A Global Presence

Title: Director, Business Development

CLIENT:
Our client, a $25million division of a Fortune 500 Company, designs, manufactures and markets electro-optic products and systems. Their products use advanced laser & holographic technology to enhance optical systems for target acquisition. They manufacturer the world’s first holographic sighting system for small and medium-sized weapon platforms. To this point, the DOD represents 10% of their sales, the law enforcement and rep dealer network of about 600 people currently account for the largest share of company sales. The strategy is to grow the company by expanding sales to the DOD, Internationally (MOD) and by acquisition

POSITION:
Reporting to the VP Sales and Marketing, the Director, Business Development will spearhead, direct, and manage sales to successfully penetrate and position company’s core products and technologies within the Military sector, specifically within the ground based war fighting areas. He/she will work in conjunction with senior management to establish a strategic business direction, design and implement business development plans/ programs to achieve required sales goals. This individual will identify and track new business opportunities, help to identify strategic partners, communicate the core competencies, technologies and applications to customers, and develop and maintain relationships.  The new Director, Business Development will work with offices of senior military and civilian US Government customers, current and prospective customers, as well as industry partners and suppliers.

RESPONSIBILITIES: 

• Lead sales, business development efforts in government and military sector.
• Establish and qualify leads within specific government agencies to forge relationships 
• Identify trends, threats and opportunities in the military systems market.
• Stay abreast of information regarding opportunities, concepts of operation, program objectives, costs, risks and acquisition reform goals and competition
• Oversee customer requirements - Initial Capabilities Document and Development
• Assess OEM and Military RFI/RFP’s, establish compliant proposal outlines, themes, discriminators and ghosts, create and manage a proposal schedule, assign and manage proposal authors/team
• Manage and lead a team of consultants to ensure effective strategies are implemented     
• Conducts product briefings & presentations on a fairly technical basis and demonstrate and provide instruction on the use of products in classroom and live fire range situations.
• Assist DOD lobbying team to ensure strong visibility with the legislative funding effort
• Present and articulate advanced product features, benefits, and overall product solutions.
• Provide realistic quotations, delivery promises and specifications to customers
• Manage promotional activities and attend exhibitions in accordance with an agreed budget.

REQUIREMENTS:

The right person will have a technical background and core competencies within the small arms weaponry area and significant experience in sales and marketing to U.S. government and DOD military branches. He/she will have the ability to identify business opportunities, develop, capture strategies, and define market initiatives to develop and secure new business. The new Director, Business Development will have been responsible for driving revenue from lead sources and developing new client relationships within the military sector for a company’s products and core technologies.

• 10 plus years experience with military acquisition or in the small arms, fire control, or related Defense industry business development and marketing
• Must have an understanding of DOD acquisition processes (requirements generation, capabilities-based acquisition, funding/budgeting processes) and marketplace.
• Demonstrate understanding of standard business relationships (e.g. teaming, joint ventures)
• Possess strong team, leadership,  interpersonal and creative problem solving skills
• Demonstrate effectiveness in participating in self-directed work teams.
• Strong, business insight and significant experience in leading and developing proposals.
• Willing to travel primarily in the US

COMPANY APPEAL:

• Unique opportunity to assume the leadership role in the company’s expansion
• Chance to join the growing company that is supported by a large enthusiastic parent
• Highly visible position,  offering an opportunity to move into General Management

COMPENSATION:

• Base salary low to mid six figures + an incentive commission package. In addition, company will provide highly competitive benefit package and relocation program

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