Manager, Business Development - Advanced Strike & Defense Systems

Kearfott Corporation•Pine Brook, NJ

4d•Hybrid

About The Position

The individual will be part of a customer-facing team responsible for business development and market penetration for Guidance, Navigation, and Motion & Actuation Systems, with a specific focus on advanced precision strike, missile and air defense systems. Preference is for a candidate with a background in weapon-system actuation and missile guidance/navigation technologies. The individual must be a motivated, strategic thinker with a demonstrated ability to lead business development pursuits and activities. The candidate will also function as a leader of capture teams responsible for new business opportunities. This position has the flexibility to work from either GND’s Pine Brook, NJ location, MSD’s Black Mountain NC, or remotely.

Requirements

Strategic thinking, business acumen, market savvy, product/technical depth, presentation skills, credibility with technical teams and customers.
Strong leadership and persuasive communication skills and the ability to drive timely RFP response from cross-functional teams.
Ability to develop business approaches and strategies that will have high probability of success of capturing opportunities leading to sustainable and profitable growth of Kearfott.
Excellent interpersonal, communications and gravitas (written and verbal)
Drives for results, action oriented.
10+ years performing Business Development (sales, marketing, capture, proposal) activities, especially in airborne systems.
Strong technical background, preferably inertial navigation/motion systems.
Existing solid industry and DOD relationships
Hunter mentality with strong understanding of the customer decision making process, quickly building strong relationships with targeted individuals.
Must understand DoD budgeting process and how targeted opportunities become a Program of Record.
Familiar with DCS, FMS, FMF, OTA, and other procurement processes.
Experience pursuing and capturing International aerospace and defense business opportunities.
Must be a US Citizen.

Nice To Haves

Previous related military experience a plus.
Formal training in the Shipley or equivalent capture process strongly desired.

Responsibilities

Identify and recommend industry / defense markets, and specific customers for Kearfott products.
Successfully navigate the stages of the government acquisition process.
Establish relationships with customers (domestic and/or international) and identify high-level decision makers.
Develop, maintain, and lead execution of the annual Bookings Plan.
Employ BD techniques to learn customers’ underlying needs and uniquely shape our offerings around those needs, demonstrating an understanding and desire to solve customers’ problems.
Design the go-to-market strategy for each targeted market and collaborate with the GND/MSD teams on product development, strategy and execution.
Provide input to pricing models, and market promotion(s) that will grow Kearfott market share.
Analyze DOD, international and commercial guidance and navigation system requirements / procurements, including supporting technologies, and convert the resulting analysis into business development initiatives.
Develop and maintain competitive market analyses. Identify, interpret and communicate key market drivers, trends and technologies within the market in order to capture new business opportunities.
Support development of a strategic business plan that will have a high probability of success.
Develop marketing materials, including sales kits, white papers, data sheets, and channel promotion information.
Actively lead and manage internal cross-functional teams in customer sales cycles, including customer proposals and RFP responses. Responsible for ensuring customer proposals, pricing and RFP responses are complete and compliant to customer guidelines.
Attend and support trade shows and other general industry efforts
Perform other duties as assigned