Principal Business Development Manager - East Coast (Remote)

Crystal Group•Hiawatha, IA

5d•Remote

About The Position

This is a remote role with a preference for candidates in the Northeast or Eastern U.S., particularly those located in Massachusetts or the Washington, DC metro area. At Crystal Group, we do hard things – designing and building rugged tech and tech solutions that provide predictable performance in the world’s most unforgiving environments. As a 100% employee-owned company, here you take extreme ownership of your role and work and invest in your own success and that of your teammates. Together we use a zero limits approach to wow our customers. This position drives revenue by identifying new business opportunities and aligning solutions with customer needs. The individual will collaborate closely with technical teams to gather requirements, lead and support proposal development, and optimize solution offerings. Responsibilities also include managing customer relationships, overseeing pursuit-related expenses, and mentoring new team members. Financial accountability and alignment with company goals are key priorities.

Requirements

Must be a US Person (US Citizen, person granted US Permanent Resident Card or any individual who is granted status as a "protected person”)
Bachelor’s degree in business or related field and 12+ years of demonstrated success in a sales role
Extensive knowledge with rugged computing systems, embedded hardware, and/or industrial/defense-grade electronics
Strong financial literacy, including understanding of pricing models, gross margin, and EBITDA
Strong financial acumen, including knowledge of EBITDAE and cost-benefit analysis in solution development
Previous participation in trade shows, customer demos, or technical presentations
Experience presenting to executive leadership, key clients, or other high-stakes audiences, with the ability to clearly communicate complex technical and business information in a professional and persuasive manner
Substantial understanding of program lifecycle management, including capture planning, pre-PO processes, and post-sales transitions
Expertise in Microsoft Office products (ex. Excel)
Communicate effectively, both verbally and in writing, with potential and existing customers
Time management
Creative problem solving
Strong proposal development skills, including the ability to lead and contribute to technical and business content
Skilled in data-driven decision making and financial forecasting related to business development initiatives
Travel to customer sites and have a flexible work schedule
Manage multiple tasks at once, as well as prioritize them in order to hit deadlines
Working cross-functionally with Advanced Technology and Advanced Program Pursuit teams
Work effectively in a fast-paced environment
Proven track record of growing and maintaining a strong book of business, with consistent success in building long-term client relationships and driving revenue growth.
Able to effectively lead large (10-20 member) multi-disciplinary teams on vaguely defined projects with little supervision, oversight, and coaching provided.
Identify inter-departmental process deficiencies, propose viable solutions, and implement appropriate corrective action(s) with moderate managerial support provided.

Nice To Haves

Master of Business Administration
Experience in the aerospace and defense and/or industrial industry
Proficient with ERP and/or CRM (Salesforce, EPICOR, etc.)

Responsibilities

Identify and cultivate new business opportunities within the aerospace and defense, and/or industrial sector focusing on aligning offerings with identified customer needs and pain points
Aids in capturing end user technical requirements and road maps to assist in optimizing the customer’s solution as well as Crystal Groups financial performance (EBITDAE)
Work closely with Advanced Technology and Advanced Program Pursuit team members to effectively communicate with end users directly and through RFI/RFP proposals
Seeks new business opportunities, builds relationships, and communicates with potential and current customers virtually, face-to-face and at trade shows
Takes initiative to pursue active business opportunities
Held accountable for resources utilized in the pursuit of business which should include demo unit costs, travel expenses, and estimated engineering time
Responsible for leading and initiating the mentorship of new hires to the department
Manage and maintain financial accountability in margin, pre-PO expenses, and capital expenditure to align with company core goals