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Senior Defense Business Development Manager

3 months ago

Canton, United States NESCO Inc Full time

This role will be eligible for a 100% remote work schedule, with travel required up to 75% of the time.

Purpose

The Sr. Manager - Business Development, Defense will develop a road map for growth within the desired end markets and create new business opportunities that support sustainable and profitable growth. Once relationships have been established, this role will transition accounts to the commercial team for account management and continue to develop new opportunities.

Responsibilities

  • Collaborate with the commercial team to develop a view on the company's current positioning in the end markets, including customers, sales, products, applications, etc.
  • Develop a growth roadmap within desired end markets and the entire value chain to the ultimate customer.
  • Leverage existing market research to identify trends, opportunities, and potential competitors within the desired industries.
  • Analyze customer needs, preferences, and industry demands to inform product and service development.
  • Define and monetize end markets, including megatrends, market drivers, etc., for the preferred segment.
  • Determine the addressable market (volume and revenue), market share, competitive positioning, and primary customers by application for existing markets.
  • Evaluate market adjacencies for consideration.
  • Assess primary players within existing and adjacent markets for potential acquisitions.
  • Leverage network within the supply chain to develop new business opportunities that support sustainable top-line and profitable growth.
  • Align business development initiatives with overall corporate objectives in collaboration with senior management.
  • Cultivate and maintain strong relationships with existing customers and engage potential clients to build a robust pipeline of opportunities.
  • Lead and support the preparation and submission of responses to Requests for Proposals (RFPs) and Requests for Quotation (RFQs).
  • Negotiate terms, conditions, and contracts with customers, ensuring compliance and risk mitigation with legal and finance teams.
  • Collaborate with cross-functional teams, including marketing, engineering, operations, R&D, finance, etc., to ensure successful, profitable, and sustainable new business acquisition.
  • Provide leadership and guidance on the aerospace market, staying updated on industry trends, regulations, and technological advancements.
  • Represent the company at industry events, conferences, and trade shows to build brand awareness and establish/sustain a strong network within the defense community.
Minimum Qualifications
  • High school diploma with at least 17 years of experience, with a strong concentration in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories; OR
  • Associate's degree in business, sales, supply chain, or a related field with at least 14 years of experience, with a strong concentration in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories; OR
  • Bachelor's degree in business, sales, supply chain, or a related field with at least 12 years of experience, with a strong concentration in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories.
Preferred Qualifications
  • High school diploma with at least 20 years of experience, including a minimum of 10 years in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories; OR
  • Associate's degree in business, sales, supply chain, or a related field with at least 17 years of experience, including a minimum of 10 years in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories; OR
  • Bachelor's degree in business, sales, supply chain, or a related field with at least 15 years of experience, including a minimum of 10 years in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories.
Technical & Functional Skills
  • Ability to build and maintain strong relationships
  • Comfortable with cold calling
  • Adept at finding and creating opportunities to get in the door
  • Strong understanding of the market and competitor landscape
  • Strong presentation, verbal, and written communication skills

Nesco Resource offers a comprehensive benefits package for our associates, which includes a MEC (Minimum Essential Coverage) plan that encompasses Medical, Vision, Dental, 401K, and EAP (Employee Assistance Program) services.

Nesco Resource provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.