Sr. Business Development Account Executive

    • Job Tracking ID: 85347-311088
    • Job Location: Roseville or Remote, CA
    • Job Level: Executive
    • Level of Education: BA/BS
    • Job Type: Full-Time/Regular
    • Date Updated: 10/14/2020
    • Years of Experience: 10 - 15 Years
    • Radford Job Code: 05675
Invite a friend
facebook LinkedIn Twitter Email


Job Description

GENERAL JOB SUMMARY:

The Senior Business Development Account Executive is responsible for market analysis, strategy development, managing the execution of the strategy, and achieving bookings objectives for assigned accounts. The SBDAE is also responsible for the management of capture and proposal activities including timely management gate reviews, process compliance and transition to the program execution team. In addition to establishing strategic direction for accounts under his/her control, the SBDAE develops and promotes teaming decisions and pricing and win strategies which support the strategic objectives of the company.

 

ESSENTIAL JOB FUNCTIONS:

  • Successfully identifies, promotes, forecasts, advances, and captures sales of KUAS products in assigned territories or accounts.  Assists Director of Business Development in deconfliction and coordination of marketing pursuits across all territories.
  • Works with the Business Development organization to develop realistic bookings targets to support a rolling forecast.  Presents the bookings forecast to the Director of Business Development for review and approval.
  • Identifies, qualifies, and quantifies target opportunities; suggests pursuit strategies; contributes to overall business development strategy.
  • Initiates customer contact and follow-up with targeted agencies and companies.
  • Fosters continuous customer relationships with key industry and customer contacts inclusive of marketing, sales, executive, programmatic, representative and technical disciplines.
  • Maintains a thorough understanding of company UAS capabilities and accurately articulates the value that our capabilities provide.
  • Understands customers’ unique needs and business models to negotiate deals, contracts and close integrated opportunities.
  • Supports accounts (new and existing) with timely responses to RFQs, RFPs, demonstrations, trade shows and meetings.
  • Ensures the customer perspective is understood, currency of information is maintained, competitive environment is monitored, and, as required to support capture strategies, ensures that the information is clearly communicated to internal teams.
  • Provides oversight of proposal activities for assigned capture efforts.
  • Leads and coordinates with internal resources for shipping, ITAR-compliance, technical support and finance for BD
  • Oversees, tracks, and is responsible for technical data export licensing activities required for business development activities.
  • Provides specific inputs to department spending budgets and forecasts to support business development activities for assigned accounts.
  • Supports and represents KUAS at trade shows as assigned.
  • Conducts all business activities with the highest standards of ethics.

Non-Essential Job Duties

  • Maintains a detailed Outlook calendar of travel, meetings and events supporting BD activities.
  • Communicates effectively, both written and verbal.
    • Other duties may be assigned.

SUPERVISORY RESPONSIBILITY:

None

Experience and Skills

 KNOWLEDGE, SKILLS & ABILITIES:

Required:

  • At least 10 years of DoD acquisition experience with at least 5 years’ experience in aerial targets and/or tactical UAVs.
  • Ability to interact effectively with peers and supervisors.
  • Ability to interact appropriately with the public when necessary.
  • Ability to adhere to workplace rules.
  • Demonstrated ability to identify strategic partners and key customer enablers.
  • Must have strong verbal, written, and presentation communication skills.
  • Must have excellent planning and organizational, project management, and time management skills.
  • In depth knowledge of company products, strong research skills, strong analytical skills a must.
  • Excellent influence and client management skills necessary.
  • Must have strong Microsoft Office skills.
  • Be familiar with DoD, commercial and international acquisition practices.
  • Ability to work well in a team, and to excel as an individual contributor.

 

Preferred:

  • Master’s degree a plus.
  • Working knowledge of Contracts Management and Program Management, preferably with experience in both.
  • Time working for Department of Defense in either acquisition or operationally relevant position a plus.
  • Knowledge of major defense or commercial accounts preferred.

 

EDUCATION AND EXPERIENCE:

Required:

  • B.S degree in Business Administration, Engineering, or Engineering Management.
  • Ten plus years of product management, engineering and/or business development experience with at least two to three years of managing projects and budgets. Minimum 3 years directly relevant aerial targets/ UAV or major aerial targets/UAV subsystem business development experience.
  • Demonstrated experience in either development or evaluation of successful proposal for DoD acquisition.
  • Government security clearance is required.

 

Preferred:

  • N/A

 

WORK ENVIRONMENT/PHYSICAL REQUIREMENTS:

  • Office and/or Manufacturing environments.
  • Ability to stand and sit for long periods of time.
  • Ability to perform repetitive motion (keyboarding, 10-key, phones).
  • Ability to lift up to 25 pounds.

 

TRAVEL REQUIREMENTS: 

  • 0-50% Travels both domestic and internationally.