Worker Type
Regular
Job Description
Summary
The Director, Business Development (BD) is responsible for the identification and presentation of technology solutions to fill United States Air Force, Federal/Civil, and OSD operational gaps through the employment of advanced unmanned systems capabilities, artificial intelligence applications, counter-unmanned aerial systems, one-way attack, and ground control solutions. This supervisory position leads business capture through development and implementation of engagement strategy and proposal development, executes quarterly and annual capture targets through deal closure, ensures customer satisfaction, and maintains close ties to the customer program offices and units following contract award.
Duties
• Leads and supervises the USAF, Fed/Civ, OSD BD Team ensuring timely completion of all training tasks, professional development, timecard management, and expense report management
• Builds trusted relationships across assigned customer organizations at all levels and facilitate the same for others within AV
• Identifies and wins new business opportunities while meeting the needs of assigned customers
• Represents AV to the customer organization and continuously works to strengthen the company’s reputation within the customer organization
• Utilizes new business processes and the AV Capture Customer Relationship Management (CRM) tool, Salesforce
• Creates capture plans with compelling win strategies for major sales opportunities
• Conducts market research to assess size and potential value of an opportunity
• Conducts competitive assessments to understand strengths and weaknesses of AV solutions considering competition
• Supports monthly forecast reviews and annual strategic planning process
• Helps prioritize company investment recommendations
• Identifies funding sources, contract vehicles, influencers, and decision-makers with prospective customer organizations and engages to shape requirements for AV solutions
• Communicates regularly with management and works closely with Product Line Management to provide customer requirements and competitive feedback
• Qualifies new leads and manages meetings to identify initial customer requirements
• Assists with marketing collateral development
• Works with Product Line Managers and the Engineering Department to identify technology needs and connect them with funding sources
• Builds partnerships with other companies to pursue opportunities and enhance AV product offerings
• Works on significant and unique issues where analyses of situations, or data, could require evaluations of intangibles amongst other available information
• Performs other duties as assigned
Experience
• Bachelor’s degree in Engineering, Physical Science, Business, or relevant discipline is required, or equivalent combination of education, training, and experience
• 14-20 years of relevant or equivalent experience (inclusive of military experience)
• United States Air Force Experience desired
• Background related to aerial weapons employment including: Launched Effects (ALE), loitering munitions, small and medium UAS, Manned-Unmanned Teaming, ground control preferred
• Prior relevant experience engaging USAF senior leaders is desired
• Proven understanding of customer requirements/needs/issues and capability gaps is desired
• Understanding of FAR/DFARS and Middle-Tier Acquisition is a plus
Additional Requirements
• Advanced degree is preferred
• Strong communication, negotiation, strategic planning and interpersonal skills
• Demonstrated leadership skills
• Working knowledge of typical contracts used by assigned customer segment (US Government, Non-DOD; US Government, DOD; or International)
• Understanding of US Government acquisition and program planning processes
• Demonstrated business experience; ability to develop and maintain internal and external trusting, professional relationships
• Assesses the degree of risk and opportunity in plans or actions and takes appropriate action to mitigate them or makes plans to build on the opportunity
• Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)
• Ability to excel in a fast-paced, deadline-driven environment leading a broad variety of duties
• Takes ownership and responsibility for assigned tasks and bookings achievement
• Committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company
• Focuses on teamwork and puts the success of the team above own interests
• Ability to lead successful trade show events in close coordination with the marketing group
• Displays strong initiative and drive to accomplish goals and meet company objectives
Physical Demands
• Ability to work in an office environment, although majority of work will be remote (from home)
• Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (Constant)
Special Requirements
• U.S. Citizenship required; Active Secret security clearance and ability to obtain a Top Secret security clearance, if required
• Ability to travel within contiguous US from 25-50% of time; potential for periodic OCONUS travel
Must have a valid driver’s license and clean DMV record
Clearance Level
The salary range for this role is:
$181,370 - $257,250AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate’s work experience, education/training, and key skills.
ITAR Requirement:
This position requires access to information that is subject to compliance with the International Traffic Arms Regulations (“ITAR”) and/or the Export Administration Regulations (“EAR”). In order to comply with the requirements of the ITAR and/or the EAR, applicants must qualify as a U.S. person under the ITAR and the EAR, or a person to be approved for an export license by the governing agency whose technology comes under its jurisdiction. Please understand that any job offer that requires approval of an export license will be conditional on AeroVironment’s determination that it will be able to obtain an export license in a time frame consistent with AeroVironment’s business requirements. A “U.S. person” according to the ITAR definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee or asylee. See 22 CFR § 120.15. Some positions will require current U.S. Citizenship due to contract requirements.
Benefits: AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown. For more information about our company benefit offerings please visit: http://www.avinc.com/myavbenefits.
We also encourage you to review our company website at http://www.avinc.com to learn more about us.
Principals only need apply. NO agencies please.
Who We Are
Based in California, AeroVironment (AVAV) is a global leader in unmanned aircraft systems (UAS) and tactical missile systems. Founded in 1971 by celebrated physicist and engineer, Dr. Paul MacCready, we’ve been at the leading edge of technical innovation for more than 45 years. Be a part of the team that developed the world’s most widely used military drones and created the first submarine-launched reconnaissance drone, and has seven innovative vehicles that are part of the Smithsonian Institution’s permanent collection in Washington, DC.
Join us today in developing the next generation of small UAS and tactical missile systems that will deliver more actionable intelligence to our customers so they can proceed with certainty – and succeed.
What We Do
Building on a history of technological innovation, AeroVironment designs, develops, produces, and supports an advanced portfolio of unmanned aircraft systems (UAS) and tactical missile systems. Agencies of the U.S. Department of Defense and allied military services use the company’s hand-launched UAS to provide situational awareness to tactical operating units through real-time, airborne reconnaissance, surveillance, and target acquisition.
We are proud to be an EEO/AA Equal Opportunity Employer, including disability/veterans. AeroVironment, Inc. is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status.
ITAR
U.S. Citizenship required