Manager, Business Development - Navigation (Missles)
Rochester, NY
Reports to: Senior Director of Business Development - Navigation Systems
The Opportunity:
As a Manager, Business Development Representative - Navigation, you will be responsible for leading the pursuits of new Government and DoD projects in the area of Navigation and Inertial Technologies and driving growth of the business to support Safran Federal Systems and Safran's sales goals. This role will have a special focus on U.S. classified and sensitive pursuits in missiles and launched effects domains.
Job Responsibilities:
- Develop new Government and DoD business directly with the Government and indirectly through large system integrators such as Lockheed Martin, Boeing, General Dynamics, Raytheon, Northrop Grumman, L3Harris, BAE Systems, etc. within missiles and launched effects domains.
- Drive business and technical relationships and close business at a rapid rate by helping to define, identify, and pursue key opportunities.
- Establish deep business and technical relationships through knowledge of the customer's mission and Safran Federal Systems capabilities.
- Participate in day-to-day interactions with Government agencies and large system integrators.
- Leverage a technical background in missiles and launched effects domains, enabling interaction with customers' systems engineers, hardware/electrical/software engineers, and other technical staff members.
- Develop capture plans aligned with a customer's mission, technical challenges and CONOPS, with the ability to build and convey compelling value propositions of Safran Federal Systems' capabilities.
- Write proposals, RFI responses, whitepapers, etc.
- Generate cost baselines and work breakdown structures to support internal cost and price reviews.
- Travel within the U.S. to meet with customers.
What You Bring to Safran Federal Systems:
- A minimum of 6 years US or International DoD experience in military electronics.
- A minimum of 2 years of quota-carrying sales experience in a technical market.
- Bachelor's degree or equivalent (engineering or technical degree highly preferred).
- MBA or master's degree in an engineering or technical field preferred.
- Demonstrable knowledge of U.S. Government and U.S. Defense funding and acquisition process.
- Demonstrated knowledge of missiles and launched effects market.
- Sales "closer", knowing what it takes to develop and win new business.
- Speaking and Presentation Skills - white board, small and large group presentations in person and via phone/video calls; high degree of comfort speaking with senior military officers, and senior technical staff members; demonstrable ability to communicate effectively with both technical and non-technical individuals.
- Demonstrable Strong customer focus, ownership, urgency and drive.
- Demonstrated ability to adapt to new technologies and learn quickly.
- Self-motivated, and ability to self-prioritize effectively to achieve goals.
- High level of skill communicating effectively across internal and external organizations, both verbally and in writing.
- Experience in Sales Development, Prospecting, Qualifying, Negotiating, and Understanding informal decision-making structures.
- Proficient in SalesForce CRM or equivalent, and Microsoft Office suite.
- Ability to travel.
- Secret level security clearance a preferred.
- French language skills a preferred.
- Proficient in Positioning, Navigation and Timing technologies or related high-tech industry preferred.
- Systems Engineering experience with interfacing to government organizations preferred.
Please note this description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
