Sr Business Development Manager (National Guard)

National Guard Business Development Manager

This position can be located at multiple sites across the United States. Preferred work locations: Arlington VA, Grand Prairie, TX or Huntsville, AL.

Airbus U.S. Space & Defense, Inc offers advanced solutions to meet the most complex U.S. defense, security, space, and intelligence requirements. Celebrating over 50 years in the US, we remain a trusted government partner, leveraging world-class satellite, laser communication, rotor and fixed wing solutions to help our national security, defense and space focused customers meet their missions.

Airbus U.S. looks to employ a commitment driven team, dedicated to enabling our customer's mission success. We are committed to maintaining a diverse and inclusive work environment and a welcoming and engaging staff. With competitive compensation and superior employee benefits, as well as a commitment to fostering individual career growth, Airbus U.S. is the place where top talent wants to work.

Position Summary:

This position will enable Airbus to successfully expand its existing National Guard business base, largely based on the UH-72 Lakota program. The position is responsible for developing and implementing a comprehensive plan based on a strategic approach, supporting tactics, and interaction with customers, using key levers such as budget and requirements. In addition, the position assists with developing opportunities beyond domestic requirements by interacting with US ARNG units of various states and their respective partnered foreign nations in the State Partnership Program.

Primary Responsibilities:

Develop and implement business development efforts with the National Guard for the UH-72A/B Lakota program: 35%

• Lead business development campaigns for relevant Lakota upgrades, modifications, and modernization to keep the aircraft relevant throughout its useful life.
• Support FMS campaigns by utilizing National Guard State Partnership Programs and relationships to identify and assist with opportunities for Foreign Military Sales acquisition within the Airbus portfolio.
• Lead responses to USG solicitations, including white papers, RFIs, and RFPs.

Maintain liaison and relationship with key National Guard and US Army stakeholders: 20%

• Further "keep sold" efforts through maintaining relationships with:
• National Guard Bureau, especially Aviation Director and resource and requirements action officers.
• State Adjutant Generals and Aviation Officers.
• National Guard aviation community.
• Department of the Army civilian and uniformed leadership.

Develop and implement business development efforts with the National Guard for other systems, including large and small UAS: 10%

• Lead business development campaigns for Airbus US unmanned aircraft programs.
• Support FMS campaigns by utilizing National Guard State Partnership Programs and relationships to identify and assist with opportunities for Foreign Military Sales acquisition within the Airbus portfolio.
• Lead responses to USG solicitations, including white papers, RFIs, and RFPs.

Ensure coordination, alignment and communication with broader Airbus stakeholders: 15%

• Coordinate legislative efforts affecting the National Guard fleet with the Airbus Government Relations team.
• Coordinate media and marketing efforts supporting National Guard campaigns with Airbus Marketing and Communication team.
• Coordinate, support and synchronize efforts across Airbus stakeholders in respect to the National Guard customer.
• Find and pursue and/or collaborate on adjacent opportunities and pursue as appropriate, for example, sales of spares or GSE as well as industry partnering opportunities.
• Ensure information flow to extended Airbus team as required: program management, contracts, business development, communications, consultants, etc.
• Participate in reviews and strategy meetings.

Represent Airbus' broader military and business development and customer relationship needs as required: 10%

• Serve as Airbus representative as needed, including tradeshows and industry event.
• Maintain effective communications with relevant Airbus offices to include on-site visits when required (especially Washington, DC; Grand Prairie, TX; and Columbus, MS).

Additional Responsibilities (may include but are not limited to the following): 10%

• Similar functions concerning other Airbus products as directed.
• Personal leadership of Airbus activities/functions related to the Army or Army National Guard.
• Personal leadership of Airbus participation at industry gatherings within the National Capital Region.

Qualified Experience / Skills / Training:

Education:

• Required: Bachelor's degree.
• Preferred: Master's or higher degree in management, engineering, or related field; business development and/or capture training/certification (e.g. Shipley certification).

Experience:

• Minimum 10 years' experience in aerospace/defense business development. Relevant service in Army National Guard aviation, especially in requirements and budgeting, may substitute for some or all this experience.

Knowledge, Skills, Demonstrated Capabilities:

• Required :
• Superior written and spoken communications skills; strong interpersonal and organizational skills.
• Ability to maintain effective relationships/ communication with internal and external customers, excellent leadership and supervisory skills.
• Experience in and knowledge of U.S. government policy making and budget allocation is required.
• Ability to effectively work within a matrix organization; ability to effectively work independently.
• Demonstrated experience managing and/or developing business.
• Thorough knowledge of National Guard organization and culture as well as technical and/or operational aviation knowledge is essential.
• Preferred : Deep knowledge of Department of the Army, National Guard Bureau, Department of the Army, and sister service doctrine, requirements, and acquisitions organizations and culture; demonstrated success implementing new business strategies and/or technical and/or operational knowledge and experience in aviation.

Communication Skills (Spoken, Written, Influencing, Proficiency in Other Languages):

• This position requires strong written and spoken communications skills in English, suitable for public speaking, direct customer interaction, and proposal development.

Technical Systems Proficiency:

• Internal and commercial systems proficiency required for the position. Basic proficiency with Microsoft Office Suite required.

Travel Required:

• 30% domestic and international.

Citizenship:

• U.S. Citizenship required.

Clearance:

• Ability to obtain and maintain a Secret security clearance preferred.

Decision Making, Complexity:

• Determine strategy and tactics to effectively extend business with the National Guard, weighing such factors as the company objectives and product portfolio with customer budget, requirements and timeline considerations.
• Develop concepts and approaches that synthesize the interests of disparate National Guard stakeholders into an achievable business outcome.

Job Dimensions, Contributions to Success:

• Manages budget/expenditures as necessary, with responsibility to evaluate most effective use of resources and work with other departments to determine communications needs and priorities.
• Achieves targets to extend business within financial performance and risk bounds.
• Coordinates effectively with a wide variety of stakeholders at AHI (programs, business development, communications, contracts, etc.) and with consultants.

Nature of Contacts:

• Involves cmmunication on a daily basis with internal and external parties.

Physical Requirements:

• Onsite: 50%
• Vision: able to see and read computer screen and other electronic equipment with screens, able to read documents, reports and engineering drawings 100% daily.
• Hearing: able to hear to participate in conversations in person and via teleconference or phone and to hear sounds on production floor including safety warnings or alarms. 100% daily.
• Speaking: able to speak in conversations and meetings, deliver information and participate in communications daily.
• Equipment Operation (personal computer, telephone, copies, fax machine, and related office equipment and using electronic identification card to enter building floors and internal doors): able to operate most office and personal electronic equipment and some tools including production tools such as hydraulic lifts.