Summary The Director, GVT Non DoD Business Development (National) will be responsible for leading the strategy development, capture planning, demonstrations, customer relationships, and sales of all AeroVironment products with all applicable Federal US Government organizations outside of the Department of Defense (DoD) as well as all domestic US public safety organizations from local to Federal, and grows market share year upon year. This position leads all capture planning efforts to best meet the satisfaction of customers and AeroVironment alike, and maintains close ties to customer organizations before and after contract award.
Builds trusted relationships across assigned customer organizations at all levels and facilitates the same for others within AeroVironment
Identifies, shapes, and creates new business opportunities for AeroVironment while meeting the needs of assigned customers
Leads a team to fulfill the roles for this position, including managing the performance and growth of assigned employees
Represents AeroVironment to customer organizations and continuously works to strengthen the company's reputation within the customer organizations
Utilizes new AeroVironment business processes and AeroVironment's Capture Customer Relationship Management (CRM) tool
Creates capture plans with compelling win strategies for new business opportunities
Conducts market research to assess size and potential value of an opportunity
Conducts competitive assessments to understand strengths and weaknesses of AeroVironment solutions considering competition
Supports monthly forecast reviews and annual strategic planning process
Helps prioritize company technology investment recommendations
Identifies funding sources, contract vehicles, influencers, and decision- makers with prospective customer organizations
Communicates regularly with management and works closely with Product Line Management to provide customer requirements and competitive feedback
Qualifies new leads and manages meetings to identify initial customer requirements
Assists with marketing collateral development
Works with Product Line Managers and the Engineering Department to identify technology needs and connect them with funding sources where possible
Builds partnerships with other companies to pursue specific opportunities and enhance AV product offerings
Works on significant and unique issues where analyses of situations, or data, could require evaluations of intangibles amongst other available information
Performs other duties as assigned
Basic Qualifications (Required Skills & Experience)
Bachelor's degree is required, or equivalent combination of education, training, and experience as determined by AeroVironmen
8+ years of relevant or equivalent experience (inclusive of any military experience)
Demonstrated experience in making customer presentations, writing proposals and winning contracts within assigned customer segment
Demonstrated leadership skills
Understanding of FAR is a plus
Prior relevant experience working with similar customers in requirement setting and acquisition
Proven understanding of Domestic customer requirements/needs/issues
Prior experience following a formal business development gate process and using CRM tools
Background experience in unmanned systems sales is a plus
Ability to travel within contiguous US from 20-50% of time; potential for periodic travel outside continental US travel
Preferred Qualifications (Desired Skills & Experience)
Advanced degree is a plus
Strong Business Development acumen and working knowledge of typical contracts used by assigned customer segment
Strong understanding of US Government acquisition and program planning processes
Demonstrated business experience working with cross-functional teams; ability to develop and maintain internal and external trusting, professional relationships
Assesses the degree of risk and opportunity in plans or actions and takes appropriate action to mitigate them or makes plans to build on the opportunity
Displays strong initiative and drive to accomplish goals and meet company objectives; delivers message to Garcia (“A Message to Garcia,” Elbert Hubbard's essay on initiative, first publication 1899)
Strong communication, negotiation, strategic planning and interpersonal skills
Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)
Ability to uncover the needs of varying customers and through practical thinking and in partnership with company subject matter experts, offer imaginative yet economical solutions to customers
Ability to excel in a fast-paced, deadline-driven environment, where small teams share a broad variety of duties
Takes ownership and responsibility for assigned tasks
Is committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company
Focuses on teamwork and puts the success of the team above one's own interests
Ability to work in an office environment (Constant)
Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (Constant)
The salary range for this role is:
$168,592 - $252,888
AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate's work experience, education/training, and key skills.
This position requires access to information that is subject to compliance with the International Traffic Arms Regulations (“ITAR”) and/or the Export Administration Regulations (“EAR”). In order to comply with the requirements of the ITAR and/or the EAR, applicants will be asked to provide specific documentation to verify U.S. person status under the ITAR and the EAR. A “U.S. person” according to their definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee, or asylee. See 22 CFR § 120.15. Some positions will require current U.S. Citizenship due to contract requirements.
Benefits : AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown. For more information about our company benefit offerings please visit: https:// www. avinc.com/myavbenefits.
We also encourage you to review our company website at https:// www. avinc.com to learn more about us.
Principals only need apply. NO agencies please.
Who We Are
Based in California, AeroVironment (AVAV) is a global leader in unmanned aircraft systems (UAS) and tactical missile systems. Founded in 1971 by celebrated physicist and engineer, Dr. Paul MacCready, we've been at the leading edge of technical innovation for more than 45 years. Be a part of the team that developed the world's most widely used military drones and created the first submarine-launched reconnaissance drone, and has seven innovative vehicles that are part of the Smithsonian Institution's permanent collection in Washington, DC.
Join us today in developing the next generation of small UAS and tactical missile systems that will deliver more actionable intelligence to our customers so they can proceed with certainty – and succeed.
What We Do
Building on a history of technological innovation, AeroVironment designs, develops, produces, and supports an advanced portfolio of unmanned aircraft systems (UAS) and tactical missile systems. Agencies of the U.S. Department of Defense and allied military services use the company's hand-launched UAS to provide situational awareness to tactical operating units through real-time, airborne reconnaissance, surveillance, and target acquisition.
AeroVironment Incorporated is an equal opportunity employer, M/F/D/V and works in compliance with both federal and state laws. We are committed to the concept regarding Equal Employment opportunity. Qualified candidates will be considered for employment regardless of race, color, religion, age, sex, sexual orientation, gender identity, national origin, marital status, medical condition nor disability, genetics, veteran and all others that may apply.
U.S. Citizenship required