Manager, Business Development - Advanced Strike & Defense Systems

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 workforce. Join Kearfott and become part of a company that is recognized for technical expertise and respected worldwide as a ‘full service’ provider.

 

For more information, visit our website at www.kearfott.com

 

 

Manager, Business Development - Advanced Strike & Defense Systems

 

Overview

The individual will be part of a customer-facing team responsible for business development and market penetration for Guidance, Navigation, and Motion & Actuation Systems, with a specific focus on advanced precision strike, missile, and air defense systems. Preference is for a candidate with a background in weapon-system actuation and missile guidance/navigation technologies. 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. This position has the flexibility to work from either GND’s Pine Brook, NJ, location, MSD’s Black Mountain, NC, or remotely.

 

Responsibilities:

• Identify and recommend industry/defense markets and specific customers for Kearfott 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 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/MSD teams on product development, strategy, and execution.
• Provide input to pricing models and market promotion(s) that will grow Kearfott's 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 market in order to capture new business opportunities.
• Support the 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 with customer guidelines.
• Attend and support trade shows and other general industry efforts
• Perform other duties as assigned
• Travel: 50% or more.

 

Required Skills:

• Bachelor’s degree in Engineering, Business, Military Science, or related field.
• 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 a high probability of success in 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 in inertial navigation/motion systems.
• Existing solid industry and DOD relatio