Business Development Executive (Land and CIS) - Military veterans preferred

2018-11-10
Raytheon (www.raytheon.com)
Other

/yr

  full-time   employee


Harlow
United Kingdom

Title: Business Development Executive (Land & CIS)
Location : Home / Harlow
Req ID - 127172BR

Job Description:
This high profile role will grow Raytheon UK and Raytheon US Land Communication & Information Systems (CIS) business predominantly in the UK but also where appropriate by targeting International Land CIS business. The primary responsibility will be to shape and secure UK MOD CIS strategic programmes for Raytheon and its partners. In order to support this objective, the successful candidate must have a track record of success on large strategic captures, and be expert in developing and implementing discriminating win strategies to secure new business.

Raytheon has established products and services in the Land CIS domain and is in the process of establishing a wider Land CIS business in the UK with UK personnel. The successful candidate will play a key role in the development and delivery of this growth plan. They must also have significant relevant experience in the MOD CIS domain. In particular they will act as Raytheon’s primary CIS point of contact with both MOD ISS and HQ Army.
The Land CIS Business Development Executive (BDE) must be able to work at all levels within the business, capture team, partner and the customer organisations. They must be known by and have credibility particularly with the Land CIS customer, throughout industry and across Raytheon. They must also be willing and able to operate at VP level within Raytheon in the US.

The BDE Land CIS will be accountable for all activities required to ensure Raytheon win (Capture) UK MOD CIS strategic programmes, reporting to the Raytheon UK Land CIS Business Leader.
The successful candidate will;

Leadership
• Demonstrate the Raytheon core values of People, Integrity, Commitment, and Excellence and aligns the capture team around common vision and goal
• Demonstrate a winning attitude and perseveres under difficult circumstances
• Delegate roles, responsibilities, and decision-making appropriately; shares responsibility and accountability with the capture team and promotes autonomy for others as appropriate
• Develop, communicate, and manage team performance
• Mentor capture team members in effective capture methods using lessons learned and best practices from across the company

Agile Decision Making
• Actively listens and solicit input from key internal and external stakeholders and capture team members
• Determine when change is warranted and commits to course of action once decision is made
• Define problems clearly using team inputs, thoughts and opinions
• Identify alternate solutions, valuing diversity of thought and opinions
• Take appropriate risks and accepts responsibility for outcomes

Relationship Management
• Leverage networks within Raytheon, the customer community, and industry to shape the capture
• Actively listen in order to comprehend, interpret, and respond appropriately to internal and external stakeholders and capture team members
• Communicate openly and honestly to develop trusted relationships with internal and external stakeholders and capture team members
• Consistently deliver on promises made to internal and external stakeholders and capture team members through all phases of capture and transition to contract award
• Prepare and delivers clear and concise briefings

Customer Engagement
• Identify and leverages customer decision-makers and influencers and their interrelationships throughout the capture process to assure capture is properly customer focused
• Stay abreast of capture status, procurement status with the customer and assessing and re-planning appropriate responses
• Develop and execute customer engagement plans that address customer’s internal factors; external factors; and customer’s perceptions of Raytheon to shape procurement decisions and ensure customer success
• Use competitive intelligence tools and techniques to learn and assess customer issues, hot buttons and key performance parameters and appraise competitor’s potential solutions
• Successfully maintain continuity of customer relationship through all phases of capture and transition to contract award

Win Strategy Development
• Perform comprehensive customer assessment to develop the win strategy, discriminators, and counters to competitor’s discriminators
• Perform comprehensive competitive assessment to develop the win strategy, discriminators, and counters to competitor’s discriminators
• Develop capture strategy offering differentiated customer-focused solutions based on information gleaned from the customer and competitive assessments
• Develop initial win strategy, discriminators and counters to competitor’s discriminators early in the capture life-cycle and updates them as necessary
• Ensure capture strategy is consistent with Business growth strategy
• Drive early Price to Win development and updates as needed from competitive intelligence
• Create sound business case and value proposition based on customer requirements
• Translate win strategy into executable capture plan and proposal development plan

Capture Management
• Take initiative to build an effective, motivated, and winning capture team by identifying and obtaining key cross-functional personnel and other required resources
• View capture like a program and uses proven program management tools and techniques to establish, update, execute, and measure capture plans
• Create operational efficiencies in execution through compliance with, and effective process tailoring of Winning New Business processes by leveraging lessons learned
• Demonstrate ability to gain and maintain stakeholder buy-in and support, including commitment of right resources for plans and potential solutions
• Drive the capture team to develop differentiated customer focused solutions based on an analysis of customer issues, hot buttons and key performance parameters; and an assessment of competitor’s potential solutions
• Use proven financial management tools and techniques to deploy New Business Investment (NBI), capital, and Independent Research & Development (IRAD) resources in a holistic manner to realize win strategy
• Work with proposal manager to develop proposal strategy, proposal plan, and proposal budget and effectively transitions capture strategy to proposal strategy
• Possess timely and relevant knowledge of Raytheon, our competition, customers, users, and the market to influence and shape requirements and develop winning strategies

127172