Sr Manager – International Black Hawk Business Development

Lockheed Martin•Stratford, CT

4d•Remote

About The Position

Manage a team of business development professionals responsible for cultivating international Army and Air Force business growth opportunities and managing customer relationships, across UH-60M, HH-60W, and S-70 product lines. The successful candidate will mentor and develop employees in all aspects of win plan and capture development. Develop a deep knowledge of customer desires, and act as our external customers’ advocate within LM Sikorsky. Build and maintain trusting and productive relationships with customers worldwide, within services, acquisition organizations, and political establishments of our allies, as well as US Government and military representatives overseas. Responsible for being knowledgeable of customer requirements, various stakeholder equities, and understanding and addressing customers’ interests, while simultaneously conveying those factors to Sikorsky/Lockheed Martin leadership thereby assisting them to accurately forecast business objectives. Develop strategic business intelligence including customers, competitors, and industry partners. Curate a pipeline of new business opportunities, to include qualification, pursuit and re-assessment on an ongoing basis. Champion strategic campaigns and initiatives. Support and pursue strategies resulting in advancement of industrial relationships and partnerships worldwide, adoption of technical and programmatic approaches to increase affordability. Work in conjunction with the Army Air Force Sustainment organization within Sikorsky to ensure alignment on new aircraft sales pursuits as well as effective and coordinated communication and support of existing customers. Trade Show attendance and support (White Papers, coordination of meetings, and at times leading the shows) will also be required. Interface regularly across the LM enterprise to achieve business goals and promote a “One LM” approach to market, including but not limited to RMS International Business Development, Lockheed Martin Global Business Development International, Lockheed Martin Government Affairs, and various Sikorsky functional groups including Program Management, Finance, Engineering, etc. Ability to interact with and manage our established and successful international sales representatives / consultants to further leverage our sales pursuits would also be key to this position. These entities have long-term relationships with current and prospective customers in country and utilization of these resources will be key to maximizing future success. Manage New Business Fund accounts (Market Assist, Bid and Proposal, Internal Research and Development). Conduct all business in strict compliance with all corporate command media and applicable state, federal, and international regulations.

Requirements

Demonstrated high level of interpersonal skills and the ability to communicate with senior foreign government, U.S. officials, LM company executives, and other industry representatives.
Good communications skills, both written and oral.
Strong financial planning skills.
Demonstrated strong decision-making and strategic planning skills.
Demonstrated experience with FMS & DCS processes.
A high degree of flexibility and the ability to travel.
Experience supporting customer contact tracking, decision mapping, competitive intelligence and customer assessments.

Nice To Haves

Existing Sikorsky Product Knowledge highly preferred
Understanding of Territory Governments and Military Agency operations
Existing contacts/experience with government and military agencies preferred
A thorough understanding of customer requirements, lead generation, acquisition, and budget processes.
Experience developing and communicating a clear strategy for business growth to both customers and key internal stakeholders.
Experience leading and working with multi-functional teams.
Deal closer – must be highly effective at bringing tasks and projects to a successful and timely conclusion.
Solid grasp of Army Aviation operational concepts.
Experience in business development, capture management, and/or program management.
Understanding of Lockheed Martin win plan, capture process, and business development practices.
Demonstrated experience with business transformation efforts, affordability initiatives, and AI.

Responsibilities

Manage a team of business development professionals responsible for cultivating international Army and Air Force business growth opportunities and managing customer relationships, across UH-60M, HH-60W, and S-70 product lines.
Mentor and develop employees in all aspects of win plan and capture development.
Develop a deep knowledge of customer desires, and act as our external customers’ advocate within LM Sikorsky.
Build and maintain trusting and productive relationships with customers worldwide, within services, acquisition organizations, and political establishments of our allies, as well as US Government and military representatives overseas.
Be knowledgeable of customer requirements, various stakeholder equities, and understanding and addressing customers’ interests, while simultaneously conveying those factors to Sikorsky/Lockheed Martin leadership thereby assisting them to accurately forecast business objectives.
Develop strategic business intelligence including customers, competitors, and industry partners.
Curate a pipeline of new business opportunities, to include qualification, pursuit and re-assessment on an ongoing basis.
Champion strategic campaigns and initiatives.
Support and pursue strategies resulting in advancement of industrial relationships and partnerships worldwide, adoption of technical and programmatic approaches to increase affordability.
Work in conjunction with the Army Air Force Sustainment organization within Sikorsky to ensure alignment on new aircraft sales pursuits as well as effective and coordinated communication and support of existing customers.
Trade Show attendance and support (White Papers, coordination of meetings, and at times leading the shows) will also be required.
Interface regularly across the LM enterprise to achieve business goals and promote a “One LM” approach to market, including but not limited to RMS International Business Development, Lockheed Martin Global Business Development International, Lockheed Martin Government Affairs, and various Sikorsky functional groups including Program Management, Finance, Engineering, etc.
Interact with and manage established and successful international sales representatives / consultants to further leverage sales pursuits.
Manage New Business Fund accounts (Market Assist, Bid and Proposal, Internal Research and Development).
Conduct all business in strict compliance with all corporate command media and applicable state, federal, and international regulations.