SUMMARYThe Business Development Director role oversees market and product growth, and leads the business development team and corporate strategy for
technology integration into Karman system solutions and product line growth. The Business Development Director is responsible for sales growth with a focus on products that utilize or combine Karman's manufacturing technologies into a turn key system solution for customers.
The Business Development Director reports to the Operations General Manager.
COMPENSATION & BENEFITS - Medical, Dental, Vision
- Company Paid Life Insurance
- 401(k) Retirement Savings Plan
- Paid Time Off (PTO)
- Paid Holidays
- Tuition Reimbursement*
WHAT YOU WILL DO- Customer & Stakeholder Engagement:
- Interface as the primary POC with key customers and stakeholders, understand customer needs and tailor solutions to meet those needs, ensuring satisfaction and fostering repeat business.
- Communicate directly with customers and stakeholders on a consistent basis both in person and remotely to ensure responsiveness and high quality engagement
- Represent Karman at various conferences and industry events
- Sales & Capture:
- Lead the team to achieve sales growth targets across Karman's markets: Space & Launch, Hypersonics and Strategic Missile Defense, and Tactical Missiles and Integrated Defense Systems
- Develop a capture strategy including price-to-win (PWin) assessment, competitive intelligence, risk analysis and mitigation, and a technical solution
- Manage the proposal/quoting team
- Oversee proposal team that may include proposal managers, estimators, proposal engineers and other team members
- Ensure proposal compliance and on-time delivery
- Growth Strategy:
- Interface with Karman team members including engineering, business development, and operations to develop a long-term product roadmap to support various divisions aligned with market trends
- Track and monitor sales performance using CRM and ensure goals for bookings, revenue, profit margin, and customer satisfaction are exceeded
- Financial Forecasting:
- Accountable for CRM data to track sales process from lead to deal and ensure high conversion rate
- Present financial forecasting results to leadership to determine market trends, strategy, and customer satisfaction
- Contracting & Negotiations:
- Support Contracts and Operations in negotiations with customers on contract pricing and delivery schedules ensuring profitability while maintaining competitive pricing strategies in line with market conditions and internal costs
WHAT WE ARE LOOKING FOR- Required Education: A Bachelor's degree, advanced degree is a plus
- 10+ years of experience in leadership position for business development and/or internal sales, proposals and/or quoting
- 5+ years of experience in related technical field
- 5+ years of experience managing key prime contractor and customer relationships in aerospace and defense sectors
- Ability to present highly technical information to various audience members
- Strong interpersonal, communications, and negotiating skills
- Experience with CRM and financial forecast tools (Salesforce, HubSpot, Microsoft Dynamics 365, Pipedrive, etc.) is a plus
- Knowledge of aerospace & defense standards and familiarity with industry certifications (i.e. AS9100, ISO9001) is a plus
- Ability to travel >25%
- Must be a U.S. citizen
