Director, Business Development-(RADAR)

Company Overview

ARA is a leading C5ISR company that designs, manufactures, tests and installs innovative technologies that provide the national security community with unparalleled situational awareness, threat detection, and communications capabilities.

Our disruptive, integrated solutions, assemblies and subsystems rise to the challenging demands of discerning, mission-critical customers.

We leverage our capabilities to meet and exceed the requirements of our customers and empower them to remain ahead of evolving threats and complexities in a dynamic security landscape.

Job Summary

We are seeking a highly motived Director, Business Development, who will maintain and expand relationships with strategically important customers. Assigned to the radar market, the Director, Business Development is responsible for achieving key program awards, orders quota, assigned strategic account objectives and management and growth of the market sector for ARA.

The Director, Business Development, will be able to represent the entire range of ARA products and services to customers but will have specific emphasis on radar system platforms with all facets of RF solutions (seekers, IFF systems, apertures, and air/ground-based radars). They will be responsible for the market strategic plan development for ARA and will lead the customer account development cycle. Supported by the breadth of the ARA functional organization, they will ensure this market customers’ needs and expectations are met by ARA.

Essential Functions

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Establishes productive, professional relationships with key personnel in assigned customer markets.
• Identification and development of key program pursuits for the company.
• Research evaluates and develops strategic market plans for the company.
• Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations.
• Meets assigned targets for key program awards, profitable sales volume and strategic objectives in assigned markets.
• Proactively lead a joint, strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period, for assigned customers.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary ARA personnel.
• Accurate and up to date customer procurement forecasting; identifying and calibrated input from customer staff, influencer, and decision makers within the account and or program of interest.
• Salesforce CRM entry, support, reporting, and regular periodic tracking updates, including stage management, value, PGO, PWIN, and closing dates.
• Adopting and developing guidance knowledge for the company’s technical roadmaps.
  
  

Position Qualifications

Competency Statement(s)

• Adaptability - Adapts to change, open to new ideas and responsibilities
• Communication - Ability to communicate thoughts clearly, both oral and written in an honest, open and timely manner
• Job Knowledge - Understands facets of job, aware of duties and responsibilities, keeps job knowledge current
• Technical Skill - Possesses the knowledge and skills needed to perform a job or role effectively
• Dependability - Meets deadlines, works independently or in a team environment, is accountable, maintains focus, good attendance record
• Quality - Strives to eliminate errors, accurate work is a priority, seeks opportunities to improve products
• Ethics - Honest, accountable, maintains confidentiality
• Initiative / Take Ownership - Takes action, seeks new opportunities, strives to see projects to completion, meaning own your job and see it through
• Customer Focus - Understands and can meet the needs in a customer-centric (Internal and External) environment and build strong relationships. Promotes a positive image of the company and strives to solve issues raised by customers
• Sales Skills – Understands marketplace, works to meet prospect/customer needs, effective closing technique.
• Leadership – Provides strong leadership, sets a good example, skilled decision maker, motivator and encourager
• Results Driven – Defines appropriate goals, works toward achieving goals, articulates vision and steps for achievement.
  
  

Experience And Skills

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.

• Experience in identifying, planning, and capturing key DoD programs.
• Ability to lead a multi-function team.
• Contemporary knowledge of associated DoD acquisition programs, DoD budgeting and acquisition lifecycle (planning through award)
• Understanding of DoD contracts.
• Proficiency in CRM software, such as Salesforce.
• Knowledge of account relationship management strategies.
• Ability to both create and close deals.
• Military experience, a plus
• Ability to qualify for security clearance, a plus.
  
  

Education

• Bachelor’s degree (Engineering or Business or a related field a plus)
• Technical degree or 10+ years of industry experience preferred.
  
  

Antenna Research Associates, Inc. is an equal opportunity employer committed to a policy of non-discrimination and affirmative action. We do not discriminate based on race, color, religion, sex, national origin, disability, protected veteran status, or any other legally protected status.