Job Description
Terma Inc (TUS), a U.S. subsidiary of Denmark-based Terma A/S, is searching for a results-oriented Business Development Director, Naval Sales to join our Surveillance and Mission Systems team. As a core member of the SMS BD & Sales team, this position will be responsible for the development of new business and for the retention and expansion of existing business. The position is critical to further expanding Terma’s growing presence in US and regional markets with focus on expansion with regional navies and coast guards. Location: Preferred Arlington, VA or other TUS Locations in Atlanta, GA or Warner Robins, GA or possible remote
The Challenge: Lead The End-to-end Business Development Activities For The Identification Of New Opportunities While Also Supporting Existing Customers/contracts In North And Central America In The Following Naval Markets
- Shipboard Surveillance Radar Systems
- Shipboard Naval Decoy Launching Systems
- Shipboard Command and Control Systems
Essential Job Tasks: - Develop, implement, and execute detailed business development efforts to include the following: requirements shaping, customer engagement plans, teaming assessment, win strategy/win themes and most important, building customer relationship to help Terma position to WIN are some of the top priorities.
- Interfaces directly with customer decision-makers to understand customer needs/wants along with issues driving their desires. Work closely with end-users/customers to align and shape the technical, programmatic and budget requirements required for program execution.
- Work closely with the global Terma sales team, to develop and successfully market targeted, specific customer solutions.
- Conducts regular status and strategy meetings with the customer's senior management to understand their needs and link them to the organization's product/services strategies.
- Maintains strict compliance with company policies and procedures relating to Business Ethics and Code of Conduct, in addition to the specific procurement regulations established by the Federal Government and other customer communities.
- Establishes and maintains in-depth knowledge of Terma product lines and strategic directions.
- Coordinates closely with the Senior Director, SMS Business Development to manage, identify and pursue potential expansion and/or follow-on business activities within existing and developing business areas. Evaluates business opportunities and recommend pursue/no pursue and bid/no bid positions.
- Assesses and reports on competitor activities, capabilities, perceived strategies and new developments.
- Establishes and maintains effective liaison/interface at various levels within the customer community, including Government agencies, industry primes and potential subcontractors and teammates.
Qualifications Minimum Education and Experience: - Bachelor of Science degree in a technical field (engineering or applied science) plus a minimum of 10 years Sales and BD experience in the maritime domain with experience in the maritime services (Navy & Coast Guard) or active duty OR equivalent experience
Required Skills and Experience: - Demonstrated experience in the following business disciplines: strategic planning, capture planning, competitive assessment, development and implementation of strategic and operational plans, market analysis/assessment, and how to execute a winning proposal effort. In addition, a understanding of government procurement process for the following government agencies: Department of Homeland Security (US), Department of War (US), Department of National Defence (CA) and other regional security and defense agencies.
- Technical background must be sufficient to develop and provide customer briefings on Terma’s Surveillance and Mission Systems product portfolio as it relates to the relative naval markets.
- Excellent oral and written communication skills to develop external/internal papers, presentations, and business plans.
- MS Office experience (Word, Excel, Outlook, PowerPoint, etc.)
- Self-driven: Ability to work independently or as part of an international team.
- Good interpersonal skills and ability to navigate in complex organizations and markets.
- Demonstrated ability to communicate effectively with customers as well as with team members.
- Willingness to travel 30% Domestic and International
- US citizenship with ability to obtain and maintain a Department of Defense Security clearance.
Preferred Experience: - Foreign Language: Spanish (written and oral) desired
- Familiar with Shipley capture process or similar
- Winning $15M+ as opportunities with US federal agencies
- Technical/Hands-On experience with radars and maritime operations
- Experience/Knowledge with Terma products or similar products
Terma Inc. is an Equal Opportunity Employer, including disabled and veterans. Application deadline:
Job Tags
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