Job Id: 1299

Director, Business Development – Naval Systems

, NJ

The Director of Business Development should have a deep understanding of Naval Systems, preferably subsea, prime customers, and established relationships with decision makers in both the technical and supply chain communities. Also, must have knowledge of power and motion / fluid control systems on end item platforms. Responsible for leading the sales effort in their market and providing Customer knowledge and market trends to the organization. This role is also responsible for ensuring support for and maintenance of all sales tools (CRM, Price Management tools, Quotation tools, etc.).
Minimum Required Qualifications:
  • Bachelor’s degree or equivalent in an engineering, or business discipline
  • 15+ years’ experience in Business Development, or related role
  • Proven track record of developing and winning major proposal efforts
  • Keen understanding of FAR/DFAR
  • Strong sales process experience
  • Demonstrated leadership experience
  • Exemplary verbal/written communication skills required for multi-faceted interactions with all levels of personnel within the organization, as well as any and all outside agents, including but not limited to; vendors, suppliers, customers, potential job candidates, etc.
  • Highly computer literate, with MS Office/PC expertise, and demonstrated experience with applicable systems, programs, equipment, etc.
  • Must be a US Citizen
  • Navy sales experience with machined parts
Essential or Primary / Key Responsibilities:
  • Identify new sales opportunities and meet the assigned target sales.
  • Identify new products to expand sales at existing Customers.
  • Lead go-no go meeting and provide to Proposal Manager the target and key requirements for major proposals
  • Support the Contracts organization to ensure contracts are being reviewed correctly and implemented per mutually agreed requirements.
  • Provide leadership for all capture opportunities, including acting as capture manager if necessary for pursuit of opportunities that would provide significant opportunity for growth and diversification of the Company
  • Maintain accurate 6 quarter rolling bookings forecast
  • Support proposal management activity to ensure 100% on time and 100% compliant proposal submittal
  • Develop, lead, maintain and train all Market Leaders on best practice proposal process:
    • Bid/No Bid, Proposal themes, Proposal templates (Management, Technical, Cost), Competitive assessment, Win strategy, Market Analysis, Financial Model and Pricing recommendations with rationale.
  • Issue Matrix for: Win ratio / Reason for Win/Loss. Salesman performance versus goal, proposal pipeline, Sales thermometer, Quarterly performance. Develop other matrix to drive performance and behavior.
  • Maintain and analyze all customer ratings. Present quarterly updates to Senior Management for review and action
  • Evaluate/Implement process improvement such as CRM and provide training
  • Ensure team compliance with, and utilization of the Customer Relationship Management system
  • Responsible for the allocation of B and P funding and BD funding.
  • Design key performance metrics; track and report metrics; ensure team focus on attainment of metrics, and recommend process improvements based on results of metrics and benchmarking efforts.
  • Optimize customer/account targets
  • Ensure effective analysis of sales force trends and performance in an effort to identify greater efficiencies. Ensure adherence to established departmental budgetary parameters
Additional Duties / Responsibilities:
  • Bring initiatives and activities to closure in a timely manner through effective interaction with individuals, both internal and external to the Marotta organization (as required)
  • Ensure self, direct reports, and personnel company-wide, are abiding by all safety, quality, housekeeping and company policies/procedures to ensure compliance to all regulatory and internal system requirements.
  • Foster a positive and cooperative work environment through effective communication at all levels internal and external to the organization
  • Lead, and/or actively participate in team meetings, improvement initiatives/programs, etc. to provide constructive recommendations and initiate actions to support company initiatives/goals
  • Consistently demonstrate commitment to company values
  • Keep management informed of area activities and of any significant problems.
  • Assume responsibility for related duties as required or assigned.
  • Continue work seamlessly while traveling on company business (i.e. conduct work using mobile devices, from hotels, while at trade shows, and/or across varying time zones when necessary)
Work Environment:
  • This job interacts both in a professional office environment and a manufacturing/machine shop environment. This role uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines, as well as environments inclusive of the appropriate eye, hearing and foot protection (as required).
  • Local, non-local, and international travel is required for this position (60%+)
Please click the green APPLY button below and include your resume.

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