POSITION SUMMARY:  The Business Development Manager (US Navy & USMC) reports to the Director of Sales and is responsible for securing new fixed or rotary wing aviation maintenance and modification business within the US Navy and US Marine Corps Branches of the US Department of Defense (DoD); operate

Business Development Manager (US Navy & USMC)

Summit Aviation Delaware • 
Philadelphia, Pennsylvania, USA
Position Type: Permanent
Job Description:
POSITION SUMMARY:  The Business Development Manager (US Navy & USMC) reports to the Director of Sales and is responsible for securing new fixed or rotary wing aviation maintenance and modification business within the US Navy and US Marine Corps Branches of the US Department of Defense (DoD); operates in compliance with company policy and safety practices and performs other duties as assigned.

JOB DUTIES AND RESPONSIBILITIES
 
  1. Responsible for securing new customer business within the US Navy and US Marine Corps. Focus on product areas in rotary and fixed wing aircraft.
  2. Responsible for direct customer interaction and coordination.
  3. Develops the annual DoD strategic plan focused on future growth and new business opportunities with a focus on growing the business profitably.
  4. Provides future year market assessments based on technological development, economic pressures, DoD funding levels and competition.
  5. Performs analysis of planned and/or existing programs of record to determine whether a need can be met by products or services offered by the company.
  6. Serve as a capture manager which includes an understanding of the competitive landscape, lead proposal and pricing efforts.
  7. Maintains all sales and customer information in Summit Aviation CRM tool (Sales Force)
  8. Writes product descriptions and statements of work which allow companies to offer their commercial items and services. Collaborate and work with all levels at Summit to develop the documents necessary to support pursuit capture (capability briefs, competitive analysis briefs etc.)
  9. Maintains and develops relationships with existing customers, prime contractors, contract vehicle partners and identifies new business opportunities and relationships.
  10. Supports Tradeshows and other public outings.
  11. Recommends the development and implementation of new services and products based on new opportunities and market assessment.
  12. Responsible for maximizing revenue from DoD accounts to achieve agreed revenue targets and ensure complete customer satisfaction when dealing with the DoD organization.
  13. Work at senior leadership level to develop and maintain relationships across the breadth of the DoD major project offices to increase market share and build on existing revenue and business. 
  14. Through the performance of the steps above, develop a pipeline of opportunities that can be converted into profitable revenue streams.
  15. Performs other duties as assigned.

SKILLS AND EXPERIENCE
 
  1. Technical sales within the US Navy or US Marines Corps preferred.
  2. Work experience in the US Navy or US Marine Corps program offices preferred.
  3. Established relationships within Program Offices and NAVAIR.
  4. Experience with DoD requirements, budgeting, and acquisition processes.
  5. Understanding Military Aviation operations and maintenance functions at the organizational, intermediate, or depot maintenance levels.
  6. Able to source, develop strategy and capture Government contracts.
  7. Knowledge of DoD acquisitions and procurement process.
  8. Must have proven sales and account management success.
  9. Strong strategic business planning skills and able to demonstrate the ability to sell/close high value deals.
  10. Ability to perform against budget forecast and successfully track business opportunities.
  11. Must be able to manage stakeholders both internally and externally.
  12. Ability to identify, build and execute growth opportunities.
  13. Must have a level of specific product and services knowledge to understand and develop opportunities to support the Program Manager’s (PM) needs.
  14. Must be able to develop and implement the sales strategy for DoD, identify and meet sales targets by securing new business in a sustainable manner.
  15. Documented customer relationship skills with DoD customers and Aerospace OEMs.
  16. Computer skills including all Microsoft office products (Excel, Word, and PowerPoint) and aptitude to learn Salesforce.com.
  17. Knowledge of FARs, DFARS and DCMA regulations.

Physical Requirements:  This position requires the ability to work in seated or standing positions for prolonged periods of time, perform office and clerical duties including use of office tools.

Working Environment:  The working environment will be remote with occasional travel to the Summit Aviation locations in Delaware and North Carolina. Support Summit Aviation trade shows and events.

Travel: Up to approximately 25 of the time, primarily between office and customer sites.

DISCLAIMER
This job description indicates the general nature and level of work expected by the incumbent.  It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent.  The incumbent may be asked to perform other duties as required.


 
Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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