Business Development Director

NDI Business Development Director

The Northern Defense Industries (NDI) Business Development Director will grow and sustain a robust and expanding surveillance system and sensors portfolio by driving sales, new account acquisition, and aftermarket/spare-parts and repair revenue with government and defense contractor customers. This role focuses on identifying opportunities, developing capture strategies, leading proposals, and pricing efforts for contract vehicles, managing customer relationships and contract negotiations, and coordinating cross-functional teams (engineering, field service, supply chain, and operations) to ensure successful offer delivery and order fulfillment. The BD Director reports to the President of Northern Defense Industries with matrix responsibility to the AMS Group Chief Revenue Officer. This position is in-office at the NDI Alexandria, VA location and requires up to 50% travel.

Job Description / Duties and Responsibilities

New Business Leadership

• New business strategy development and execution
• Opportunity identification and shaping
• Competition identification and mitigation
• New business capture support
• Ongoing business protection and expansion
• Ability to lead capture team
• Robust understanding of proposal management and all associated tasks

Customer Understanding

• Developing and maintaining relationships with senior and mid-level government decision makers with emphasis on border surveillance and security acquirers and users.
• Ability to influence and effectively shape customer requirements within the following constituencies: government customer, prime contractor customer, international customers, and partners/suppliers
• Collaborating with NDI Government Relations on customer engagement strategies and execution
• Developing and executing business development plans to influence all aspects of new business capture
• Providing NDI with customer information, planning, analysis, and strategy on each new business pursuit as an integrated presentation for management bid/no bid decisions and for the long-range strategic plan
• Providing analysis of future customer requirements analysis

Analysis

• Supporting robust competitive assessments, identifying win discriminators, supporting price-to-win, win themes, and determining resources required to execute new business development activities
• Providing customer budget analysis across DoW/DHS and International MOD budget cycles
• Providing insight into US and international border security activity related to NDI programs of interest
• Providing decisional analysis of customer acquisitions, decision milestones, and practices
• Supporting industry teaming and collaboration across the business areas and industry teammates to accomplish strategic objectives for the mission area
• Focus on achieving new revenue stream development with near term sales closures, to meet operating plan commitments

Ethics


Ensuring new business activity is conducted with integrity, honesty and in accordance with government, customer, and AMS Group/NDI policies, procedures, and processes

Requirements

Minimum Job Requirements

• Extensive working knowledge of the US Department of War (DOW) procurement processes, Federal Acquisition Regulations (FARs), Foreign Military Sales/Funding (FMS/FMF) and International Traffic and Arms Regulations (ITAR) is required
• Ability to influence and effectively shape customer requirements within the following constituencies: government customer, prime contractor customer, and partners/suppliers
• Direct familiarity and experience working with US military requirements, acquisition, and operational agencies
• Have an in-depth knowledge of the defense security and surveillance marketplace, customer requirements, and mission needs
• Strong technical background supporting the understanding of integrated sensor systems
• Experience and understanding of forecasting, investment strategy, standard estimating and budgeting practices, capture planning, and proposal development utilizing CRM tool to ensure accurate and up to date pipeline opportunities and revenue projections
• Coordinate, lead and/or support proposal activities
• Assist with development of a detailed annual business development operating plan
• Assist with developing the business plan that provides the ROI for all the division's IRAD and pursuit
• Demonstrated aptitude for maintaining a healthy, sustainable sales pipeline for both the near and long term.
• Direct experience interacting with customers to define mission needs and translating requirements to engineering and program management personnel
• Must have excellent working knowledge of Microsoft Office suite of tools
• Able to regularly visit key divisions customers
• Willing and able to work extended hours when necessary
• Reporting responsibilities include executive management, program management, engineering, and capture teams

Education and Experience Requirements

• DoW/DHS service (civilian or military) specifically US Navy or Coast Guard
• Bachelor's degree from an accredited university
• 10+ years of relevant DoW business development or procurement
• 6+ years of management experience
• Possess a strong understanding of DoW and national security markets
• At least a Secret clearance with the ability to attain Top Secret Sensitive Compartmented Information (TS/SCI) leve

Preferred:

• Foreign Military Sales experience
• Technical sales/business development