This is a key business growth role reporting directly to the Mission Systems Senior Director of Sales. This full-time position is ideally based in our Lancaster, PA business location with potential hybrid flexibility for the right candidate within commuting distance. The candidate will also cover sales at the Woburn, MA and Whippany, NJ Sites, with approximately up to 20 travel.

This individual contributor will maintain the highest standards of business and technical acumen, performance excellence and integrity. Job duties also include active engagement to help define the overall short-term and long-term functional and strategic growth goals for multiple site locations, producing a broad range of innovative RF and digital product solutions. The ideal candidate possesses a demonstrated track record of delivering new business growth in the defense electronics spanet leveraging multi-disciplinary technical and programmatic expertise. This individual will also have demonstrated ability to work across functions in a matrix organization to achieve positive business results. The ideal candidate will also have proven customer-facing and people leadership skills.

This position is an important growth agent for the division. The successful candidate will have an existing positive relationship with both domestic and international industry primes and an understanding of their business goals, as well as experience in developing third party relationships within sales representative and distributor networks.

The role is accountable for orders generation and forecasts for the assigned spanet areas.  The role will target pursuits where existing company solutions add value.  This sales role also supports Business Development efforts to develop and execute capture strategies for new product pursuits. The role will partner with Engineering to ensure that technology roadmaps are in line with emerging customer needs, requirements and investments. The role will also partner with Program Management to maintain customer relationships in support of repeat product sales on long-term programs.

Sales Leadership: Act as primary customer interface for new business opportunities for existing products; including intermediary management. Represents Company at various conferences and events.  With Engineering, interface with potential customers to understand requirements and secure requests for proposal.

Sales Execution and Growth: Working with Sales Administrators, Program Management and Pricing, generate and secure approval for several hundred standard product quotes annually across a broad product portfolio.  With Sales Administration support, track opportunities and opportunity lifecycle in Salesforce. Ensure consideration of competitive position, competitor pricing, and pricing history by customer to present profitable proposals with high probability of win. Develop and document proposal assumptions and conditions to minimize execution risks. Respond to customer follow-up inquiries.  With Contracts and Program Management, support negotiations within approved delegation of authority.  Following order receipt, ensure timely acceptance and booking working closely with Contracts.

Sales Planning and Forecasting: Assist in developing short- and long-term business plans and objectives. Collaborate with Business Development and Program Management as well as site leadership and other senior managers to achieve annual orders objectives. Develop annual bookings forecast and design-in plans and objectives. Track performance to plan and provide weekly, monthly, quarterly, and special reports as required.

Core Competencies:

• Ability to build trust and customer confidence through ongoing technical and programmatic customer engagements
• Ability to analyze customer stakeholder needs and offer solutions to challenging problems in the defense electronics spanet
• Ability to work on a high performing cross functional team with a strong focus on teamwork, capture execution and rigor, customer satisfaction, and speed
• Ability to apply sound technical and programmatic judgment, make impactful decisions in complex and ambiguous situations, often with incomplete data
• Ability to serve as a role model for the organization in line with CAES’ values, exhibiting exemplary leadership behavior and emotional intelligence
• Exhibit strong communication skills internally and externally, employing diplomacy, confidence and tact, assertive without antagonism or alienation

Key Measures / Milestones:

• Achieve Mission Systems new business order objectives
• Drive on-time proposal submissions
• Make measurable contributions to continuous improvement of the Mission Systems Division business development and strategy organization and team

Minimum:

• Bachelor’s Degree in Engineering or Business-related field
• Eight (8) years of experience in leading multi-discipline teams delivering growth
• Eight (8) years of experience with defense electronics design and manufacturing organizations, relevant spanet/customer acumen, and knowledge of Flight Instrumentation products and technology 
• This position requires access to technology, materials, software or hardware that is controlled by US export laws. In order to be eligible for this position, you must be a “US Person” under US export laws (or eligible for approval under a U.S. Government export license)

Preferred:

• Master’s Degree in Engineering or Business-related field
• Ten (10) years’ direct experience leading business development activities focused on the Flight Instrumentation, electronic warfare and/or radar spanet segments 
• Demonstrated success in capturing opportunities with Tier 1 and Tier 2 U.S. and international defense contractors
• Experience delivering consistent business results across the pipeline for a product portfolio
• Business and Technical acumen, including a track record of enabling business success through engineering performance results, including responsibility for budgets, schedules, cost estimates, resource planning, and proposals
• Experience working in and driving results in a matrix organization
• Active DoD/ Secret clearance with ability to obtain DoD/Top Secret clearance

Due to compliance with U.S. export control laws and regulations, candidate must be a U.S. Person, which is defined as, a U.S. citizen, a U.S. permanent resident, or have protected status in the U.S. under asylum or refugee status or have the ability to obtain an export authorization.

Benefits:

In addition to a competitive salary, leading-edge work, and developing solutions side-by-side with dedicated experts in their fields, Honeywell employees are eligible for a comprehensive benefits package. This package includes employer subsidized Medical, Dental, Vision, and Life Insurance; Short-Term and Long-Term Disability; 401(k) match, Flexible Spending Accounts, Health Savings Accounts, EAP, and Educational Assistance; Parental Leave, Paid Time Off (for vacation, personal business, sick time, and parental leave), and 12 Paid Holidays. For more information visit: Benefits at Honeywell

The application period for the job is estimated to be 40 days from the job posting date; however, this may be shortened or extended depending on business needs and the availability of qualified candidates. 

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