Manager, Business Development - Guidance and Navigation Division

Overview

The individual will be part of a customer facing team that is responsible for business development and market penetration for Kearfott Corporation's Guidance and Navigation Division (GND) inertial measurement and navigation products / solutions for use in aircraft, UAV's, missiles and space, land vehicles, and sea platforms. Preference is for a candidate with a background in airborne guidance and navigation systems. The individual must be a motivated, strategic thinker with a demonstrated ability to lead business development pursuits and activities. The candidate will also function as a leader of capture teams responsible for new business opportunities related to Assured Position, Navigation, and Timing (A-PNT) systems. This position has the flexibility to work from either GND's Pine Brook, NJ location or remotely.

Responsibilities:

• Identify and recommend industry / defense markets, and specific customers for Kearfott GND products.
• Successfully navigate the stages of the government acquisition process.
• Establish relationships with customers (domestic and/or international) and identify high-level decision makers.
• Develop, maintain, and lead execution of the GND annual Bookings Plan.
• Employ BD techniques to learn customers' underlying needs and uniquely shape our offerings around those needs, demonstrating an understanding and desire to solve customers' problems.
• Design the go-to-market strategy for each targeted market, and collaborate with the GND team on product development, strategy and execution.
• Provide input to pricing models, and market promotion(s) that will grow Kearfott market share.
• Analyze DOD, international and commercial guidance and navigation system requirements / procurements, including supporting technologies, and convert the resulting analysis into business development initiatives.
• Develop and maintain competitive market analyses. Identify, interpret and communicate key market drivers, trends and technologies within the GND market in order capture new business opportunities.
• Support development of a strategic business plan that will have a high probability of success.
• Develop marketing materials, including sales kits, white papers, data sheets, and channel promotion information.
• Actively lead and manage internal cross-functional teams in customer sales cycles, including customer proposals and RFP responses. Responsible for ensuring customer proposals, pricing and RFP responses are complete and compliant to customer guidelines.
• Attend and support trade show and other general industry efforts
• Perform other duties as assigned
• Travel: 50% or more.

Required Skills:

• Strategic thinking, business acumen, market savvy, product/technical depth, presentation skills, credibility with technical teams and customers.
• Strong leadership and persuasive communication skills and the ability to drive timely RFP response from cross-functional teams.
• Ability to develop business approaches and strategies that will have high probability of success of capturing opportunities leading to sustainable and profitable growth of Kearfott.
• Excellent interpersonal, communications and gravitas (written and verbal)
• Drives for results, action oriented.
• 10+ years performing Business Development (sales, marketing, capture, proposal) activities, especially in airborne systems.
• Strong technical background, preferably inertial navigation systems.
• Existing solid industry and DOD relationships
• Hunter mentality and strong understanding of the customer decision making process, quickly building strong relationships with targeted individuals.
• Must understand DoD budgeting process and how targeted opportunities become a Program of Record.
• Previous military experience a plus.
• Familiar with DCS, FMS, FMF, OTA, and other procurement processes.
• Experience pursuing and capturing International aerospace and defense business opportunities.
• Formal training in the Shipley or equivalent capture process strongly desired.
• Must be a US Citizen.

In compliance with pay transparency requirements, the salary range for this role in New Jersey is $140,000 - $180,000 Annually. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to job-related knowledge and skills, experience, and internal consistency.

Additionally, we offer a medical, prescription, dental, vision, life, and disability insurance, a 401(k) plan with company match, tuition assistance, paid vacation and sick days, paid holidays, and a 9/80 work week with every other Friday off. Our work environment embraces our people as we enjoy monthly employee events that celebrates our workplace culture.