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 a 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 campaigns in relation to strategic needs.
- Provides support to corporate strategy
- Reports market trends.
- Assesses his key customers' 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 experience.
Qualifications and Experience
- Have led and managed an equivalent Sales team to achieve targets in difficult markets/business conditions.
- Bachelor's degree with at least 15 years of Aerospace experience.
- Demonstrated ability to establish bottoms-up forecast from a 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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