Business & Development Manager for Tactical Systems

ESSENTIAL JOB FUNCTIONS & DUTIES:

The BD Manager for Tactical Systems is the Business Area Leader directly responsible for all activities related to creating, developing, maintaining and leveraging a profitable presence in an individual business area. This includes creating and developing a customer need, prospect investigation, opportunity maturity, pursue/no-pursue and bid/no-bid processes, inquires, quotes, proposals, and pricing. The Business Development Manager is responsible for determining candidates for and creating the capture strategy to develop and maintain long term strategic alliances. Responsible for determining when and how to use business development resources, budgets and personnel that leverage our unique capabilities and lead to long-term hardware-based development programs. Leads multi-disciplined teams of engineers, technicians, and financial and administrative staff during proposal development. Responsible for identifying new markets, and business areas within existing markets, as well as bookings and sales for the business area. Supervises up to 10 engineers, technicians, financial and administrative staff during proposal development. Supervises up to 1 full-time consultant, including developing expectations and periodic performance reviews. manage and coordinate all aspects of technical business development for the division’s Tactical Electro-Optical and Infrared (Eo/IR) Systems. Manage all outside and inside inquiries, including requests for information, requests for quotation, requests for proposals, and to create or generate the necessary replies, supported. Be responsible for the technical, marketing and business development content, and for the creation and maintenance of marketing materials (paper, electronics, web-based and multi-media) for Tactical EO/IR components and sub-assemblies. Support other Directors as assigned.

(10+ years) with a background in technologically-differentiated BD from the space and tactical marketplace.  This position reports to the General Manager.  In this position, you will need to have the following:

 

-  A demonstrated background in all phases of the BD process: find, cultivation, proposal support and closure on opportunities

-  A business background with the ability to support development and implementation of a growth strategy for Tinsley

-  The ability to generate working relationships and negotiate agreements at within the customer community

-  Target market segments: certain space elements (e.g., laser communications, missile defense and other volume space applications), tactical military labs and other tactical operations requiring  mid- to high-end optical components and assemblies.

-  Sufficient technical background (optical sensors and assemblies preferred) to enable constructive interface with Program Scientists, Project Engineers, VP’s or Engineering and other EO-community technologists

-  Existing personal relationships within the EO target market segments, especially tactical.

 

a) Establish and maintain rapport with existing, previous and potential customers to market, develop and sell our services, capabilities, capacities and products (hereafter products). Be the “external face to the customer” for the business area.
b) Identify key prime contractors and establish strong working relationships to serve as a foundation for pursuit of programs that are either beyond our local/division capabilities or where teaming leads to a significantly higher win probability.
c) Develop a Tactical Business Area plan to growth at 25% for 2009 and following
d) Serve as the customers’ representative within the division. Provide high fidelity information concerning customers’ needs, requirements, internal politics, cost and schedule drivers, etc. to the division’s leadership and functional managers.
e) As directed, act as capture manager and/or proposal for major programs. This includes leadership and direction of the efforts of contracts, marketing, and program management, technical and cost analysts.
f) Gather and coordinate cost information for proposals, insuring that customer requirements and legal requirements are satisfied by routing these requirements through the product group and legal/contracts departments as required.
g) In coordination with the functional manager(s), propose a product line technology road map.
h) Identify key technologies and/or products to be developed in our Independent Research & Development (IR&D) program to stimulate business and promote corporate growth.
i) Plan and implement promotional activities, including advertising schedules and trade shows appropriate for the business area.
j) Serve as liaison and support between the division’s technical personnel and customers to resolve questions and problems. Chair meetings between customer group.

This position requires a Bachelors’ degree in a technical discipline. An MBA degree is a plus.

Equal Opportunity Employer M/F/D/V

U.S. Citizenship is required.