Director, Business Development – Navy & Maritime OEM

Teledyne Technologies Incorporated•Washington, DC

2d•Remote

About The Position

This position can work remotely, provided the employee resides within a commutable driving distance of U.S. Navy bases in Washington DC, Virginia, or California. Job Summary: The Director, Business Development - Navy & Maritime OEM is responsible for the management and growth of Teledyne FLIR’s business with the Navy and Maritime OEM customers. The individual will target specific OEM’s and customers that are identified as appropriate candidates for Teledyne FLIR’s products and technology or are potential teaming partners. Working with current and new Maritime customers to establish requirements and mission needs that match Teledyne FLIR’s current and future product capabilities, this person will present Teledyne FLIR’s Electro-Optical, Radar, UAS and Counter-UAS technologies and products in an effort to secure product orders, development contracts and program business consistent with the forecast for the line of business. This person will track market requirements and report them to product management to help products align with market needs. He/she will provide customers with visibility to Teledyne FLIR’s product line, expertise in EO/IR sensor systems and developmental capabilities at a variety of forums to include personal meetings, formal briefings, social events, trade shows and seminars.

Requirements

Bachelor’s Degree or technical equivalent military/government background or operational experience.
10+ years of experience in business, acquisition, program development, or comparable military acquisition or operational roles.
Proven ability in sales or business development related to high-value military imaging, electronics, unmanned systems, or similar fields.
Knowledge of the U.S. Navy and DoD acquisition process and operational communities with a particular focus on Shipboard/Maritime systems and Unmanned Systems.
Ability to develop and present the operational values of thermal imaging systems in a typical operating environment.
Ability to understand, document and tailor customer requirements into a Teledyne FLIR technical solution.
Ability to lift/maneuver equipment and transport cases weighing up to 70 pounds as required in support of Teledyne FLIR product demonstrations.
Ability to present technical information clearly and concisely in front of small or large groups utilizing demonstration equipment, multimedia tools and personal presentation skills.
Excellent written and oral presentation skills.
Experience with MS Office and sales force automation applications.
Ability to obtain security clearance.
Able and willing to travel independently 40% - 50% (primarily domestic).

Nice To Haves

Minimum rank of LCDR/SCPO.
Familiarity with major US shipbuilding and maritime OEMs.
An understanding of night vision/thermal imaging technology and/or its applications.
Understanding of Unmanned Systems technologies and their applications.

Responsibilities

Meet the established bookings plan for products associated with the target customers and platforms.
Identify, qualify and create long term relationships with Defense customers and OEM’s at every level including operators, buyers, requirements developers, program managers, logistics planners, contractors and senior leaders.
Present Teledyne FLIR products, technology and developmental capabilities to target Defense customers and OEMs. Potential forums shall include personal meetings, formal briefings, social events, trade shows and seminars.
Respond to complex bid requirements including detailed technical arguments, protests, competitive responses and compliance to customer bidding standards.
Identify programs of interest and customer groups that match Teledyne FLIR products and present them for a pursue/no-pursue decision with senior management.
Develop trusted coaches inside customer organizations to help ensure that Teledyne FLIR maintains a fair competitive position.
Support proposals as the Capture Manager associated with assigned customers or assist with other proposals as directed.
If requested, assist the customer through the specification generation process when that proposal offers the potential for a Teledyne FLIR sensor solution. This includes theme development, pricing strategy, support requirements and formulating key selling points.
Act as the primary customer advocate to ensure user requirements for new capabilities are presented to product management.
Once accepted for pursuit, develop capture strategies, make product recommendations and coordinate pursuit plans and activities.
Principal interface with the customers for all business development matters.
Ensure any and all technical issues are assessed properly by product management and engineering from a cost, schedule and performance aspect.
Lead the product-development process from a market perspective to include articulating the market opportunity, capturing strategy, desired time schedule, desired end-pricing and potential return on investment.
Identify and monitor risks associated with customer requirements and programs.
Conduct product demonstrations as needed on the ground or in flight to support product sales and training.
Effectively communicate with Teledyne FLIR DoD business development personnel to ensure a well-coordinated sales effort to both the OEM and military end-user.
Travel up to 50% of the time, providing support to major program pursuits.
Responsible for other duties as assigned by Manager.