Manager, Business Development at Kearfott Corporation

United States

$140k - $180k

Founded in 1918, Kearfott Corporation, a global Aerospace and Defense supplier for over 100 years, is a leader in the design and manufacture of precision motion control products and inertial navigation components.  Kearfott has a very long history of innovation and excellence and is the go-to brand for many of our global clients. Kearfott is trusted, respected and plays a vital role in the success of America’s aerospace and defense industries. With over a century of expertise & experience, Kearfott is dedicated to providing quality, reliability, and cutting-edge technology to customers worldwide to meet their sea, land, air, and space navigation and guidance requirements.   We are looking for talented individuals who want to be part of a world-class work force. Join Kearfott and become part of a company that is recognized for technical expertise and respected world-wide as a ‘full service’ provider.   For more information visit our website at www.kearfott.com [http://www.kearfott.com/]     Manager, Business Development – Guidance and Navigation Division    Overview The individual will be part of a customer facing team that is responsible for business development and market penetration for Kearfott Corporation’s Guidance and Navigation Division (GND) inertial measurement and navigation products / solutions for use in aircraft, UAV’s, missiles and space, land vehicles, and sea platforms. Preference is for a candidate with a background in airborne guidance and navigation systems.  The individual must be a motivated, strategic thinker with a demonstrated ability to lead business development pursuits and activities.  The candidate will also function as a leader of capture teams responsible for new business opportunities related to Assured Position, Navigation, and Timing (A-PNT) systems. This position has the flexibility to work from either GND’s Pine Brook, NJ location or remotely.   Responsibilities: * Identify and recommend industry / defense markets, and specific customers for Kearfott GND products.   * Successfully navigate the stages of the government acquisition process. * Establish relationships with customers (domestic and/or international) and identify high-level decision makers. * Develop, maintain, and lead execution of the GND annual Bookings Plan. * Employ BD techniques to learn customers’ underlying needs and uniquely shape our offerings around those needs, demonstrating an understanding and desire to solve customers’ problems.  * Design the go-to-market strategy for each targeted market, and collaborate with the GND team on product development, strategy and execution. * Provide input to pricing models, and market promotion(s) that will grow Kearfott market share. * Analyze DOD, international and commercial guidance and navigation system requirements / procurements, including supporting technologies, and convert the resulting analysis into business development initiatives. * Develop and maintain competitive market analyses. Identify, interpret and communicate key market drivers, trends and technologies within the GND market in order capture new business opportunities. * Support development of a strategic business plan that will have a high probability of success. * Develop marketing materials, including sales kits, white papers, data sheets, and channel promotion information. * Actively lead and manage internal cross-functional teams in customer sales cycles, including customer proposals and RFP responses. Responsible for ensuring customer proposals, pricing and RFP responses are complete and compliant to customer guidelines. * Attend and support trade show and other general industry efforts * Perform other duties as assigned * Travel:  50% or more.   Required Skills: * Strategic thinking, business acumen, market savvy, product/technical depth, presentation skills, credibility with technical teams and customers. * Strong leadership and persuasive communication skills and the ability to drive timely RFP response from cross-functional teams. * Ability to develop business approaches and strategies that will have high probability of success of capturing opportunities leading to sustainable and profitable growth of Kearfott. * Excellent interpersonal, communications and gravitas (written and verbal) * Drives for results, action oriented. * 10+ years performing Business Development (sales, marketing, capture, proposal) activities, especially in airborne systems. * Strong technical background, preferably inertial navigation systems. * Existing solid industry and DOD relationships * Hunter mentality and strong understanding of the customer decision making process, quickly building strong relationships with targeted individuals. * Must understand DoD budgeting process and how targeted opportunities become a Program of Record. * Previous military experience a plus.  * Familiar with DCS, FMS, FMF, OTA, and other procurement processes. * Experience pursuing and capturing International aerospace and defense business opportunities. * Formal training in the Shipley or equivalent capture process strongly desired. * Must be a US Citizen. In compliance with pay transparency requirements, the salary range for this role in New Jersey is $140,000 - $180,000 Annually.  This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to job-related knowledge and skills, experience, and internal consistency.   Additionally, we offer a medical, prescription, dental, vision, life, and disability insurance, a 401(k) plan with company match, tuition assistance, paid vacation and sick days, paid holidays, and a 9/80 work week with every other Friday off. Our work environment embraces our people as we enjoy monthly employee events that celebrates our workplace culture.   Equal Opportunity Employer/including Disabled/Veterans