NDI Business Development Director

Northern Defense Industries LLC•Alexandria, VA

35m•Onsite

About The Position

The Northern Defense Industries (NDI) Business Development Director will grow and sustain a robust and expanding surveillance system and sensors portfolio by driving sales, new account acquisition, and aftermarket/spare-parts and repair revenue with government and defense contractor customers. This role focuses on identifying opportunities, developing capture strategies, leading proposals, and pricing efforts for contract vehicles, managing customer relationships and contract negotiations, and coordinating cross-functional teams (engineering, field service, supply chain, and operations) to ensure successful offer delivery and order fulfillment. The BD Director reports to the President of Northern Defense Industries with matrix responsibility to the AMS Group Chief Revenue Officer. This position is in-office at the NDI Alexandria, VA location and requires up to 50% travel.

Requirements

Extensive working knowledge of the US Department of War (DOW) procurement processes, Federal Acquisition Regulations (FARs), Foreign Military Sales/Funding (FMS/FMF) and International Traffic and Arms Regulations (ITAR) is required
Ability to influence and effectively shape customer requirements within the following constituencies: government customer, prime contractor customer, and partners/suppliers
Direct familiarity and experience working with US military requirements, acquisition, and operational agencies
Have an in-depth knowledge of the defense security and surveillance marketplace, customer requirements, and mission needs
Strong technical background supporting the understanding of integrated sensor systems
Experience and understanding of forecasting, investment strategy, standard estimating and budgeting practices, capture planning, and proposal development utilizing CRM tool to ensure accurate and up to date pipeline opportunities and revenue projections
Coordinate, lead and/or support proposal activities
Assist with development of a detailed annual business development operating plan
Assist with developing the business plan that provides the ROI for all the division's IRAD and pursuit
Demonstrated aptitude for maintaining a healthy, sustainable sales pipeline for both the near and long term.
Direct experience interacting with customers to define mission needs and translating requirements to engineering and program management personnel
Must have excellent working knowledge of Microsoft Office suite of tools
Able to regularly visit key divisions customers
Willing and able to work extended hours when necessary
Reporting responsibilities include executive management, program management, engineering, and capture teams
DoW/DHS service (civilian or military) specifically US Navy or Coast Guard
Bachelor’s degree from an accredited university
10+ years of relevant DoW business development or procurement
6+ years of management experience
Possess a strong understanding of DoW and national security markets
At least a Secret clearance with the ability to attain Top Secret Sensitive Compartmented Information (TS/SCI) leve

Nice To Haves

Foreign Military Sales experience
Technical sales/business development

Responsibilities

New business strategy development and execution
Opportunity identification and shaping
Competition identification and mitigation
New business capture support
Ongoing business protection and expansion
Ability to lead capture team
Robust understanding of proposal management and all associated tasks
Developing and maintaining relationships with senior and mid-level government decision makers with emphasis on border surveillance and security acquirers and users.
Ability to influence and effectively shape customer requirements within the following constituencies: government customer, prime contractor customer, international customers, and partners/suppliers
Collaborating with NDI Government Relations on customer engagement strategies and execution
Developing and executing business development plans to influence all aspects of new business capture
Providing NDI with customer information, planning, analysis, and strategy on each new business pursuit as an integrated presentation for management bid/no bid decisions and for the long-range strategic plan
Providing analysis of future customer requirements analysis
Supporting robust competitive assessments, identifying win discriminators, supporting price-to-win, win themes, and determining resources required to execute new business development activities
Providing customer budget analysis across DoW/DHS and International MOD budget cycles
Providing insight into US and international border security activity related to NDI programs of interest
Providing decisional analysis of customer acquisitions, decision milestones, and practices
Supporting industry teaming and collaboration across the business areas and industry teammates to accomplish strategic objectives for the mission area
Focus on achieving new revenue stream development with near term sales closures, to meet operating plan commitments
Ensuring new business activity is conducted with integrity, honesty and in accordance with government, customer, and AMS Group/NDI policies, procedures, and processes