Confidential Jobs · 1 day ago
Business Development Manager
New Jersey, United States
Full-time
Hybrid
Senior Level, Lead/Staff
$203K/yr - $235K/yr
8+ years expConfidential Jobs is seeking an ambitious and results-driven Business Development Manager to drive significant organic revenue growth within the naval shipbuilding and maritime defense industries. The ideal candidate will have a proven track record of acquiring new accounts and securing contracts for specialized maritime systems and services.
Human Resources
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Strategic Prospecting & Lead Generation: Proactively identify and pursue new business opportunities through market research, cold outreach, networking, and attending key industry events
Pipeline Management: Develop and manage a robust sales funnel of qualified prospects, consistently moving high-value opportunities through the complex DoD acquisition lifecycle from lead to contract award. Exhibits persistence working through overcoming potential customer objections
Relationship Building: Build and nurture high-level, trust-based relationships with key decision-makers and stakeholders within target organizations (e.g., Program Executive Office (PEO) leadership, shipyard procurement officers, Fleet maintenance command, engineering teams, and primes)
Proposal & Presentation Development: Collaborate with internal engineering, sales, and program execution teams to develop compelling proposals, presentations, and pitches that address specific client needs that highlight our value proposition
Negotiation & Closing: Work with the BU VP to close out contract negotiations ensure a smooth transition of new customers to the customer administration or program execution teams, adhering strictly to relevant government regulations
Market Intelligence: Stay informed about industry trends, competitive activities, and changes in government regulations (e.g., FAR/DFARS compliance) and funding priorities within the annual National Defense Authorization Act (NDAA) to identify potential opportunities and threats
Performance Reporting: Provide regular, detailed reports on sales activities, pipeline status, and forecasted revenue to senior management using the company's CRM system (e.g., Salesforce)
Manage the Business Development Team: Design key performance metrics; track and report metrics; ensure team focus on attainment of metrics and recommend process improvements based on results of metrics and benchmarking efforts. Ensure proposal submission complies with the company’s process (QP3.2)
Product and Business Strategy: Work with VP to refine the BD strategy for the Naval market that incorporates elements of existing and new products as well as the accompanying platforms to attain a 15-20% growth rate for annual sales
Qualification
Required
Minimum of 8-15+ years of direct sales and business development experience in the A&D or maritime defense industry, with a focus on new customer acquisition
A Bachelor's degree in Business, Engineering, Naval Architecture, or a related field is required. A Master's degree or MBA is often preferred
In-depth understanding of U.S. Navy and Coast Guard procurement dynamics, shipyard operations, and key industry players/primes
Demonstrated track record of achieving and exceeding sales targets and closing high-value awards (e.g., $8M+ contracts) within the naval sector
Has scaled a book of business significantly developing key relationships/ organizational penetration
Experience selling complex maritime systems, components, or technical services to technical audiences (e.g., Naval Sea Systems Command (NAVSEA) engineers, shipyard project managers)
Can conceive of sales solutions off a basic concept or problem statement provided by the customer
Can leverage institutional knowledge to get the right level of exposure at the Navy primes, has a track record of successfully solving problems for the PEOs (Program Executive Offices) by coordinating alignment between their organizations' technical teams and the customers' desired solutions
Has sold technically complex products that have specifications, drawings, and other high precision engineering
Architected go-to-market strategies that strategically balanced technical risk with growth potential, generating significant increases in contract value across the defense portfolio
Optimized for Negotiation & Value: Leveraged intricate knowledge of A&D contract structures and market dynamics to secure optimal terms, consistently maximizing business value while effectively mitigating risk
Developed 'Price-to-Win' (PTW) strategies through comprehensive market analysis, directly contributing to bid win rate increases by securing key competitive contracts
Executed robust market penetration strategies by accurately forecasting competitor pricing and defining optimal price points to capture new market share, by coordinating with Engineering to determine competitive advantage based on product differentiation
Coordinates marketing & product strategy by leading cross-functional collaboration with the Marketing team to orchestrate go-to-market campaigns for new product solutions, strategically defining key value propositions, target trade shows, and social media promotions via LinkedIn to maximize qualified lead generation
Exceptional negotiation, communication (oral and written), and presentation skills
Strong strategic and analytical thinking abilities to identify new market opportunities
Self-motivated, proactive, and able to work autonomously in a fast-paced, competitive environment
Proficiency in CRM software (e.g., Salesforce) and MS Office Suite
U.S. Citizenship is a requirement; an active security clearance (Secret level or higher) is highly desirable and often a prerequisite for client engagement
Willingness to travel extensively (up to 65%) for client meetings, trade shows, and shipyard visits across the U.S
Preferred
A Master's degree or MBA is often preferred
Company
Confidential Jobs
Confidential Jobs
Founded in 2023Bangalore, Karnataka, IN
51-200 employeesFunding
Current Stage
Growth StageCompany data provided by crunchbase