Job Title : Director, Business Development - Defense Programs
Hiring Manager : Sean Kane, GM, Aerospace & Defense and VP, Business Development
Job Location : Remote with up to 30% travel
What makes a Mott Business Development Role a GREAT fit for you? Mott provides mission-critical defense manufacturing in the fields of autonomy, hypersonics, space technology, and critical munitions with its custom porous metal filtration and flow control solutions. As the Business Development Director for Defense Programs, you will join a team that has the technology to solve our nation's toughest problems. Our customers' successes become ours as you work alongside smart, creative, motivated colleagues creating new sales growth for our business. At Mott there are unlimited opportunities to learn, grow and contribute. If you are excited to be part of a winning team, you will be glad you applied!
The Director, Business Development - Defense Programs role will lead efforts to win in emerging markets such as autonomy, hypersonics, space technology, and critical munitions. They will primarily focus on growing business at large Defense prime contractors and secure funding for Mott's filtration, flow control, and thermal management applications.
By looking at challenges differently, the Business Development Director will introduce Mott's novel technology to establish a "new normal "in key component production for Defense programs of record. A successful candidate is expected to have:
Deep network within the Defense Prime OEMs and Department of Defense (DoD)
Detailed understanding of government proposals and securing contracts as either prime or sub-contractor
Proven ability to define, align, and execute a strategy with a cross-functional team that can advance the future of advanced weapon systems
Key Responsibilities:
Develop and Execute Defense Market Strategy: Identify the top 1 - 3 annual and quarterly priorities for a business unit, in collaboration with customers and internal departments. Lead efforts to overcome obstacles to achievement.
Build Pipeline and Win New Customer Projects: Expand customer relationships and win new business by identifying opportunities, submitting bids, and booking contracts in our target applications.
Secure Federal Funding Programs and Teaming Partnerships: Capture funding with DoD S&T and other budgets that support next-generation program needs and facilitate new product development and/or transitions of capabilities to production.
Negotiate and Sign Development and Long-Term Supply Agreements: ? With capability proven, negotiate terms and sign multi-year development and/or production agreements with Customers and government agencies that create a win-win for our customer and for Mott.
Major Challenges:
Driving an early-stage Defense business with ability to guide and navigate a team through customer qualifications, funding & government contract approvals, and technology development prioritization.
Advancing to key decision maker level relationships within our customer base to move projects forward.
Justifying investments in organizational, facility, and other requirements to support capital and headcount investment.
Driving project results, working together with cross-functional teams with competing priorities.
Converting often difficult technical concepts into simple to understand terms for customers or internal stakeholders.
Forecasting business growth in variable environments involving prototype development, customer qualifying, and customer product release schedules.
Expected Performance Outcomes:
Book 2 to 3 high-value engineering projects per quarter within target customers and markets
Grow revenue $5 to 20 Million annually by transitioning those customer projects to production deals.
Attain $10 to 20+ Million federal funding annually through direct or teaming programs.
Required Experience:
Minimum of 10 years of relevant Business Development experience
Deep understanding of DoD and defense prime landscape and knowledge of Government contracting (e.g., DoD acquisition process) and current acquisition trends and customer buying behaviors
Ability to identify, establish and use important customer relationships with senior level officials and program stakeholders within defense community
Bachelor's degree in Mechanical, Chemical, Industrial, Material Science Engineering preferred. MBA a plus.
Must be able to obtain a secret level security clearance.
Proven experience leading and collaborating with teams to achieve successful outcomes; experience developing and selling Additive solutions a plus.
Technical Knowledge/Skills:
Ability to innovate new ways products can serve customers
Exceptional communications and presentations skills, and ability to express technical and nontechnical concepts clearly and concisely.
Strong knowledge of government contract processes.
Proven sales skills, preferably in a related or technical product or service.
Strong Project Management Skills.
Personal Attributes:
Results Driven, self-directed and action oriented
Strong relationship management and collaboration skills - with current/potential clients and internal stakeholders.
Creative problem solver capable of leading teams to overcome obstacles to achieve an objective
Analytical thinker - with a high attention to detail and focus on fact-based decision making.
Manages multiple projects without sacrificing quality and delivery of each.
About Us
IDEX is an Equal Opportunity Employer and Affirmative Action Employer. IDEX gives consideration for employment to qualified applicants without regard to race, color, religion, creed, genetic information, sex, sexual orientation, gender identity or expression, marital status, age, national origin, disability, protected veteran status, or any other consideration or protected category made unlawful by federal, state or local laws (Minorities/Females/Protected Veterans/Disabled).
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