Lead Business Development Specialist

4 weeks ago

Williamsport Pennsylvania, United States Stellant Systems Full time
About Stellant Systems

Stellant Systems is a premier manufacturer of critical RF/Microwave products, renowned for its unparalleled technologies and products in the industry. We specialize in the manufacture of microwave devices for ground-based, airborne, and satellite communications, industrial, and medical equipment, and radar. Our company combines cutting-edge technology with world-class engineering teams to deliver innovative solutions.

Our Culture

As an employer of choice, our goal is to deliver an exceptional employee experience. We recruit diverse, high-performing talent to help our customers exceed their mission needs, which drives our employees to achieve their full potential. Fundamental to our culture is our focus on core values, inclusivity in the work environment, and a unified dedication to continuous innovation and improvement.

Job Summary

This is a unique role that blends both technical experience and market knowledge of 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 Stellant Systems personnel.

Key Responsibilities
  • Develop Stellant Systems Space and Satellite Business
  • 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 and build the sales pipeline
  • 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 deal, 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, Stellant Systems technology discriminators
  • Translate technical understanding of products and technology for purposes of customer communication and engagement
  • Broadly work with internal Stellant functions to evaluate and implement new tools, procedures, and approaches to increase the efficiency and win percentage for new business opportunities
  • Assess and develop business deals that are competitively advantaged, while delivering results for Stellant
  • 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
  • Bachelor's degree with a minimum of 9 years of related experience in Defense complex sell or customer facing environment
  • 3 years' experience leading successful complex capture and proposal efforts. Experience should include captures greater than $10M
  • General understanding of Passive/Active RF/Microwave components or High Frequency Electronics and their 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 Stellant technology areas
  • Ability to lead and develop relationships with geographically dispersed customers
  • Experience working with Space prime contractors, both commercial and government
  • 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

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