Business Development Manager - Navy

Company: FLIR Systems
Location: Arlington
Posted on: January 9, 2021

Job Description:

Be visionaryAt FLIR, we have a simple but ambitious mission: to develop market-leading thermal and sensing technologies which enhance everyday life. From saving energy, to saving lives FLIR is making a real difference in our world.Our products are used in a wide array of situations to rescue people in danger, detect criminals, conserve energy, navigate safely, provide security around the globe, and protect our environment.We are looking for individuals who thrive on making an impact and want the excitement of being on a team that wins.Job DescriptionBusiness Development Manager - Navy AviationJob Description :The Business Development Manager (US Navy Aviation) is responsible for the management and growth of FLIR's business with the U.S. Navy airborne customer. The individual will target specific platforms and customers that are identified as appropriate candidates for FLIR's products and technology. Working with current and new Navy customers to establish requirements and mission needs that match FLIR's current and future product capabilities, this person will present FLIR's Electro-Optical technologies and products in an effort to secure product orders, development contracts and program business consistent with the forecast for the line of business. This person will monitor and document market requirements and communicate these to the product management group in an effort to have current and future products better meet market needs. He/she will provide customers with visibility to FLIR's product line, expertise in EO/IR sensor systems and developmental capabilities at a variety of forums to include; personal meetings, product demonstrations, formal briefings, social events, trade shows and seminars.Responsibilities:

• Responsible for meeting the established bookings plan for products associated with the target customers and platforms.
• Responsible for identifying, qualifying and creating long term relationships with military personnel at every level including operators, buyers, requirements developers, program managers, logistics planners, contractors and senior leaders.
• Responsible for presenting FLIR products, technology and developmental capabilities to target military customers and prime contractors supporting military customers.
• Potential forums shall include personal meetings, product demonstrations, formal briefings, social events, trade shows and seminars.
• Responsible for tracking announcements and responding to complex bid requirements, including detailed technical arguments, protests, competitive responses and compliance to customer bidding standards.
• Responsible for identifying programs of interest and customer groups that match FLIR products and presenting them for a pursue/no-pursue decision with senior management.
• Responsible for developing trusted coaches inside customer organizations to help ensure that FLIR maintains a fair competitive position.
• Responsible for supporting product proposals as the Capture Manager associated with assigned customers or assisting with other proposals as directed.
• If requested, assists the customer through the specification generation process when that proposal offers the potential for a FLIR sensor solution. This includes theme development, pricing strategy, support requirements and formulating key selling points. Act as the primary customer advocate to ensure user requirements for new capabilities are presented to product management. Once accepted for pursuit, responsible for developing capture strategies, making product recommendations and coordinating pursuit plans and activities.
• Principal interface with the customers for all business development matters.
• Ensure that any and all technical issues are assessed properly by product management and engineering; from a cost, schedule and performance aspect.
• Responsible for championing the product-development process from a market perspective, to include articulating the market opportunity, capture strategy, desired time schedule, desired end-pricing and potential return on investment.
• Responsible for identifying and monitoring risks associated with customer requirements and programs.
• Responsible for conducting product demonstrations as needed on the ground or in flight to support product sales and training.
• Responsible for effectively communicating with FLIR OEM business development personnel to ensure a well-coordinated sales effort to both the OEM and military end-user.
• Responsible for providing weekly updates to the sales forecast and timely inputs to the quarterly and annual sales plans as requested.
• Following FLIR policies for travel, expenses, Code of Ethics, and other FLIR corporate policies.
• Required to travel up to 50% of the time, providing support to major program pursuits.
• Responsible for other duties as assigned by supervisor. Position will be located near Patuxent Naval Air Station, MD.Requirements:
  • BA/BS Degree or technical equivalent military/government background or operational experience
    • Knowledge of Profession/Principles/Trade:
    • Demonstrated sales/business development capabilities in the area of high value military imaging, electronics or equivalent experience
    • Ability to setup, operate and demonstrate FLIR products
    • Ability to develop and present the operational values of a thermal imaging systems in a typical operating environment
    • Ability to understand, document and tailor customer requirements into a FLIR technical solution
    • Ability to present technical information clearly and concisely in front of small or large groups utilizing demonstration equipment, multimedia tools and personal presentation skills
    • PC Applications:
    • MS Office products (Word, Excel, PowerPoint, Outlook) and sales force automation applicationsQualifications:
      • Five (5) years prior business, acquisition or program development experience or military equivalent acquisition or operational experience desired
      • Knowledge of the U.S. Navy acquisition process and operational communities with a particular focus on Aviation, to include fixed wing, rotary wing and unmanned airborne platform
      • Familiarity with major US aerospace OEMs
      • Possess an understanding of night vision/thermal imaging technology and/or its applications
      • Demonstrated ability to independently travel up to 50% of the time.
      • Excellent written and oral presentation skills
      • Ability to lift/maneuver equipment and transport cases weighing up to 70 pounds as required in support of product demonstrations
      • Ability to obtain a security clearanceFLIR and all of our employees are committed to conducting business with the highest ethical standards. We require all employees to comply with all applicable laws, regulations, rules and regulatory orders. Our reputation for honesty, integrity and high ethics is as important to us as our reputation for making innovative sensing solutions.FLIR is an equal opportunity employer.

Keywords: FLIR Systems, Arlington , Business Development Manager - Navy, Executive , Arlington, Virginia