Business Development Manager Mil/Aero

Job Description

Job Description

POSITION SUMMARY

The Business Development Manager is responsible for growth in Sonar piezoceramics, sensors and transducers for commercial and military applications. This position will lead the acquisition of new program business while managing existing programs and accounts. This position is remote but the ideal candidate will reside in Massachusetts, Rhode Island, or New Hampshire near our customers. Must be a U.S. Citizen with the ability to obtain a U.S. Government Security Clearance. Active security clearance preferred.

The Business Development Manager is a “working manager” role that succeeds by direct action and by collaborating with all other business functions, both internal and across the broader Amphenol organization. The successful incumbent will grow Mil/Aero program business by managing and expanding sales with key customers, delivering new customers, recommending and identifying new products, and evaluating new business opportunities. To achieve this end, they will develop, manage, and execute a business development strategy that identifies both strategic business direction and growth opportunities, while monitoring and evaluating performance against goals. Supporting and collaborating with this position will be marketing, product management, FAEs, and product development (engineering).

This position reports directly to the General Manager and will participate in the decision-making process concerning the direction and future growth of the Mil/Aero market.

QUALIFICATIONS

Experience/Background:

1. Minimum of 10 years of professional experience in sensor business development.
2. Minimum of 5 years of business development experience within a defense contractor or subcontractor environment.
3. Demonstrated strong personal networking abilities, with a proven capacity to effectively communicate and build relationships with executive leadership in Aerospace and Defense companies, as well as key stakeholders within the Department of Defense.
4. Must be familiar with underwater acoustics.
5. Must be familiar with TINA and certified cost submissions.
6. Position requires the ability to travel to conduct business more than 60% of the time. Travel to the manufacturing plant as needed, as well as both domestic and international travel is essential to meet the requirements of the position. Relocation is not required.
7. Must be a U.S. Citizen with the ability to obtain a U.S. Government Security Clearance. Active security clearance preferred.

Skills:

1. Self-starter that operates with minimum level of oversite to achieve sales goals
2. Possesses strong strategic selling skills and deal-closer mentality to deliver results and capture new business
3. Knowledge of marketing principles, sales account management, and general management principles
4. Ability to think strategically, gather data, compile information, and prepare reports
5. Ability to research and analyze data effectively
6. Ability to write technical proposals, prepare and manage a budget
7. Strong project management skills
8. Excellent verbal and written communication skills in English
9. Ability to make oral presentations
10. Demonstrated ability to provide cross-functional leadership
11. Proficient with Microsoft Applications and sales database management tools

Education:

1. MBA, Bachelor of Science degree in a technical field of study, or equivalent combination of relevant education and work experience that will allow successful performance of job expectations.
2. Professional training or college coursework in business development.

ESSENTIAL JOB DUTIES & RESPONSIBILITIES

1. Deliver double digit growth in the military and aerospace market with existing sensor technology.
2. Coordinate and administer, with direction from the General Manager, the company's long-range strategic planning activities related to military and aerospace business development.
3. Work collaboratively with the Mil/Aero Director of Business Development to align goals to achieve significant growth through strategic program wins.
4. Highly skilled in strategic selling, follows a systematic and defined process that ensures a high level of conversion to long term consistent revenue production.
5. Develop a robust pipeline of New Business Opportunities (NBO) within the military and aerospace market. Grow and maintain network to meet customer targets.
6. Regularly visit program business prospects and existing program business customers to develop and maintain a personal presence and engagement throughout the customer’s organization.
7. Conduct regular meetings with key decision makers within engineering, manufacturing, quality, procurement and effectively present technical solutions, product advantages and performance specifications as they relate to the customer’s application.
8. Work with internal engineering, finance, and product management teams to develop proposals that address the client’s needs, concerns, and objectives.
9. Maintain accurate records and files for all leads, quotes, and programs. Fully utilize the sales database for all proposals, NBO and customer activities.
10. Skillfully handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.
11. Monitor engineering and production schedules and ensure excellent communication with customers.
12. Support company forecasting and business planning requirements, creating monthly and quarterly reports.
13. Provide technical assistance to customers, make technical sales presentations, and support interdepartmental projects.
14. Determine the best method to resolve complex customer issues and ensure a strong voice of customer in every aspect of business management.
15. Attend industry functions, such as association events, tradeshows, and conferences, and provide feedback and information on market and technical trends.
16. Perform all other duties as assigned.

ENVIRONMENTAL & PHYSICAL REQUIREMENTS

Office / Sedentary Requirements: Incumbent must be able to perform the essential functions of the job. Work is performed primarily in an office environment but also requires extensive travel via car or airplane to meet with customers. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.