modernization priorities and future capability requirements.
Manage and support customer demonstrations, operational evaluations, capability briefings, and recurring Trade Show participation, ensuring participation in high-payoff venues and that KDA displays reflect evolving customer focus.
Coordinate capture activities, proposal development, and strategic teaming efforts supporting competitive U.S. and Foreign Military Sales (FMS) pursuits.
Support international capture efforts by briefing Foreign Embassy staff in the DC area on capabilities and program developments.
Identify and pursue new business opportunities, including strategic partnerships, joint ventures, and contract acquisitions.
Analyze market trends, competitive landscape, and emerging technologies to inform strategic decisions and positioning.
Forge and maintain strategic partnerships, alliances, and collaborations with key stakeholders, including military services, government agencies, industry partners, and suppliers.
Drive sales initiatives and revenue growth by identifying and pursuing new business opportunities, contracts, and programs, as well as supporting retention and growth of existing programs.
Develop and maintain a robust pipeline sufficient to meet/exceed assigned revenue targets.
Identify potential risks and develop mitigation strategies to ensure the successful execution of business development initiatives.
Participate in the full opportunity lifecycle process, from opportunity identification through proposal delivery and award.
Collaborate with the KDA Inc. Business Development team to identify areas of cross-collaboration and provide input to the overarching KDA Inc. Strategic Plan.
Work closely with product-focused BD teammates to understand service requirements and integrate services into larger procurement/delivery contracts from the start.
Maintain awareness and understanding of new technology development/platform development projects and manage communication of these efforts to current/potential US customers and industry partners.
Exhibit a hands-on attitude with a willingness to learn and develop.
Operate as a self-starter.
Be a team player who works well in dynamic teams and in matrix-style project organizations.
Act as a problem solver, identifying and resolving production issues as they arise.
Maintain a collaborative and collegiate attitude.
Embrace KONGSBERG corporate values of collaboration, determination, reliability, and innovation.
Be willing to travel and undergo training when required, including internationally.