District of Columbia
The Senior BD Manager will be responsible as the Key Customer Account manager that will be the main interface with the DoT including the FAA. The Customer Account manager will own the Customer Relationship across all business offerings (SW, HW, Services) and be responsible for identifying new opportunities cross IIS and cross Raytheon. The manager will work in conjunction with Raytheon USBD and Government Relations. They will build upon their already strong relationships with senior DoT customers to achieve the company’s business goals. The individual will be responsible for developing relationships, supporting business pursuits, and identifying new business opportunities, aligned with the company’s strategy for growth.
Navigation, Weather, and Services (NWS) provides Satellite-based mission planning and data processing to support civil and military, specializing in the ground systems needed to launch, operate and plan satellite missions. NWS also provides modernized air traffic management with a focus on cyber-hardened avionics, GPS-guided precision landing, and enhanced weather planning. Key FAA Air Traffic System programs include STARS/TAMR, NWP, Air Traffic Surveillance, WAAS and international Air Traffic programs.
The individual will report to the NWS BDE, NWS Director of Air Traffic Systems, and IIS BD Customer Account Manager Leader.
Marketing / Strategy Development: Responsible for customer advocacy in support of programs and connects Raytheon to senior level customers. Provides customers with Raytheon and program information, participates in development of major proposals and capture plans, and collaborates with businesses to identify strategic growth opportunities with the DoT. Will mature opportunities to a Gate 1 level before handoff to the applicable Capture Manager.
Liaison: Develops and maintain close customer relationships, and responsible for direct support to all Raytheon businesses for: aviation strategy efforts, identifying and validating opportunities, knowledge of customer requirements, conducting market studies and forecasting reviews, winning order (i.e. Closing deals as a member of pursuit team), and participating in win/loss analysis after campaign. Build the Raytheon network in customer and industry communities. Interface with Raytheon leaders, senior customers, aviation stakeholders, and government leaders to fully understand and assess potential opportunities.
Impact: Represent Raytheon externally with customers and internally as a voice of the customer to ensure that key pursuits are won and the company achieves its bookings plan and growth targets with the DoT. Will understand and develop the key competitive intelligence in the Air Traffic System (ATS) market leveraging internal and external sources. Responsible for meeting growth targets; identify future opportunities for Raytheon businesses; provide timely intelligence, including realistic assessment of business opportunities and partnerships, and competitive landscape; and identify current and future buying habits of the customer.
? Twelve plus years of progressive experience in aviation business development and/or equivalent aerospace industry
? Bachelor's degree from an accredited university, in engineering, business administration, or international business
? Secret security clearance
? Direct knowledge of the National Airspace, customers, and understanding of appropriation process and DoT budgets
? Strategic perspective to identify potential Raytheon growth opportunities. Able to develop business plans for long-term growth in the aviation market by using personal contacts and assessing all available market data
? Proven success identifying opportunities for new business with the DoT and DoD and fostering new opportunities within existing relationships
? Knowledge of aviation operation, procedures, and policies
? Demonstrated success in strategic planning and ability to analyze and evaluate missions, requirements, technologies and capabilities.
? Superior ethical standards beyond reproach.
? Ten or more years in progressively responsible leadership positions
? Strong interpersonal skills with special focus on deep customer understanding and relationships
? Relevant business development experience, especially in developing critical relationships at a senior level
? Strong communication skills in writing and verbal communication,
Raytheon is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.