Manager, Business Development

Kearfott Corporation•Pine Brook, NJ

8d•$140,000 - $180,000•Hybrid

About The Position

The individual will be part of a customer facing team that is responsible for business development and market penetration for Kearfott Corporation’s Guidance and Navigation Division (GND) inertial measurement and navigation products / solutions for use in aircraft, UAV’s, missiles and space, land vehicles, and sea platforms. Preference is for a candidate with a background in airborne guidance and navigation systems. 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 related to Assured Position, Navigation, and Timing (A-PNT) systems. This position has the flexibility to work from either GND’s Pine Brook, NJ location 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 systems.
Existing solid industry and DOD relationships
Hunter mentality and 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

Preference is for a candidate with a background in airborne guidance and navigation systems.
Previous 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 GND 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 GND 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 team 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 GND market in order 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 show and other general industry efforts
Perform other duties as assigned
Travel: 50% or more.