Job Description

Oversees the Business Development functions within the Business Unit. Ensure that programs/projects meet cost, schedule and contractual requirements while maintaining a high level of customer satisfaction. Provide overall strategic direction/guidance and oversee tactical execution of all PMO and Business Development staff (geographically dispersed team members). Responsible for achieving Orders budget and providing a pipeline of new business opportunities to enable profitable business growth in core markets. Will participate in the development of the proposal documentation, cost estimate, pricing strategy and negotiation of the resultant contract. Provide guidance in the development of technology roadmaps based on knowledge of the market/customer roadmaps. Establish and maintain relationships with customers and serves as their executive management representative for dealing with significant issues. Ensure continued focus on customer penetration and securing new customers.

Responsibilities:

• Participate as a strategic leader for the business and member of the Senior Leadership Team
• Responsible for hiring, coaching, and developing staff and making appropriate staffing decisions to assure a highly competent and high performing staff
• Ensures that staff receives appropriate training and skill development opportunities to be successful in his or her role.
• Develop the BD/Sales organization to enable optimal market coverage, collaboration, cross-selling and overall effectiveness
• Maintain on-going knowledge of markets, customers, competitors, and technology
• Maintain on-going knowledge of markets, customers, competitors, and technology
• Meet periodically with management representatives of key customers to solicit feedback on performance and capabilities of the company in meeting their expectations. Provide VOC feedback to the business to facilitate continuous improvement
• Obtain customer roadmap information and continually use Voice-Of-Customer (VOC) techniques to align our roadmaps with those of our customers
• Work with engineering to identify disruptive and transformational products and technologies based on VOC inputs
• Provide input for IR&D investments (program investments, new technologies) to ensure optimized spend through business case vetting, alignment with customer/market needs, and alignment with core technologies
• Oversee effectiveness of current channels to market (reps/distributers/direct) and implement changes as required to provide maximum effectiveness
• Establish and maintain a highly effective relationship with Company peers and fully leverage their network.
• Provide guidance to ensure all appropriate efforts are taken to understand Pwin for all opportunities
• Provide insights to the bid/no-bid, quote and proposal processes
• Maintain functional/discipline related policies, procedures, processes, and tools
• Identify potential merger and acquisition targets and propose accordingly
• Complies with and ensures department compliance with Company health, safety, and environmental policies.
• Complies with all applicable U.S. export control and security regulations.
• Other duties as assigned

Qualifications

Technical Knowledge, Skills, and Abilities:

• Knowledge and experience in Selling Skills – Persuasion, Influence, Listening and Negotiating
• Knowledge and experience in Full Cycle Program Management
• Knowledge and experience in Financial Analysis/Accounting
• Knowledge and experience in Defense Markets – US and International
• Highly proficient and professional written and verbal communicator
• Ability to successfully and positively manage strategic customer relationship
• Ability to successfully manage a Sales Channel
• Ability to solve complex problems and make accurate complex decisions
• Ability to work independently
• Ability to work collaboratively and inclusively within a team environment
• Ability to work effectively under pressure to meet deadlines
• Ability to lead and work in cross-functional multi-cultural teams
• Knowledge and experience in Voice-of-Customer
• Ability to accurately forecast sales and other projections
• May be required to sit, stand, walk regularly and occasionally lift 0-20 pounds

Experience: Minimum of fifteen (15) years of relevant experience in business development, sales, and marketing, including management experience in defense and aerospace. Experience with RF/microwave subsystems and/or antenna products/systems preferred.
Previous management experience leading an experienced team of related experience/discipline.

Education: BS/BA required. BSEE preferred. MBA preferred.

Security: U.S. Citizenship required.

Additional Information

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, colour, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)