Director Defense Sales & Strategy
JOB SUMMARY:
The Director, Defense Sales and Strategy Support is responsible for capturing the contract award of T-6, AT-6, Scorpion, and Aftermarket Kit sales pursuits (including aircraft, training, sustainment and services) and providing business intelligence support to strategic decision making. This position oversees all aspects of the Defense proposal process, including bid strategies, Washington Operations support, competitive intelligence analysis, price to win strategies, color team reviews, proposal development and management approval.
JOB RESPONSIBILITIES:
- Direct the efforts of multiple Proposal Managers as they assist the Defense Regional Sales Directors with the necessary business processes to transition sales leads to executable contracts.
- Drive the Proposal department and all resources to submit compliant and competitive proposals on schedule to US government, foreign governments, and other commercial entities.
- Oversight of proposal strategy, schedule, proposal team, kickoff meetings, gate reviews, assignments, and final assembly of proposal volumes.
- Develop and maintain a database of competitor intelligence and analysis in support of strategic decision making and price to win strategy development.
- Act as Textron Aviation Defense liaison to Textron Washington Operations for strategy development and coordination of Congressional and other Agency engagements as well as for Service specific engagements during capture campaign strategy development.
- Responsible for cohesive team building and leadership of multiple organizations and functional contributors. The results of this dynamic effort will be effective, accurate, timely and winning proposals for global business.
- Manage workload, manpower, schedule, resources required, and product quality for both solicited and unsolicited proposal responses for new business capture.
- Maintain the proposal pipeline and forecast to include completed, current and future opportunities. This database will support proposal team status as well as provide information for external support organizations resource planning.
- Oversee estimated budget requirements for each effort and be responsible for notifying leadership of any risks or potential budget shortfall. This position will assist with evaluating opportunity pipelines and forecasts for management.
- Maintain and update as necessary standard proposal tool kit and processes to ensure clear, concise, and consistent output.
- Coordinate with Textron Washington Operations, Proposal Managers, Business Development, Program Management, Engineering, Pricing, Logistics, Training, Finance and Legal as required to meet business objectives and Gate reviews.
- Work with Compliance and Washington Operations to ensure that all proposals comply with the many different government and commercial compliance guidelines such as Antitrust, Economic Trade Sanctions, Export Controls (ITAR), Export Controls (commercial), Foreign Corrupt Practices, and others that may apply as the list is numerous depending on the region of the world.
- Ensure the business is compliant with government and Textron Aviation requirements when delivering information outside of the company.
- Participate in Estimate at Completion (EAC) activities.
- Update Policies and Procedures, PDs and forms as required.
- Assist and prepare for company-required, ISO and AS9100C audits.
EDUCATION/EXPERIENCE:
- Bachelor’s degree in Business, Finance, or closely related field is required, MBA is preferred.
- Minimum 8 years of relevant experience required, including minimum of five years’ direct experience producing proposals for the U.S. Government and foreign governments around the world preferred.
- Strong background in aviation is preferred, military flight experience is preferred.
QUALIFICATIONS:
- Must have working knowledge of government and military contracts including the FAR.
- Strong business and financial acumen to assess customer needs while balancing business needs including revenue, costs and strategic planning.
- Excellent leadership, time management, interpersonal, and communication skills.
EEO Statement
Textron is committed to providing Equal Opportunity in Employment, to all applicants and employees regardless of, race, color, religion, gender, age, national origin, military status, veteran status, handicap, physical or mental disability, sexual orientation, gender identity, genetic information or any other characteristic protected by law.
Recruiting Company: Textron Aviation
Primary Location: US-Kansas-Wichita
Job Field: Marketing
Schedule: Full-time
Job Level: Manager with Direct Reports
Shift: First Shift
Job Posting: 07/20/2023, 4:18:01 PM
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