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Title: Director, Business Development
Job Number: 213435
Position: Director, Business Development
Company: Textron Defense Systems, Huntsville, AL
Reports to: Vice President Advanced Weapons, Textron Defense Systems
Director, Business Development is responsible for the identification, qualification, refinement, and vigorous pursuit of substantive new business opportunities. They must demonstrate the ability to establish trusted relationships, apply research and analysis to assess market opportunities, and develop preliminary capture plans. While developing and validating opportunities, the Director, Business Development will actively seek additional leads to feed the opportunity pipeline. They must have a strong understanding of Textron Defense Systems (TDS) solutions and capabilities and be able to leverage that knowledge in the development of creatively satisfying customer needs and generating revenues. The individual is expected to develop strong customer relationships in budget, requirements, acquisition and user offices.
The Director, Business Development will be focused on enhancing the short, mid and long term (five year) strategic pipeline plan. To be successful they will work closely with the Business Area Vice Presidents, Program Directors and Technical Directors to develop and enhance the long term growth plan. The individual must have a good understanding of the substantive issues and customer need of the global Defense, Aerospace and Government Contracting in both domestic and international markets.
o Responsible for strategic planning, customer identification, customer interface, market development and opportunity development to create new business opportunities that generate double digit margins.
o Develop and maintain effective and positive working relationships with internal stakeholders and external customers at senior levels.
o Identify and mitigate barriers to market entry by creating strategies that address the issue from the customer’s perspective.
o Develops solutions that may include developing partnerships or teaming with other Textron entities to meet customer needs.
o Responsible for appropriate early gate reviews; following the TDS Program Management Procedure 1030A Pursuit and Capture.
The ideal candidate will have the following qualifications:
o An advanced degree in a technical field is preferred
o A minimum of 15 years of related experience successfully developing business opportunities and/or leading capture efforts, with a demonstrated track record of success measured by number of opportunities under contract.
o Creative, visionary, driven and results-oriented leader with strong business acumen to identify new profitable opportunities and make reasoned decisions in a dynamic business environment.
o Experience conducting competitive assessments, customer analysis, win strategy development and price to win analysis.
o Experience building and managing customer relationships to seek out and identify new business opportunities, measured by quantity and quality of opportunities added to pipeline.
o Extensive knowledge of customer faced market, capture tools and processes.
o Demonstrated ability to connect diverse interests and customer needs to determine strategic opportunities and markets in core businesses.
o Very effective managing teams, interpersonal and teamwork skills.
o Excellent written and oral communication skills
o Ability to operate at highest levels in the office of the Secretary of defense and military, both domestically and internationally.
o Intimately familiar with rules, regulations and nuances that drive the government capture process.
o Existing Security Clearance (Top Secret preferred)
Job: Business Development