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Terma Group · 4 hours ago

Manager, Business Development Critical Infrastructure Protection (CIP)

Warner Robins, GA

Full-time

Hybrid

Mid, Senior Level

7+ years exp

Terma Inc, a U.S. subsidiary of Denmark-based Terma A/S, is seeking a highly qualified Business Development Sale Manager in Critical Infrastructure Protection (CIP). This role is responsible for developing new business and expanding existing business, focusing on growth in the Critical Infrastructure Protection and Counter-UAS application areas.

ConsultingManufacturingSpace Travel

No H1B

Security Clearance Required

U.S. Citizen Only

Responsibilities

Develop, implement, and execute detailed business development efforts to include the following: requirements shaping, customer engagement plans, teaming assessment, win strategy/win themes and most important, building customer relationship to help Terma position to WIN are some of the top priorities

Actively engage with potential customers to understand their security challenges and requirements. Develop and present tailored, integrated solutions leveraging our command & control systems (C2), radars, surveillance solution, perimeter intrusion detection systems and other sensors

Develop and maintain strong relationships with system integrators (SIs), positioning Terma as a key strategic partner for solution deployment and sensor provider

Conducts regular status and strategy meetings with the customer's senior management to understand their needs and link them to the organization's product/services strategies

Maintains strict compliance with company policies and procedures relating to Business Ethics and Code of Conduct, in addition to the specific procurement regulations established by the Federal Government and other customer communities

Coordinates closely with the Senior Director, Business Development & Sales, to manage, identify and pursue potential expansion and/or follow-on business activities within existing and developing business areas. Evaluates business opportunities and recommend pursue/no pursue and bid/no bid positions

Assesses and reports on competitor activities, capabilities, perceived strategies and new developments

Qualification

Solution salesCommand & control systemsRadar technologiesPerimeter intrusion detectionStrategic planningCapture planningMarket analysisGovernment procurement processMS Office experienceCommunication skillsSelf-drivenInterpersonal skills

Required

Bachelor of Science degree in a technical field (engineering or applied science) plus 7 years Sales and BD experience working with DOW, DHS, DOT OR associated commercial equivalent for critical infrastructure protection and Counter-UAS

Proven track record in solution sales, preferably within the security or energy industry

Strong understanding of command & control systems (C2), radar technologies, and perimeter intrusion detection sensor applications

Experience working with critical Infrastructure, homeland security, and maritime ports security and protection

Demonstrated experience in the following business disciplines: strategic planning, capture planning, competitive assessment, development and implementation of strategic and operational plans, market analysis/assessment, and how to execute a winning proposal effort

Understanding of government procurement process for the following government agencies: Department of Homeland Security (US), Department of War (US), Department of Transportation, Department of Energy and other regional security and defense agencies

Understanding of the CIP market for private industry and their budgeting cycle, buying patterns, project development and approval process

Technical background must be sufficient to develop and provide customer briefings on Terma's product portfolio as it relates to the relative CIP and C-UAS markets

Excellent oral and written communication skills to develop external/internal papers, presentations, and business plans

MS Office experience (Word, Excel, Outlook, PowerPoint, etc.)

Self-driven: Ability to work independently or as part of an international team

Good interpersonal skills and ability to navigate in complex organizations and markets

Demonstrated ability to communicate effectively with customers as well as with team members

Willingness to travel 50% Domestic and International

US citizenship with ability to obtain and maintain a Department of Defense Security clearance