Director of Army Business Development

IAI North America
Arlington, VA
May 21, 2019
May 24, 2019
Full Time
IAI North America (IAI NA) is a US Company and is wholly owned subsidiary of Israel Aerospace Industries (IAI), Ltd, Israel. Our parent company is the largest Aerospace and Defense Company in Israel and has an international reputation for quality aerospace and high technology products and services. IAI North America is looking for Director of Army Business Development. The candidate will coordinate and manage all US Army business development activities. This includes pipeline management and prioritization, growth strategy development and implementation, and all capture and marketing activities (eg, win strategy, teaming, white paper development, trade shows) that focus on growing the organization. This position reports directly to the Vice President of Business Development. The office is located in Arlington, VA; other locations may be considered. IAI North America offers competitive salary plus annual performance bonus and a great benefits package. The package includes medical/dental/vision/life/disability and AD&D, and a 401k plan. Responsibilities: In-depth knowledge of government contracting, acquisition trends and customer mission requirements and buying behavior. Provide leadership for the identification, capture planning and capture execution of programs/contracts. Meet aggressive sales growth goals, while managing a reliable pipeline and forecasting responsibilities. Manage the business development pipeline along with creating and managing the direction, evaluation, and execution of RFI's, RFP's RFQ's etc. in collaboration with the marketing department and business unit leaders. This includes the needs analysis, technical presentations, pricing, contract negotiations, and account implementation. Such will be completed in coordination with other key stakeholders and legal counsel as required. Conduct industry and quantitative analysis to help drive and focus strategic projects and keep the executive leadership team apprised of competitive market. Research, analyze and propose growth opportunities and industry knowledge to identify key partnerships. Manage and develop relationships with customers and provide a consultative sales approach that delivers the highest level of account management services. Identify, design, develop and implement market-driven strategies to achieve revenue goals and the company's mission. Develop and implement capture plans and strategies, understand the customer's requirements and the competition and develop / implement winning strategies that highlight strengths and mitigate weaknesses; establish value added teaming strategies and competitive pricing structures to create a profitable return at a winning cost. Lead collaborative cross-functional teams in the development of capture plans to leverage all organizational strengths at SDAS. This includes the development of action oriented capture plans, customer and engagement plans, and providing operational and technical inputs to develop system solutions. Develop and maintain excellent relations with customers. Ensure continuing customer relations and an effective flow of information to deliver business objectives. Become a good corporate citizen of the community by participating in local professional organizations (eg AUSA, NDIA, local Fires Chapter, etc.), command sponsored events, charities and become a part of the customer community. Coordinate with US Army Centers of Excellence, TARDEC, Cross Functional Teams, Robotics and Land Vehicle System, other applicable US Army organizations, the Pentagon (G3, G8) offices, and local Defense Industries to identify mission needs, capabilities, and requirements in support of technical inputs and concept of operations to develop system solutions. Qualifications: Subject Matter Expertise in Robotics and Army Land Vehicle Systems. Familiarity with US Army acquisition priorities, policies and processes. 5 - 7 years' experience business development in a key leadership role where a business development plan/strategy was created and executed. Experience in the industry is an added advantage. Demonstrable experience in the creation and execution of a full strategic plan for business development including a SWOT analysis (not mkt or sales strategy). Bachelors or Master's degree in business management/ administration (MBA) or other related fields from a certified college. Demonstrate impeccable leadership skills, outstanding business ethics, management rigor, in-depth customer knowledge, superior understanding of industry trends and competitive intelligence, and expert pricing strategies. Excellent negotiation skills. Highly developed oral and written communication and presentation skills to communicate effectively with senior managers, colleagues, industry partners and other stakeholders. Highly motivated to win new business and grow organization. SECRET clearance required

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