VP, Business Development & Strategy

Company Description

Smiths Interconnect is a leading provider of technically differentiated electronic components, subsystems, microwave and radio frequency products that ensure high speed, secure connectivity of critical applications in the defence, aerospace, communications and industrial markets. Our microwave technology is used in radar, communication and surveillance systems that are mission-critical and operate in extreme environments in aerospace and defence. Our microwave components and connectors ensure optimal performance, durability and safety of space satellites. Our semi-conductor test products are used to test highly sophisticated semi-conductors and electronic circuits in communication systems, gaming products and computing devices. Our in-flight antenna systems give passengers internet connectivity gate-to-gate on planes around the world. Our connector and cable solutions ensure reliability of critical medical equipment, and safe operation of trains and transport systems.One of five divisions of Smiths Group, Smiths Interconnect employs over 2000 people. We have a global presence selling our products in over 50 countries with manufacturing facilities in nine countries and offices across North America, Europe and Asia.

Job Description

Oversees the Business Development functions within the Business Unit. Ensure that programs/projects meet cost, schedule and contractual requirements while maintaining a high level of customer satisfaction. Provide overall strategic direction/guidance and oversee tactical execution of all PMO and Business Development staff (geographically dispersed team members).   Responsible for achieving Orders budget and providing a pipeline of new business opportunities to enable profitable business growth in core markets. Will participate in the development of the proposal documentation, cost estimate, pricing strategy and negotiation of the resultant contract.  Provide guidance in the development of technology roadmaps based on knowledge of the market/customer roadmaps. Establish and maintain relationships with customers and serves as their executive management representative for dealing with significant issues. Ensure continued focus on customer penetration and securing new customers. 

Responsibilities:

• Participate as a strategic leader for the business and member of the Senior Leadership Team
• Responsible for hiring, coaching, and developing staff and making appropriate staffing decisions to assure a highly competent and high performing staff
• Ensures that staff receives appropriate training and skill development opportunities to be successful in his or her role.
• Develop the BD/Sales organization to enable optimal market coverage, collaboration, cross-selling and overall effectiveness
• Maintain on-going knowledge of markets, customers, competitors, and technology
• Maintain on-going knowledge of markets, customers, competitors, and technology
• Meet periodically with management representatives of key customers to solicit feedback on performance and capabilities of the company in meeting their expectations. Provide VOC feedback to the business to facilitate continuous improvement
• Obtain customer roadmap information and continually use Voice-Of-Customer (VOC) techniques to align our roadmaps with those of our customers
• Work with engineering to identify disruptive and transformational products and technologies based on VOC inputs
• Provide input for IR&D investments (program investments, new technologies) to ensure optimized spend through business case vetting, alignment with customer/market needs, and alignment with core technologies
• Oversee effectiveness of current channels to market (reps/distributers/direct) and implement changes as required to provide maximum effectiveness
• Establish and maintain a highly effective relationship with Company peers and fully leverage their network.
• Provide guidance to ensure all appropriate efforts are taken to understand Pwin for all opportunities
• Provide insights to the bid/no-bid, quote and proposal processes
• Maintain functional/discipline related policies, procedures, processes, and tools
• Identify potential merger and acquisition targets and propose accordingly
• Complies with and ensures department compliance with Company health, safety, and environmental policies.
• Complies with all applicable U.S. export control and security regulations.
• Other duties as assigned

Qualifications

Technical Knowledge, Skills, and Abilities:

• Knowledge and experience in Selling Skills – Persuasion, Influence, Listening and Negotiating
• Knowledge and experience in Full Cycle Program Management
• Knowledge and experience in Financial Analysis/Accounting
• Knowledge and experience in Defense Markets