BUSINESS DEVELOPMENT LEAD

Overview 

Job Title: Business Development Lead  

Job Location: Remote 

Salary: $130,000-$160,000/yr 

Benefits: Comprehensive benefits package from 1st day, Medical/dental/vision, 6% match on 401K, competitive PTO, 9/80 work schedule (every other Friday off) 

Our client is a premier manufacturer of critical power amplification products where their technologies and products are unparalleled in the industry. They specialize in the manufacture of microwave devices for ground-based, airborne and satellite communications, industrial and medical equipment, and radar.  They combine cutting-edge technology with world-class engineering teams to deliver innovative solutions. Together, they form an invincible company.  

This is a unique role that blends both your technical experience with your market knowledge of both active and passive RF and Microwave components and multi-function components over multiple markets. You will share your high degree of technical knowledge of our product offerings with the customer, ensuring proper identification and accurate transfer of information between the customer and Williamsport personnel.   You will have the opportunity to lead/participate in winning proposal strategies for major opportunities and build and maintain close working relationships with technical and management decision-making personnel for key customers to ensure optimum solutions for customer applications utilizing Folsom product and service offerings. 

Responsibilities 

• The successful candidate will work effectively with our client’s Business Development (BD) and Sales leadership as well as program, technical and functional entities to coach matrixed capture teams in the pursuit, shaping, bidding and winning of new and re-competed business opportunities, as well as serving a subject matter expert. Taking direction from the VP, Sales & Marketing, the successful candidate will:   
• Develop Air, Sea and Ground based Business into Military Markets. 
• Align with leadership to address top priorities and critical pursuits, to win new business. 
• Develop and coach matrixed Capture Teams to create comprehensive win and keep-it-sold strategies. 
• Ensure detailed collection and assessment of competitive information from Program Management, Engineering, and others with opportunities to collect insights. 
• Use the above to actively shape opportunities 
• Facilitate Win Strategy, Color Teams, and Price to Win activities (as required) 
• Recommend strategies and approaches for differentiation based on market and mission understanding, business deals, potential teaming, etc. 
• Follow and leverage the Business Acquisition Process and associated tools and methods. 
• Ensure team understanding of the customers’ mission, strategy, unmet needs, problems, barriers via active listening, iteration. 

Essential Functions:  

• Understand customer instructions, evaluation criteria, competitive landscape, and company technology discriminators. 
• Translate technical understanding of products and technology for purposes of customer communication and engagement. 
• Broadly work with internal functions to evaluate and implement new tools, procedures, and approaches to increase efficiency and win percentage for new business opportunities. 
• Assess and develop business deals that are competitively advantaged, while delivering results. 
• Ensure opportunities include business cases that exceed targets and/or deliver strategic position for longer-term growth. 
• Act as a change agent for the business, ensuring innovations and developments are led to successful implementation. 
• Support the day-to-day business rhythm and reporting. 
• Flexibility to travel 30% of the time. 

Qualifications 

• A bachelor’s degree with at least 9 years of related Defense complex sell experience. 
• 3 years’ experience leading successful complex capture and proposal efforts. Experience should include captures greater than $10M 
• General understanding of High Frequency Electronics and its uses. 

Preferred Additional Skills: 

• Disciplined, self-starting professional who can bring projects to closure with minimum direction, guidance and oversight. 
• Proficiency with Microsoft office tools, Salesforce and Proposal generation tools. 
• Understanding of company technology areas. 
• Ability to lead and develop relationships with geographically dispersed customers. 
• Demonstrated ability in competitive analysis, customer analysis, win strategy development, proposal and color team leadership and price-to win analysis. 
• Ability to quickly and independently position to win new business, under limited supervision. 
• Excellent oral and written communication skills. 
• Formal capture management training/certifications, i.e., Shipley, Miller Heiman 

Our client is an Equal Opportunity/Affirmative Action Employer. We consider applicants without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status or membership in any other group protected by federal, state or local law. 

To conform to U.S. Government space technology export regulations, applicant must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by ITAR (22 CFR §120.15).