Senior Business Development Director (Aerospace & Defense)

EDISON WELDING INSTITUTE INC•Columbus, OH

6d•Onsite

About The Position

EWI is a leader in materials sciences, assisting large and innovative organizations with challenging assignments. Our success depends on strong execution and continuous improvement, driven by employee expertise and teamwork. We seek exceptional candidates to join our forward-thinking, innovative, best-in-class organization. Based in Columbus, Ohio, EWI has a rich history in the community. The Senior Business Development Director is responsible for generating sales revenue from new and existing clients by developing and executing growth strategies and sales plans, primarily in the aerospace and defense markets. This role involves achieving quarterly and annual sales goals across commercial and government sectors, utilizing all of EWI's technologies to meet corporate sales objectives. The position requires building and cultivating strong customer relationships, with a focus on key accounts. The Senior Business Development Director manages the full sales process, collaborating with technical staff, project management, and sales team members to generate leads, qualify, advance, and close opportunities within assigned markets.

Requirements

Demonstrated knowledge in market of responsibility.
Demonstrated abilities in a consultative sales environment.
Demonstrated capacity to learn and sell advanced manufacturing technology offerings including materials joining, forming, automation, additive manufacturing, structural integrity, and data science.
Strong resonance between personal mission and EWI’s mission-oriented work.
Natural leader with ability to motivate and lead cross-functional teams to achieve company objectives.
Demonstrate a high level of maturity, polish, and presence with internal and external clients.
Professional writing and presentation skills.
Adept at learning quickly and managing change.
Comfortable in a fast-paced, service-minded, mission-based organization focused on customer success.
Exhibits sound judgment in decision making and execution.
Ability to multi-task and work autonomously while under substantial schedule and performance pressure.
Strong interpersonal skills supporting collaboration, negotiation, and teamwork with a diverse group of sales, marketing, engineering, and other internal personnel.
Proficient in MS Office (Word, Excel, PowerPoint, etc.).
Minimum of 15 years in a technical, consultative sales environment with a proven track record of success.
Experience in selling services to Fortune 500 companies in addition to small/medium-sized companies, including a deep understanding of multi-stakeholder buyer situations and experience in selling high-value, high-cost services.
Bachelor’s degree or equivalent experience required.
Eligible for U.S. Government authorizations for export control regulations.

Nice To Haves

Manufacturing solutions and/or advisory services consulting sales experience preferred.
Certified or completed an industry recognized sales methodology such as CFS, CSS, Challenger Sale.

Responsibilities

Develop and maintain key account relationships within the aerospace and defense industry markets.
Consistently achieve $4.0M to $10.0M annually in sales revenue, depending on business conditions and assigned markets or accounts.
Meet increasing quarterly and annual goals across commercial and government sales, all EWI technologies, and all EWI locations.
Develop and lead effective growth strategies that result in increased sales and revenue with new and existing accounts.
Lead a team effort involving leadership, marketing, engineering, and innovation to achieve sales goals.
Proactively plan and execute customer engagements aligned with growth strategies and sales plans.
Partner with technical staff, sales team members, and customers to understand their company’s business, technology needs, and objectives.
Communicate value through oral and written methods, including face-to-face engagements, proposals, presentations, web meetings, phone calls, and email.
Serve as the primary channel for customer communications throughout the sales process, including internal coordination across technical staff, project management, contracting, and leadership.
Understand and effectively articulate EWI’s full suite of service offerings, value proposition, and differentiators.
Understand EWI technologies at an appropriate level to effectively sell service offerings.
Identify, test the market, and co-develop new offerings and value propositions with leadership, marketing, engineering, and innovation.
Perform market research independently, while collaborating with leadership, marketing, engineering, innovation, and the sales team.
Provide actionable market feedback, distilled for EWI’s business, and review with leadership and marketing.
Lead large negotiations with internal and external stakeholders related to scope, schedule, budget, IP, and contracts.
Effectively partner with technical staff, project management, contracting, and leadership to ensure favorable, timely negotiations.
Demonstrate mastery of the entire sales process, coaching and advising technical staff, project management, and sales team members to generate leads, qualify, advance, and close opportunities across assigned markets.
Manage the client’s access to valuable engineering information prior to sales and coach technical staff as needed to ensure an exchange of fee for services.
Properly qualify opportunities by setting value proposition, budget, and timing expectations prior to committing to delivering a proposal.
Manage deal cycles ranging from one to twenty-four months.