Business Development Manager
- Military veterans preferred
2019-08-03 Raytheon (www.raytheon.com)
Dulles Virginia United States
This BD Manager is primarily responsible for identifying, and assisting in the development of new business opportunities in support of the Land Solutions portfolio of communications, vehicle modernization, radar repairs in support of our DOD and International customers.
The BD Manager is the Lead Investigator and develops each opportunity by:
Thoroughly understanding the customer and competitor environment;
Determining if the validated opportunity matches our core competencies;
Assessing competitor strengths and weaknesses;
Developing preliminary positioning and Win Strategy elements; Ensuring the integrity of the data in ERPM tool is accurate and current on a weekly basis; and, During Phase -1 through Phase 1, shaping the acquisition (such as Basis of Award, Requirements and Evaluation Criteria) to increase Raytheon’s Competitive Advantage and resulting Pwin.
Successfully execute strategy and tactics, marketing and communications, and positioning plans to further connect into the customer community to begin, grow, and shape relationships and opportunities. This will be measured by the number of opportunities, and subsequent conversions from opportunity to pursuit.
Success in this position demands the creation of strong and trusted relationships among many internal and external customers, to include key personnel responsible for programmatic, budgetary and planning and contracting activities. This position thus requires multi-site business development coordination and a full knowledge of the organizations, activities, products and services in order that the selected individual may effectively function as Raytheon’s voice of the customer.
Key responsibilities of this position include, but are not limited to:
Will be responsible for pipeline development: Strategy implementation, market positioning, opportunity shaping and assessment. Determine interest/no interest for all opportunities
Listen to customer and communicate with customer to understand their needs, buying challenges and buying opportunities
Establish and grow working relationships with industry partners, DoD and other agencies
Develop and transition to the businesses new opportunities in the surface warfare and related areas
Actively participate and lead Gate Reviews, color teams and Strategic Planning activities with the Businesses
Understand and represent customer needs to senior management
Build relationships and shape requirements and acquisition strategies
Perform competitive assessments and support on-going capture efforts
Identify new business opportunities; support businesses in pursuing lateral opportunities and supporting current programs that are critical to the company
Conduct and present market assessments, assist in the preparation of business plans, including planning for marketing proposals and IR&D activities
Support, manage and execute executive contact plans
Capabilities and Competencies:
Able to think strategically.
Able to communicate effectively
Demonstrated leadership ability
Able to influence without authority
Able to work effectively within a team structure.
Operational experience in military systems sustainment.
Software and predictive/prognostic/Machine Learning maintenance.
Minimum 12 years of progressive experience working with DOD and international business development.
Experience with the DoD Requirements/Acquisition/Budget/Congressional processes at Headquarters level or Major Command.
Extensive knowledge of the Congressional authorization/appropriation budgetary development process
Extensive knowledge of the DoD PPBES System
DoD proposal writing and evaluation experience or evaluation
Excellent interpersonal and communication skills – including the ability to present and articulate complex technical issues to senior internal and external customers
Proficiency with Microsoft Office programs (Word, Excel, Power Point)
Active Secret Clearance
Bachelor’s Degree from an accredited college or University
Master’s degree in business or engineering discipline preferred
Supervisory experience preferred
Knowledge of Raytheon organization, capabilities and programs
This position requires either a U.S. Person or a Non-U.S. Person who is eligible to obtain any required Export Authorization.
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.