Role Purpose
Lead and manage the US military Business Development and Sales to effectively and efficiently achieve sales and growth targets.
Deliver excellent customer service – satisfy the customer and be easy to do business with.
Identify and manage 3rd party channel partners.
Operate as an integrated member of the Sales & Marketing function to maximize growth.
Key Responsibilities
Heads the business development strategy to grow our US military business.
Builds the strategy to increase our US military opportunities funnel.
Identifies and provides recommendations on the structural changes needed to grow.
Has a proper balance of skills between knowledge of US DoD procurement process and product knowledge. Leads the relationship at high level at his customers.
Owns the Business Line AEC objective of sales performance in the US military market.
Sets sales, Order Intake budget and Strategic plan.
Maintains a regular (Weekly, Monthly…) sales forecast and key opportunities report using CRM.
Manages special sales campaign in relation with strategic need.
Provides support to corporate strategy.
Core Competencies
Significant experience with US DoD customers/contracts knowledge.
Knowledge of US DoD procurement process and regulations (FARS/DFARS).
Strong network within the US DoD key stakeholders.
Experience in military platforms (fixed and rotary wing, fighter, UAV).
Avionics, connectivity, satcom product line experience preferred.
Excellent negotiation skills.
Astute with sales process, forecasting & planning.
Develop innovative propositions and delivering benefits.
Bid & contracts knowledge.
Hands-on.
Qualifications and Experience
Have led and managed equivalent Sales team to achieve targets in difficult markets/business conditions.
Bachelor degree with at least 15 years of Aerospace experience.
Demonstrated ability to establish bottoms-up forecast from strong understanding of market and customer dynamics.
Experience with feeding competitive analysis and customer needs into product, account and capture strategies.
Track record of building and maintaining excellent customer and industry relationships.
Ability to travel and visit customers.
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