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AV · 1 month ago

Sr. Director, Business Development

Dayton, OH

Full-time

Onsite

Director/Executive

$181K/yr - $257K/yr

14+ years exp

AeroVironment (AV) is a global leader in unmanned aircraft systems and tactical missile systems. The Sr. Director of Business Development is responsible for leading the BD team to identify and win new business opportunities, ensuring customer satisfaction, and developing engagement strategies for the United States Air Force and other federal organizations.

AerospaceAir TransportationDronesElectric VehicleElectronicsEnergyGovernmentManufacturing

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Leads and supervises the USAF, Fed/Civ, OSD 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 facilitate the same for others within AV

Identifies and wins new business opportunities while meeting the needs of assigned customers

Represents AV to the customer organization and continuously works to strengthen the company’s reputation within the customer organization

Utilizes new business processes and the AV Capture Customer Relationship Management (CRM) tool, Salesforce

Creates capture plans with compelling win strategies for major sales opportunities

Conducts market research to assess size and potential value of an opportunity

Conducts competitive assessments to understand strengths and weaknesses of AV solutions considering competition

Supports monthly forecast reviews and annual strategic planning process

Helps prioritize company investment recommendations

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 the Engineering Department 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

Qualification

Business DevelopmentCustomer Relationship ManagementMarket ResearchProposal DevelopmentUnited States Air Force ExperienceStrategic PlanningFAR/DFARSLeadership SkillsComputer SkillsCommunication SkillsNegotiation SkillsInterpersonal SkillsTeamwork

Required

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)

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

Preferred

United States Air Force Experience desired

Background related to aerial weapons employment including: Launched Effects (ALE), loitering munitions, small and medium UAS, Manned-Unmanned Teaming, ground control preferred

Prior relevant experience engaging USAF senior leaders is desired

Proven understanding of 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