Mgr - Business Development Operations

Oshkosh Corporation•Warren, MI

22h

About The Position

About Oshkosh Defense, an Oshkosh company Oshkosh Defense stands behind those who dedicate their lives to protecting others. As an industry-leading tactical vehicle manufacturer, every day we strive to meet or exceed our customers' ever-changing needs with next generation defense technologies and advanced systems. We operate with unparalleled commitment to those who depend on our products and services worldwide to perform their missions. Job Summary The Manager of Business Development will be responsible for leading execution of the enterprise-wide strategic planning and strategy deployment processes. This role will partner with business unit and function leadership to develop strategic plans that align with Oshkosh Corporation’s strategic objectives and allow the business to achieve breakthrough performance. The Manager of Business Development will also lead projects and analyses to guide key business decisions and support strategic initiatives across Oshkosh Corporation. Why This Role Exists Winning across defense and commercial markets takes more than great products and smart capture leads. It takes a repeatable system: clear gates, credible forecasts, coordinated execution, and proposals built on institutional learning—not last-minute heroics. The BD Ops Lead builds and runs that system. You are the operational backbone of the BD organization—owning the processes, tools, metrics, and rhythm that turn strategy into bookings, whether the customer is a Program Executive Office or a commercial fleet operator. This is not a quota-carrying role. It’s the role that makes the whole team sharper, faster, and more predictable.

Requirements

Bachelor’s degree.
Five (5) or more years of related experience.
One (1) or more years of management experience.
Ability to travel up to 50%.

Nice To Haves

Master’s degree; MBA preferred.
Experience in conducting executive level presentations and facilitating group discussions to tackle complex problems.
Thought leadership, change management, and project management experience.
Ability to influence change and build relationships with other business leaders.
Ability to work effectively with all levels of the organization.
Broad cross-functional skillset.
Very strong analytical abilities.

Responsibilities

BD Operating System Own the end-to-end BD workflow—opportunity identification through pipeline, capture, proposal, award, and handoff—across both Defense and Delivery.
Run the cadence: pipeline reviews, gate reviews, pursuit kickoffs, executive checkpoints, win/loss debriefs, and quarterly strategy sessions.
Build process variants where needed. A defense capture may involve years of shaping and a formal RFP; a commercial fleet deal may close in weeks through a dealer channel. The framework stays common; the execution adapts.
Account for international pursuit requirements where applicable: teaming structures, offset obligations, and regulatory environments.
Pipeline Governance and Forecasting Own pipeline data integrity across both business lines. Be the authoritative source for BD performance reporting.
Ensure every opportunity is real, properly sized, correctly staged, and current. Oshkosh Corporation Classification - Restricted
Produce dashboards: bookings outlook, weighted pipeline, win rates, cycle time, competitive landscape, and segment-level performance.
Improve forecast accuracy by standardizing probability logic, linking pipeline to capacity and financial planning, and surfacing cross-business-line resource conflicts.
Capture and Proposal Readiness Partner with capture managers and commercial sales leads to make sure every priority pursuit is prepared—without owning execution.
Defense: capture plan, stakeholder map, win themes, competitive assessment, pricing inputs, risk register, milestone schedule.
Commercial: deal qualification, customer requirements, pricing/margin analysis, competitive positioning, decision criteria.
Coordinate cross-functional inputs (engineering, finance, contracts, supply chain, legal) so teams work from baselines, not blank pages.
Track gate review decisions through to execution. “We decided” only counts when it becomes “we did.”
Tools and Enablement Own the BD technology stack (CRM, dashboards, proposal tools, knowledge repositories) and make it serve both defense and commercial workflows.
Drive adoption by making the right way the easy way: simpler fields, better dashboards, less duplication, less admin burden.
Maintain playbooks, templates, and standard work: gate packages, capture plans, deal qualification frameworks, competitive analysis, win/loss formats.
Evaluate new tools and technologies—including AI-enabled analytics—to improve efficiency and institutional learning.
Decision Support
Prepare executive-ready portfolio views: pursuit status, gaps, resourcing needs, decision points, and recommended actions.
Flag where the organization is overcommitted, under-resourced, or misaligned between strategy and pipeline.
Prepare inputs for board presentations, strategy reviews, and corporate communications on Transport segment growth.
Continuous Improvement
Run win/loss reviews and translate findings into updated playbooks, training, or process changes.
Eliminate waste: duplicative approvals, unclear handoffs, unnecessary steps.
Facilitate cross-pollination between Defense and Delivery. Commercial velocity can sharpen defense capture; defense rigor can improve commercial deal qualification.