Director Business Development For Us Army Surveillance / Government & Defense
Arlington, VA, USA | FLIR Systems
Industry:Manufacturing (Light Industry / Consumer-Oriented)
Job Description:62 people have viewed this job
At FLIR, we have a simple but ambitious mission: to develop market-leading thermal and sensing technologies which enhance everyday life. From saving energy, to saving lives FLIR is making a real difference in our world.
Our products are used in a wide array of situations to rescue people in danger, detect criminals, conserve energy, navigate safely, provide security around the globe, and protect our environment.
We are looking for individuals who thrive on making an impact and want the excitement of being on a team that wins.
The Business Development Director for US Army is responsible for the management and growth of FLIR’s business with the US Army and related OEM customers. You will target specific platform and program customers that are identified as appropriate candidates for FLIR’s products and technology; or are potential teaming partners. Working with existing and new Army customers to establish requirements that match FLIR’s current and future product capabilities, you will present FLIR’s electro-optical technologies and products in an effort to secure product orders, development contracts and program business consistent with the forecast for the line of business. In this role you will monitor and document market requirements and communicate these to the product management group in an effort to have current and future products better meet market needs. In addition, you will provide customers with visibility to FLIR’s product line and developmental capabilities at a variety of forums to include; personal meetings, formal briefings, social events, trade shows and seminars.
Create and execute an accurate bookings plan for Army-related programs, products and applications.
Establish and maintain effective working relationships with Department of the Army, ASA(ALT) leadership and staff, PEOs, Army Futures Command, TRADOC, and major systems suppliers to the Army.
This role will oversee a small team of senior professionals focused on Army related opportunities.
Present FLIR products, technology and developmental capabilities to the Army and to relevant airborne, ground vehicle, OEMs. Potential forums shall include personal meetings, formal briefings, social events, trade shows and seminars.
Identify programs of interest that match FLIR products and present them for a pursue/no-pursue decision with senior management.
Support product proposals as directed. This may include theme development, pricing strategy, support requirements and formulating key selling points.
Act as the primary customer advocate to ensure user requirements for new capabilities are presented to product management. Once accepted for pursuit, responsible for developing capture strategies, making product recommendations and coordinating pursuit plans and activities.
Principal interface with the customers for all business development matters.
Ensure that any and all technical issues are assessed properly by product management and engineering, from a cost, schedule and performance aspect.
Champion the product-development process from a market perspective, to include articulating the market opportunity, capture strategy, desired time schedule, desired end-pricing and potential return on investment.
Identify and monitor risks associated with customer requirements and programs.
Conduct product demonstrations as needed on the ground or in flight to support product sales and training.
•Experience with DoD budget, investments and acquisition processes with a focus on US Army and related OEM customers.
•Leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions, in order to respond to and win business with new and existing customers
•Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with senior management, technical staff, division managers, and peers in the Surveillance and across FLIR
•Experience with major US Army OEMs
•Identify and capture major opportunities to grow pipeline
•Experience with thermal imaging systems in their operating environment
•A technical degree is highly desired. Advanced degree preferred
•Must be eligible for a SECRET clearance.
Travel up to 30%.
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