Director, Business Development

Antenna Research Associates Inc • Laurel, MD

3d

About The Position

ARA is a leading C5ISR company that designs, manufactures, tests and installs innovative technologies that provide the national security community with unparalleled situational awareness, threat detection, and communications capabilities. Our disruptive, integrated solutions, assemblies and subsystems rise to the challenging demands of discerning, mission-critical customers. We leverage our capabilities to meet and exceed the requirements of our customers and empower them to remain ahead of evolving threats and complexities in a dynamic security landscape.

Our Product Portfolio Includes:

Electronic Warfare: Antenna Solutions (Jamming, SIGINT, ELINT, Directional Finding), Airborne Systems (Interferometer Arrays, ISR Arrays, Low Profile Conformal Phased Arrays), Threat Emitter Systems (Active Electronic Steerable Arrays, AESAs, PESAs & Parabolic Solutions), Electronic Counter Measure Systems (Wide-band, High Power AESAs) & Signal Mitigation, Low Observable (LO) Radiation Controlled Products.

MILCOM: UHF/MOUS SATCOM Data Links (Aircraft, Vehicle, Fixed Site & Man-Portable), Smart Antennas, Smart Munitions & RF Sensors

RADAR: AESA Radars (Tactical IFF Systems, Missile Seekers), Weather & Coastal Radars (Feeds, Reflectors and Pedestals).

SATCOM: VSAT Terminals, Feeds & Reflectors, Multi-Band, Multi-Orbit AESAs

Job Summary

We are seeking a highly motived Director, Business Development who will maintain and expand relationships with strategically important customers. Assigned to a territory, the Director, Business Development is responsible for achieving sales quota, assigned strategic account objectives and management and growth of sales representatives within the Territory.

The Director, Business Development represents the entire range of ARA products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by ARA.

Requirements

• Experience in identifying, planning, and capturing key DoD programs.
• Ability to lead a multi-function team.
• Contemporary knowledge of associated DoD acquisition programs, DoD budgeting and acquisition lifecycle (planning through award)
• Proficiency in CRM software, such as Salesforce.
• Knowledge of account relationship management strategies.
• Ability to both create and close deals.
• Understanding of DoD contracts.
• Ability to qualify for security clearance, a plus.

Nice To Haves

• Military experience, a plus.

Responsibilities

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leads a joint, strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period, for assigned customers.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary ARA personnel.
• Accurate and up to date customer procurement forecasting; identifying and calibrated input from customer staff, influencer, and decision makers within the account and or program of interest.
• Salesforce CRM entry, support, reporting, and regular periodic tracking updates, including stage management, value, PGO, PWIN, and closing dates.
• Adopting and developing guidance knowledge of standard antenna product lines.

What This Job Offers

• Job Type: Full-time
• Career Level: Director