Note: The job is a remote job and is open to candidates in USA. Kearfott Corporation is a global Aerospace and Defense supplier with a rich history of innovation. They are seeking a Manager of Business Development for their Guidance and Navigation Division, responsible for market penetration and business development related to inertial measurement and navigation products for various platforms.
Responsibilities
- Identify and recommend industry/defense markets and specific customers for Kearfott GND products
- Successfully navigate the stages of the government acquisition process
- Establish relationships with customers (domestic and/or international) and identify high-level decision makers
- Develop, maintain, and lead execution of the GND annual Bookings Plan
- Employ BD techniques to learn customers’ underlying needs and uniquely shape our offerings around those needs, demonstrating an understanding and desire to solve customers’ problems
- Design the go-to-market strategy for each targeted market, and collaborate with the GND team on product development, strategy, and execution
- Provide input to pricing models and market promotion(s) that will grow Kearfott's market share
- Analyze DOD, international, and commercial guidance and navigation system requirements/procurements, including supporting technologies, and convert the resulting analysis into business development initiatives
- Develop and maintain competitive market analyses. Identify, interpret, and communicate key market drivers, trends, and technologies within the GND market in order capture new business opportunities
- Support the development of a strategic business plan that will have a high probability of success
- Develop marketing materials, including sales kits, white papers, data sheets, and channel promotion information
- Actively lead and manage internal cross-functional teams in customer sales cycles, including customer proposals and RFP responses. Responsible for ensuring customer proposals, pricing, and RFP responses are complete and compliant with customer guidelines
- Attend and support trade shows and other general industry efforts
- Perform other duties as assigned
- Travel: 50% or more
Skills
- Bachelor's degree in Engineering, Business, Military Science, or related field
- Strategic thinking, business acumen, market savvy, product/technical depth, presentation skills, credibility with technical teams and customers
- Strong leadership, persuasive communication skills, and the ability to drive timely RFP response from cross-functional teams
- Ability to develop business approaches and strategies that will have a high probability of success in capturing opportunities, leading to sustainable and profitable growth of Kearfott
- Excellent interpersonal, communications, and gravitas (written and verbal)
- Drives for results, action-oriented
- 10+ years performing Business Development (sales, marketing, capture, proposal) activities, especially in airborne systems
- Strong technical background, preferably in inertial navigation systems
- Existing solid industry and DOD relationships
- Hunter mentality and strong understanding of the customer decision-making process, quickly building strong relationships with targeted individuals
- Must understand the DoD budgeting process and how targeted opportunities become a Program of Record
- Familiar with DCS, FMS, FMF, OTA, and other procurement processes
- Experience in pursuing and capturing International aerospace and defense business opportunities
- Must be a U.S. citizen
- Previous military experience a plus
- Formal training in the Shipley or equivalent capture process is strongly desired
Benefits
- Medical, prescription, dental, vision, life, and disability insurance
- A 401(k) plan with company match
- Tuition assistance
- Paid vacation and sick days
- Paid holidays
- A 9/80 work week with every other Friday off
- Monthly employee events that celebrate our workplace culture
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