Sr. Director, Business Development

AeroVironment

2d • Remote

About The Position

The Senior Director, Business Development (BD) is responsible for the identification and presentation of technology solutions to fill United States Marine Corps operational gaps through the employment of advanced unmanned systems capabilities, artificial intelligence applications, counter-unmanned aerial systems, one-way attack, and ground control solutions. This senior supervisory leads an experienced USMC-focused BD Team responsible for business capture through development and implementation of engagement strategy and proposal development, achieves quarterly and annual capture targets through deal closure, ensures customer satisfaction, and maintains close ties to the customer program offices and units following contract award. Requires a highly-motivated, proven leader who understands how to win in a highly-competitive environment to meet and exceed financial corporate goals.

Requirements

• Bachelor’s degree in Engineering, Physical Science, Business, or relevant discipline is required, or equivalent combination of education, training, and experience
• 14-20 years of relevant or equivalent experience (inclusive of military experience)
• Prior experience in defense industry business development
• United States Navy or USMC experience required
• Background related to aerial weapons employment including: Launched Effects (ALE), loitering munitions, small and medium UAS, Manned-Unmanned Teaming, ground control preferred
• Proven understanding of USMC customer requirements/needs/issues and capability gaps is desired
• Understanding of FAR/DFARS and Middle-Tier Acquisition is a plus
• Advanced degree is preferred
• Strong communication, negotiation, strategic planning and interpersonal skills
• Demonstrated leadership skills
• Working knowledge of typical contracts used by assigned customer segment (US Government, Non-DOD; US Government, DOD; or International)
• Understanding of US Government acquisition and program planning processes
• Demonstrated business experience; ability to develop and maintain internal and external trusting, professional relationships
• Assesses the degree of risk and opportunity in plans or actions and takes appropriate action to mitigate them or makes plans to build on the opportunity
• Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)
• Ability to excel in a fast-paced, deadline-driven environment leading a broad variety of duties
• Takes ownership and responsibility for assigned tasks and bookings achievement
• Committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company
• Focuses on teamwork and puts the success of the team above own interests
• Ability to lead successful trade show events in close coordination with the marketing group
• Displays strong initiative and drive to accomplish goals and meet company objectives; delivers message to Garcia (“A Message to Garcia,” Elbert Hubbard’s essay on initiative, first publication 1899)
• U.S. Citizenship required; Active Secret security clearance and ability to obtain a Top Secret security clearance, if required
• Ability to travel within contiguous US from 25-50% of time; potential for periodic OCONUS travel
• Must have a valid driver’s license and clean DMV record

Nice To Haves

• Prior relevant experience engaging USMC senior leaders is desired

Responsibilities

• Leads and supervises the USMC BD Team ensuring timely completion of all training tasks, professional development, timecard management, and expense report management
• Builds trusted relationships across assigned customer organizations at all levels and facilitates the same for others within AV
• Experience and comfort operating independently to execute bookings targets
• Identifies and wins new business opportunities while meeting the needs of assigned customers
• Represents AV to senior customers and continuously works to strengthen the company’s reputation within the customer organization
• Utilizes new business processes and the Salesforce Customer Relationship Management (CRM) tool; understands metrics applications and development/management of five-year capture pipelines
• Embraces and delivers on internal tasking requirements to deliver required data on short notice
• Creates, briefs and implements capture plans with compelling win strategies for major opportunities
• Conducts market research to assess size and potential value of an opportunity
• Conducts competitive assessments to understand strengths and weaknesses of AV solutions
• Prepares and briefs monthly forecast reviews and semi-annual strategic planning
• Helps prioritize company investment recommendations – identifies downstream revenue
• Identifies funding sources, contract vehicles, influencers, and decision-makers with prospective customer organizations and engages to shape requirements for AV solutions
• Communicates regularly with management and works closely with Product Line Management to provide customer requirements and competitive feedback
• Qualifies new leads and manages meetings to identify initial customer requirements
• Assists with marketing collateral development
• Works with Product Line Managers and Engineers to identify technology needs and connect them with funding sources
• Builds partnerships with other companies to pursue opportunities and enhance AV product offerings
• Works on significant and unique issues where analyses of situations, or data, could require evaluations of intangibles amongst other available information
• Performs other duties as assigned

Benefits

• AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown.

What This Job Offers

• Job Type: Full-time
• Career Level: Director