This position can be located at multiple sites across the United States. Work locations: Arlington, VA or Huntsville, AL.Position Summary:This position promotes Airbus equities to generate additional business with the Department of War and individual services in the Unmanned Aerial Systems (UAS) market as well as Foreign Military Sales (FMS) channels. He or she will lead key campaigns, focused on the Group 2 and 3 UAS markets. He or she will also serve as a subject matter expert on UAS as necessary.
He or she is responsible for initiating, developing, refining, implementing, and presenting campaign plans based on a strategic approach, integrating engagements, marketing, communications, and government relations. This individual engages offices and stakeholders that influence Department of War opportunities. He or she also uses partnerships and B2B relationships to enhance competitive offerings.
Primary Responsibilities:- Develop plans and implement business development efforts with the US military: 40%
- Develop a comprehensive picture of customer requirements and resources.
- Develop, maintain, and execute an integrated business development plan for Airbus US UAS products for the US military.
- Coordinate with Airbus stakeholders, including program management, engineering, and technical leadership, to develop and refine solutions for customer problems.
- Develop partnership, teaming, and subcontracting relationships with other businesses to enhance the competitiveness of Airbus US products and offerings.
- Develop contacts and execute an engagement plan supporting company business objectives.
- Lead responses to USG solicitations, including white papers, RFIs, and RFPs.
- Develop and/or contribute to marketing and communication campaigns to include messaging, trade shows, marketing materials, etc.
- Develop plans and implement business development efforts with Foreign Military Sales (FMS) customers and potential customers: 10%
- Develop a comprehensive picture of customer requirements and resources.
- Develop, maintain, and execute an integrated business development plan for Airbus US UAS products, focused on FMS UAS requirements.
- Coordinate with Airbus stakeholders, including program management, engineering, and technical leadership, to develop and refine solutions for customer problems.
- Develop contacts and execute an engagement plan supporting company business objectives.
- Lead responses to USG solicitations, including white papers, RFIs, and RFPs.
- Develop and/or contribute to marketing and communication campaigns for FMS, to include messaging, trade shows, marketing materials, etc.
- Ensure coordination, alignment and communication with broader Airbus stakeholders: 20%
- Coordinate legislative efforts affecting UAS acquisitions with the Airbus Government Relations team.
- Coordinate media and marketing efforts supporting military UAS campaigns with the Airbus Marketing and Communication team.
- Coordinate, support and synchronize efforts across Airbus stakeholders in respect to UAS military sales.
- Support other relevant campaign teams responsible for the capture of new business as appropriate
- Find and pursue and/or collaborate on adjacent opportunities and pursue as appropriate. For example, securing sales of spares or GSE or industry partnering opportunities.
- Ensure information flow to extended Airbus team as required: program management, contracts, business development, communications, consultants, etc.
- Participate in gate reviews and strategy meetings.
- Represent Airbus' broader military and business development and customer relationship needs as required: 20%
- Coordinate and contribute to other business development efforts within US Army aviation
- Serve as Airbus representative as needed, including tradeshows and industry events
- Maintain effective communications with relevant Airbus offices to include on-site visits when required
- Additional Responsibilities (may include but are not limited to the following): 10%
- Similar functions concerning other Airbus products as directed.
- Leadership and/or participation in Airbus activities/functions related to the military UAS market and at industry events within the National Capital Region.
Qualified Experience / Skills / Training:Education:- Required: Bachelor's degree.
- Preferred: Master's or higher degree in management, engineering, or related field; business development and/or capture. training/certification (e.g. Shipley certification); relevant Professional Military Education, e.g. DAWIA certification, Eisenhower School, etc.
Experience:- Minimum 10 years' experience in aerospace/defense business development. Relevant service in military UAS, especially in acquisition, requirements, and/or the budget process, may substitute for some or all this experience.
- Operational experience in unmanned aviation preferred.
Knowledge, Skills, Demonstrated Capabilities:- Superior written and spoken communications skills; strong interpersonal and organizational skills. Able to work in a multicultural environment.
- Ability to maintain effective relationships/ communication with internal and external customers, excellent leadership and supervisory skills.
- Experience in and knowledge of U.S. government interagency policy making and budget allocation is required.
- Ability to effectively work within a matrix organization; ability to work with both internal and external teams; ability to effectively work independently.
- Demonstrated experience managing and/or developing business.
- Thorough knowledge of US military organization and culture as well as technical and/or operational aviation knowledge is essential.
- Deep knowledge of Department of War and service PPBE organizations and culture; demonstrated success implementing new business strategies and/or technical and/or operational knowledge and experience in aviation, particularly unmanned aviation.
Communication Skills (Spoken, Written, Influencing, Proficiency in Other Languages):- This position requires strong written and spoken communications skills in English, suitable for public speaking, direct customer interaction, and proposal development.
Technical Systems Proficiency:- Internal and commercial systems proficiency required for the position. Basic proficiency with Microsoft Office Suite required.
Travel Required:- 20-30% Domestic and International.
Citizenship:- U.S. Citizenship required.
Clearance:- Ability to obtain and maintain a Secret security clearance preferred.
Job Dimensions, Contributions to Success:- Manages budget/expenditures as necessary, with responsibility to evaluate most effective use of resources and work with other departments to determine communications needs and priorities.
- Achieves targets to extend business within financial performance and risk bounds.
- Coordinates effectively with a wide variety of stakeholders at AUS, AHI (programs, business development, communications, contracts, etc.) and with consultants.
Nature of Contacts:- Communication daily with internal and external parties.
Physical Requirements:- Onsite: 50%
- Vision: able to see and read computer screen and other electronic equipment with screens, able to read documents, reports and engineering drawings 100% daily
- Hearing: able to hear to participate in conversations in person and via teleconference or phone and to hear sounds on production floor including safety warnings or alarms. 100% daily
- Speaking: able to speak in conversations and meetings, deliver information and participate in communications Daily
- Equipment Operation (personal computer, telephone, copies, fax machine, and related office equipment and using electronic identification card to enter building floors and internal doors):able to operate most office and personal electronic equipment and some tools including production tools such as hydraulic lifts. Daily
- Carrying: able to carry documents, tools, drawings, electronic equipment up to 30lbs/14kgs. 2-3 times a year, carries 5-10 lbs. on a daily basis
- Lifting: able to lift documents, tools, drawings, electronic equipment up to 30lbs/14kgs. 2-3 times a year, lifts 5-10 lbs. on a daily basis
- Pushing / Pulling: able to push and pull small office furniture and some equipment and tools. Daily - chairs
- Sitting: able to sit for long periods of time in meetings, working on computer. Daily
- Squatting / Kneeling: able to squat or kneel to retrieve or replace items stored on low shelving. 5% at most
- Standing: able to stand for discussions in offices or on production floor. Daily
- Travel: able to travel independently and at short notice 5%
- Walking (include routine walking such as to a shared printer to retrieve documents): able to walk through office and production areas including uneven surfaces. Daily
- Personal Protective Equipment required: Required PPE includes, but is not limited to, Safety Shoes, Safety Glasses, Hearing Protection, Respirators/Masks, and/or Protective Gloves as required by site and/or customer site
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