Director of Naval Business Development

Detroit Defense•California, MD

6d•$180,000 - $200,000•Remote

About The Position

Detroit Defense is seeking a dynamic and highly experienced Director of Business Development to drive the growth and expansion of our U.S. Department of War (DoW)/US Navy Customer portfolio in the areas of Software Engineering, Integrated Logistics Services (ILS), Engineering & Technical Services, Program Support, and Training. As a key position within our organization, the successful Director of Business Development candidate will develop and execute strategic initiatives to capture new opportunities, foster long-term customer relationships, and position Detroit Defense as a trusted partner with the US Navy and USMC. This is a unique opportunity for a results-driven professional with industry expertise, a proven track record of business development success, and a passion for delivering creative solutions that support the mission-critical needs of our US Navy Customer. This is a fully remote position with the East Coast being the preferred location. Travel Requirement: 40% to 50% travel to customer sites, partner sites, conferences, and corporate locations will be required.

Requirements

A minimum of a Bachelor’s degree from an accredited college or University in a relevant field of study.
A minimum of five years of related experience in Business Development including three years of direct US Navy Business Development experience.
Must be able to obtain and maintain a United States Secret Clearance and Common Access Card (CAC).
A Track record of successful capturing and winning several >$15-$25M new business opportunities.
Experience within the Navy market, with a keen focus on Naval Air Systems Command (NAVAIR) and associated organizations responsible for the acquisition, modernization and sustainment of the surface, subsurface and uncrewed platforms. You will also focus on additional development within Naval Air Warfare Centers, Fleet Readiness Centers, Naval Surface Warfare Center CRANE (NSWC CRANE), Naval Air Warfare Center Training Systems Division (NAWCTSD) and related organizations. Additional experience and success in Business Development with NIWC Atlantic and NAVSEA is desired.
Must be a strategic thinker, with the ability to create and execute strategies that lead to the successful pursuit, capture and execution of new programs.
The candidate must be an organized, aggressive, and highly skilled professional with proven success in selling in highly competitive systems engineering and professional service markets to customers.
Ability to drive /follow the Shipley Capture Process from Opportunity Positioning and Qualification through Proposal Development and Opportunity Closing.
Experience with customer relationship management and opportunity tracking as well as experience and success in winning in a variety of contract types including cost plus fixed fee, fixed price, award fee, and performance-based contracting are key.
Familiarity with major acquisition vehicles is essential.

Responsibilities

Establishes and maintains Navy customer intelligence and rapport; understands the customers’ mission, budgets, buying patterns, operational needs and requirements to identify opportunities for capture. Operate as the account manager for the US Navy and USMC.
Supports all aspects of capture activities for opportunities in your portfolio to mature offerings and improve PWin, e.g., solution development, teaming, staffing, PTW, capability gap analysis, etc. for assigned opportunities.
Overall responsibility for customer development and relationships, supporting the development and implementation of the Capture Plan with capture managers through all phases of the capture and the proposal development process through award for assigned opportunities.
Lead gate reviews, ensuring effective and efficient implementation of proven best practices.
Establishes a schedule to accomplish required capture activities between gate reviews.
Develops initial capture and win strategies and works with Capture Manager and Proposal Team to ensure proposals address the needs of the customer, are compelling and meet pricing targets.
Lead necessary operations support for responding to RFI, White Papers, and RFP opportunities. Attend Trade Shows and Industry Days.