Director, Business Development for Army Ground Systems

Job Description

The Director, Business Development for Army Ground Systems is responsible for building a US pipeline, creating and managing capture plans and campaigns, and closing deals to grow a US Army Ground Business. The Director will leverage exisiting, and establsish new relationships by engaging with senior level customers across Army to close deals and win business. Performance will be evaluated on rapid build out of a high PWIN pipeline, closing deals, and increasing win rate. The successful candidate will have an entrepreneurial spirit to build and win new business with quick wins thru OTAs as well as traditional acquisition opportunities.  This position will have a hands-on director level role and will be responsible for the marketing and business development of Kratos products and services to the Army’s Ground Vehicle Program Offices and associated major prime/sub-contractors. Working with defense personnel, major customers, procurement, and internal technical staff are essential to success.  The Director, Businesses Development for Army Ground Systems will present a proven track record of wins on technically complex programs. The candidate must quickly assume leadership responsibility for capturing large size military training programs as well as successfully transition to program execution.

Experience and Skills

ESSENTIAL JOB FUNCTIONS:

• Develop and close new Army Ground Training Systems Opportunities
• Focus on coordinating pursuits, building customer relationships, identifying new opportunities, and winning new business
• Perform marketing research, capture and other business development functions as required
• Sales reporting, planning and forecasting
• Performs regular customer interface and communication
• Support quotations and proposals development
• Participates in relevant trade shows, industry days and seminars to stay abreast of customer strategies, goals and objectives
• Works with key vendors and suppliers as necessary
• Works with contracting and procurement offices
• Works with key consultants and advisors; advises the VP of Business Development for Army Ground Systems matters
• Define Army Ground Training opportunities, build pipeline and successfully capture opportunities
• Define and implement go-to-market strategy with VP Business Development and Business Lines leads
• Create and maintain account plans for each major customer
• Provide timely and accurate new business forecast updates and execute aggregate plans that deliver target bookings
• Must be a creative deal-closer with solution based selling background and track record of closing greater than $10M+ deals
• Develop and maintain Army Ground strategic capture strategy and marketing presentations for external and internal briefings.
• Develop and Execute customer engagement plans.
• Perform other related duties and assignments as required.
• Will be required to travel up to 50%

Non-Essential Job Duties (formerly Other Job Functions)

• Other duties may be assigned

SUPERVISORY RESPONSIBILITY:

This position may, but does not currently have any direct supervisory responsibilities.

KNOWLEDGE, SKILLS & ABILITIES:

Required:

• Minimum 10 years’ experience with demonstrated success in business development and capture of contracts valued greater than $25M.
• Minimum 5 years’ work experience performing opportunity capture into US Army Ground Training Systems.
• Demonstrated successes reflecting the ability to “grow Army Ground business”.
• Demonstrated ability to work with senior business and government leaders and to provide leadership within the workplace.
• Working knowledge and experience with simulation and training acquisition organizations.
• Experience developing account plans and capture plans for new business opportunities.
• Experience in the following discipline(s): Business development, capture management, program management, simulation and training, acquisition processes, opportunity identification and qualification.
• Military, DoD, or civilian experience acquiring, fielding, or operating operations and/or maintenance training systems for Army Ground programs.
• Experience and knowledge of ITAR and US Export guidelines.
• Practical understanding of technology transitioning, product/market development, and marketing/product planning for US military applications (preferably specific to simulation and training systems programs).
• Knowledge of conducting and directing competitive product analysis using market research techniques and a diverse technical understanding of military service/agency needs and requirements.
• Must have proposal development/writing skills.
• Strong leadership skills, excellent communication (presentation, written, and verbal), and relationship building skills.
• Must be willing and able to obtain a security clearance.
• Ability to work flexible hours and conduct domestic and international travel as required.
• Team Player and Self-starter with entrepreneurial attitude willing to get hands on in the work.
• Deep access and experience with key US Army Ground customers
• Expert in MS PowerPoint Presentation Development.
• Strong skill in business writing – both technical and non.
• Familiarity and experience managing and utilizing CRM tools such as Salesforce.

Preferred:

• Familiarity with US Army Ground Systems, Requirements generation, New Technology initiatives and Army Ground user community
• Familiarity with DoD/Army budgeting processes
• Ability to interface with wide range of Army customers from influencers to decision makers.
• Demonstrated experience workingUSArmyExecutives and supporting related initiatives across multiple stakeholders.
• The ideal candidate may have a prior military background (current or previous Army ground vehicle operator, a tour at a Ground Vehicle Program Office, Schoolhouse or requirements development organization).

EDUCATION AND EXPERIENCE:

Required: Bachelor’s degree in Business Administration or a related field.

Preferred: MBA

WORK ENVIRONMENT/PHYSICAL REQUIREMENTS:

• Office environment
• Ability to stand and sit for long periods of time
• Ability to lift up to 25 pounds

TRAVEL REQUIREMENTS:

• Up to 50% domestic and international as required