Job Title: International Business Development Lead Job Code: 15594 Job Location: Londonderry, NH Job Schedule: 9/80 - Employees work 9 out of every 14 days - totaling 80 hours worked - and have every other Friday off Job Description: The International Business Development (BD) Lead is responsible for developing strategy, prioritizing pursuit, and capturing of regional international business opportunities for the division. The position requires flexibility to manage multiple projects at multiple locations seamlessly while using acute analytical and strategic skills to successfully guide and assist with the closing of major deals. Identifies and implements business development projects relating to emerging technologies, new products and/or industries, or services. Identifies unique markets, licensing opportunities, and determines the feasibility of product development. Performs economic analyses on new or improved product opportunities and/or business models and coordinates with internal departments in identifying and implementing business development projects. Establishes, develops, and maintains customer relationships for the product and market areas assigned. Gathers market-leading intelligence and information about the product and market area assigned and disseminates information on a continuous basis to all pertinent parties concerning strategy, business capture, and the fulfillment of project goals and objectives.
Essential Functions: - Ensure that assigned regions meet Orders commitments to the IVS Sector.
- Perform continuous scanning of the market to gather trends - customer needs, budget allocations, market size and competitive dynamics to develop short and long-term business plans and strategies to meet IVS growth objectives.
- Direct the development of short and long-range objectives aligned with the rest of the organization and recommends goals to higher management. Advise higher management on status or action required in connection with existing and potential sales programs.
- Work collaboratively with the regional sales team members to prospect, develop and capture near-term and long-term IVS growth opportunities in the region.
- Lead Capture team on key pursuits.
- Support the regional sales team with the go-to-market strategy, including the appointment/renewal of local consultants, dealers and representatives (CDR) and local teaming agreements.
- Advise regional sales team and ensure adherence to the Common Capture Management Process, including hosting of prospect meetings, tracking the progress of key pursuits, and ensuring gate reviews are completed as appropriate.
- Act as the bridge between the IVS business and regional sales team to coordinate various BD activities, including the coordination for tradeshows, demonstrations, trials, industry days and customer visits.
- Act as IVS Subject Matter Expert (SME) to pitch IVS solutions at various customer touchpoints including customer meetings, tradeshows, demonstrations, trials, industry days and customer visits.
- Feedback market trends/customer needs to Product Management for future product improvement opportunities.
- Work with IVS business and regional sales team to develop localization strategies for the region.
- Perform analyses in the areas of product preferences, potentials, sales coverage, market size, penetration, marketing practices and trends, and prepares forecasts and recommendations.
- Develop and disseminate information on a continuous basis to all pertinent parties concerning the fulfillment of BD goals and objectives.
- Establish and maintain key international business contacts critical to successful business development.
- Position based in Londonderry, New Hampshire
- Requires frequent international travel to support customer meetings, demonstrations, tradeshows, etc., within assigned region(s)
Qualifications: - Bachelor's Degree and minimum 9 years of prior relevant experience. Graduate Degree and a minimum of 7 years of prior related experience. In lieu of a degree, minimum of 13 years of prior related experience.
- 2+ years of direct international business development experience
- 5+ years' experience in the global aerospace and defense industry, candidate may substitute experience requirements with relevant industry experience or military service.
Preferred Additional Skills: - Electro-optics industry preferred.
- Agility in Execution - Can drive problem resolution at an accelerated pace. Knows how to get things done to solve business issues using multiple problem solving approaches
- Continuous improvement - Have a process, workflow, and systems mindset; can quickly diagnose and fix a problem on a global basis; always looking for incremental process improvement.
- Inspirational Leadership - Demonstrated ability to motivate, challenge, and inspire employees, peers, and others in the relationship matrix of doing business. Can raise the level of desire to change our business in all aspect of the organization.
- Technical breadth - Knowledge and understanding to lead and deliver on complex product, service solutions offerings. Learns new technologies and methods easily.
- Customer Centric Leadership - Translates vision to clear and realistic plans. Demonstrates the ability to integrate an understanding of customer needs and sound business fundamentals that drive planning and execution while aligning resources to meet demand.
- Leadership Courage - Speaks up when important information or questions must be raised or acts when issues must be addressed. Constructive challenge is role modeled in the context of culture and values.
- Strategic Business Partnering - Leadership and influence; provides functional perspectives tied to business context and market needs. Ability to align the function to business critical needs to support business strategies for growth. Proven ability to create, lead and close complex global business agreements including teaming, offset, and co-production.