Director of Business Development

2 weeks ago

Madison, United States Tyonek Native Corporation Full time
GENERAL DESCRIPTION

Tyonek Services Group, Inc. (TSGI) and Tyonek Manufacturing Group, Inc. (TMGI) subsidiaries of Tyonek Native Corporation (TNC) is a fully integrated market leader and technology innovator serving aerospace and defense manufacturing, programs and construction serving the government and commercial sectors. Tyonek Native Corporation is actively seeking a Director of Business Development to advance its vertically integrated solutions to the marketplace. The position will serve as the "tip of the spear" in developing primary points of contact for potential and existing customers. The role will further advance Tyonek's cutting-edge technology that supports some of our nation's core defense services including FMS and FCS opportunities. Working with executive leadership, the Director of Business Development will expand and lead the solutions based ideology of the organization by building relationships with decision makers in key market segments.

Tyonek's business units are served from Huntsville Alabama and Warner Robins, GA in Tyonek's manufacturing and service facilities.

Due to this position's requirement of internal interface between operations, internal BD personnel, and continuous customer engagements that include facility tours, this position must be located in Huntsville, AL.

DUTIES
  • Supports the VP of Business Development to meet Tyonek Strategic Goals.
  • Primary performance metric is 'bookings' achieved. Responsible for the Sales Forecast. Strong Financial Acumen required. Focus on revenue growth, expansion of gross margin, and EBIT.
  • B&P Budget Responsibilities.
  • Manage the performance of direct reports from outside sales, capture management, and business development from multi-site locations.
  • Add value to an already established process to identify, assess, and mature customer solutions to capitalize on a strong PWIN rate.
  • Promote products and services, identify and develop opportunities, assess competitors, evaluate funding availability, and service existing and potential new customers.
  • Participate in the development of the subsidiary business plans, capture plans, and provide input for strategic mergers and acquisitions and investment strategies.
  • Develop new product ideas and identify opportunities in response to current and future market needs. Identify and assess new markets, customers and avenues for company growth.
  • Work closely with and provide assistance to Business Area Directors, Program Managers and other technical personnel on quotes, proposals and in identifying teaming partners, resolving customer problems and developing business projections for assigned areas.
  • Manage new business initiatives including; campaigns, requests for information responses, initial proposals and statements of work.
  • Maintain an active Market Research database including detailed review of the U.S. DOD Budgets, daily review of FEDBIZOPPS or GovernmentBids.com; attend meetings, seminars, symposiums and shows; detail customer organizations including identification of Influencers and Decision-Makers. Experience with Deltek GovWin®
  • Support and maintain Tyonek's Customer Relationship Management Database. Maintain awareness of competitive landscapes and any potential competitive pressures.
  • Assist in developing strategic plans, identifying required new capabilities, providing feedback on products, industry trends and customer needs, and fostering partnerships and teaming with key players to support successful proposal bids.
  • Support Business Areas in the development of capture plans, win strategies, Price to Win and teaming approaches.
  • Ability to lead proposals including analysis of the RFP, translation into a work breakdown structure (WBS), schedule development and price proposal management.
  • Partner with division leaders to develop short and long term strategic initiatives and goals to grow the business.
  • Executing preexisting corporate strategy and plans across the organization and relevant customers. Establish strong internal and external relationships with employees, customers and target customers.
  • Effectively communicate progress to senior leadership and companywide audiences.
  • Become a subject matter expert on all Company products and services.
  • Create and maintain departmental reports, tracking documents and procedures.
  • Travel is required (Up to 30%).
  • Other Duties as assigned.
EDUCATION/ EXPERIENCE REQUIREMENTS
  • Master's Degree in Business or Engineering preferably in a technical discipline or equivalent industry experience.
  • 10 years of experience in marketing and sales management.
  • A proven successful track record of expanding company's business markets and client base in the aerospace and defense including FMS, FCS and commercial markets, construction is a plus.
  • Prior experience developing and maintaining customer relationships, and creating and delivering presentations to senior and executive level customers.
  • General knowledge of various weapon systems, INT technologies and application, aircraft integration, CLS, field maintenance of airframes, power plants and technology.
  • Strong background in manufacturing mechanical and electrical manufacturing technologies including CNC machining, turning, sheet metal, welding, paint, cables / harness, SMT assembly, integration and assembly, environmental test, and product testing.
  • Experience in the Intelligence Surveillance and Reconnaissance (ISR) community with experience in integration of aircraft and technology, including maintenance, CLS, multiple INT's, manufacturing and worldwide operations is a plus.
  • Experience with Alaska Native Corporations (ANCs) is a plus.
  • A firm understanding of the principals of successful proposal teams, capture, salesmanship, product promotion, and marketing strategies and tactics.
  • Strong critical thinking and logical reasoning skills and the ability to apply them to solve issues and predict potential project risks.
  • Should have proven experience in developing and growing new business in an organization with diverse capabilities.
  • Should have specific success in leading successful captures, marketing new business and client areas to attain new opportunities, and winning competitive procurements.
  • Possess leadership skills to develop, organize and execute significant capture activities, including building industry teams, assessing win probability, and executing customer call plans to shape acquisitions, in order to respond to and win business with new and existing customers.
  • Possess superior analytical and problem-solving skills, the ability to gain internal support, operate independently with limited supervision and feedback, and the ability to establish a solid working relationship with technical staff, division managers, and peers in the business areas.
  • Capable of proactively identifying new prospects, customers and markets to pursue.
  • Ability to plan and organize own work and able to work independently as well as within a team environment.
  • Capable of overseeing a pursuit from inception /qualification to award and post award customer support.
  • Must have proven ability to influence individuals or groups in supporting and pursuing the business development goals of the organization.
  • Must be willing to travel as required to represent Tyonek for customer meetings, demonstrations, trade shows and other company events.
  • Must possess strong presentation skills and have the ability to express ideas clearly in both written and oral communications.
  • This position requires the individual to be a U.S. citizen with the ability to obtain at minimum a Secret Clearance. An active Secret or higher clearance is strongly desired with TS/SCI preferred, but is not a requirement.
  • Good working knowledge of desktop/laptop computers, MSOffice tools, VPN - as required to accomplish responsibilities.
  • CRM experience a plus.
  • Tyonek maintains a drug-free workplace and performs post offer, pre-employment substance abuse testing.
PHYSICAL REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.
  • Must be able to walk or stand on level and/or inclined surfaces and sit for extended periods of time.
  • Must be able to sit and/or stand for long periods of time.
  • Must be able to routinely climb / descend stairs.
  • On occasion must be able to lift 25 pounds.
  • Must be able to routinely grasp or handle objects, use finger dexterity, bend elbows / knees, and reach above / below shoulders.
  • Works in a normal office environment with controlled temperature and lighting conditions
  • Must reside in the Huntsville/Madison area

EQUAL OPPORTUNITY EMPLOYER/ VEVRAA/ ADA

TNC and its subsidiaries fall under ANCSA and are entitled under Federal Law to extend hiring preferences to its shareholders. ANCSA provides TNC the authority to give shareholder preference in hiring. TNC reaffirms its belief in equal employment opportunity for all employees and applicants for employment. Tyonek is an Equal Opportunity Employer and a VEVRAA Federal Contractor who affords equal employment opportunity to protected veterans and people with disabilities: Tyonek Native Corporation provides all employees and job applicants' equal employment opportunities in hiring and promotion without discrimination because of age, sex, sexual orientation, genetic information, gender identity, marital status, race, religion, color, veteran status, physical or mental disability, national origin, or any other reason prohibited by law.

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