Business Development Director

4 weeks ago

Laurel, Maryland, United States Antenna Research Associates, Inc. Full time
Job Summary

We are seeking a highly motivated Business Development Director to represent the Radar Line of Business product portfolio and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers' needs and expectations are met by ARA. This position may also be assigned to other product portfolios as needed.

Key Responsibilities
  • Establishes productive, professional relationships with key personnel in assigned customer accounts.
  • Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers' expectations.
  • Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
  • Proactively leads a joint, strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period, for assigned customers.
  • Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
  • Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary ARA personnel.
  • Accurate and up-to-date customer procurement forecasting; identifying and calibrated input from customer staff, influencer, and decision makers within the account and/or program of interest.
  • Salesforce CRM entry, support, reporting, and regular periodic tracking updates, including stage management, value, PGO, PWIN, and closing dates.
  • Adopting and developing guidance knowledge of standard antenna product lines.
Position Qualifications
  • Accountability - Ability to accept responsibility and account for his/her actions.
  • Job Knowledge - Understand facets of job, aware of duties and responsibilities, keeps job knowledge current.
  • Communication - Ability to communicate thoughts clearly, both oral and written.
  • Quality - Strives to eliminate errors, accurate work is a priority, seeks opportunities to improve products/services.
  • Ethics - Honest, accountable, maintains confidentiality.
  • Initiative - Acts, seeks new opportunities, strives to see projects to completion.
  • Decision Making - Able to reach a decision, takes thoughtful approach when considering others, makes difficult decisions.
  • Customer Service - Works well with customers, promotes a positive image of the company, strives to solve issues raised by customers.
  • Sales Skills - Understands marketplace, works to meet prospect/customer needs, effective closing technique.
  • Technical Skill - Maintains current knowledge of processes/equip, uses technology to increase performance/productivity.
  • Sales Goal - Strives to maintain sales quota, respect, and achieve sales goals.
Experience and Skills
  • Deep knowledge of AESA Radars - Tactical IFF Systems, Missile Seekers, Airborne multi-mission radars, border & counter-fire radars.
  • Knowledge and relationships with end user/customer, and major prime providers.
  • Understanding of DoD contracts.
  • Experience in identifying, planning, and capturing key DoD programs.
  • Contemporary knowledge of associated DoD acquisition programs, DoD budgeting and acquisition lifecycle (planning through award).
  • Proficiency in CRM software, such as Salesforce.
  • Knowledge of account relationship management strategies.
  • Ability to both create and close deals.
  • Critical thinking and ability to solve problems.
  • Ability to qualify for a security clearance, a plus.
Education
  • Bachelor's degree (Engineering or Business or a related field a plus).
  • Technical degree or 10+ years of industry experience preferred.

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