Requirements and Capabilities Associate Director - North Africa Region (Riyadh)

RTX•Riyadh, MA

22h•Onsite

About The Position

Raytheon is seeking a Requirements & Capabilities Associate Director who will hold primary regional responsibility for growing Raytheon’s business in North Africa, Morocco, Algeria, Tunisia, Egypt and Jordan, through opportunity development and identification, shaping of customer requirements, validation of new opportunities, industrial partnering, and serving as the voice of the customer to internal Raytheon stakeholders. You will be a member of the Raytheon Requirements and Capabilities (R&C) global customer accounts team reporting to the R&C head of the MENA region. In this role you will be the regional leader for Raytheon in the region representing the interests of all Strategic Business Units (SBUs) for the company with the government customer and the U.S. Embassy country teams, in close coordination with other R&C teammates who bring subject matter expertise for the product portfolio each Raytheon SBU has to offer, whether through Foreign Military Sales (FMS) or Direct Commercial Sale (DCS). You will coordinate the planning and management of customer interactions and related correspondence, organize senior executive leadership visits, support regional trade shows, manage external consultants and support internal capture/proposal gate reviews. You will also develop associated financial plans and track relevant metrics, to include the 5-year plan, New Business Investment (NBI) requirements and entries into the Enterprise Pipeline Manager (EPM). You will be accountable for the day-to-day cadence of tasks, processes and implementation of enabling internal resources necessary to operate effectively and efficiently in the region. In this role you will also support companywide activities in the region to ensure they are executed effectively including, but not limited to, deepening customer intimacy, supporting the development and execution plans for winning capture strategies and proposals, and developing a robust opportunity pipeline. You will also assist in ensuring compliance with all internal operational policies, procedures, and practices within the organization. This accompanied position will be onsite in Riyadh, Saudi Arabia for a 2-year long-term international assignment with Memorandum of Understanding (MOU) with potential extension. Frequent travel within the North Africa region will be required with occasional trips outside the region. Employment is contingent upon meeting all medical requirements for overseas assignments including comprehensive post-offer medical examination.

Requirements

Typically requires a Bachelor’s and a minimum of 12+ years prior relevant experience, or an Advance Degree in a related field and a minimum of 10+ years’ experience.
Experience in international business development in the defense and/or security sectors, including success in identifying and securing major international growth opportunities in the North Africa region.
Understanding of how the FMS and DCS processes work and experience in facilitating export sales of U.S. military equipment to our North African allies.
Experience tracking financial metrics and plans.
Understanding of Lifecycle Program Management (LPM), Enterprise Pipeline Manager (EPM), and New Business Investment (NBI) processes (or similar).
Experience with the global competitive defense market, including customers and industry players internationally.
Experience working with internal and external stakeholders.
The ability to obtain and maintain a U.S. government issued security clearance is required.
U.S. citizenship is required, as only U.S. citizens are eligible for a security clearance.

Nice To Haves

Master’s degree preferred.
Working level proficiency or fluency in Arabic and French language.
Experience in military or defense market, including foreign security assistance and/or diplomatic service (Office of Defense Cooperation, Defense Attaché).
Experience with international defense programs, captures, and product lines.
Experience with financial planning and analyses (FP&A) processes and procedures.
Knowledge of Strategic Business Unit (SBU) products and services.
Knowledge of the local culture, political and military environment and customs and norms of the region.
Knowledge of the Ministry of Defense procurement, fiscal and regulatory environment in the individual countries.
Advanced level of Microsoft Office applications.
Excellent communication skills – both written and verbal with all levels of management.
Ability to communicate directly and effectively with key decision makers.
Ability to work effectively and efficiently in a fast-paced dynamic environment with time criticality.

Responsibilities

Partner with internal business development professionals, product line and functional leaders across the enterprise to evaluate customer insights and market dynamics to support the development and implementation of an enterprise-wide strategy.
Regularly update internal stakeholders with customer needs assessments, market data, customer budgets, opportunity identification and development status and milestones for key pursuits.
Institute an internal network to enable reach back for product and service knowledge and support.
Develop and maintain customer contact and engagement plans to establish a single Raytheon approach to managing customer relationships.
Lead and conduct staff calls and opportunity reviews.
Organize logistics and management of outside business development consultants.
Manage enterprise pipeline opportunities in coordination with business areas capture lead and business development operations.
Track customer engagements and coordinate on internal visitors.
Lead the development and preparation of itineraries, agendas, and background material for senior executive leadership visits to the region.
Facilitate implementation of initiatives across the function focused on continuous improvement and efficiency achievement.
Provide support to the development of the Raytheon regional strategy, and overall RTX corporate strategy.
Leverage business development metrics for continuous improvement initiatives.