Business Development Director, Sr.
$152,000–$243,250 year
On-sitePottstown, Pennsylvania, United States
Job Summary
Own the identification, qualification, capture, and successful closure of international business opportunities to achieve annual bookings and revenue objectives. Develop aggressive capture strategies focused on converting qualified opportunities into contract awards within established planning horizons. Partner with Product Line General Managers, Engineering, Contracts, and executive leadership to align resources and develop winning customer solutions. Lead customer engagement activities throughout the sales cycle, from opportunity identification through contract award. Provide market intelligence by monitoring competitor activities, assessing acquisition strategies, and evaluating the impact of U.S. Government policies and export regulations. Build trusted relationships with senior military, government, and industry leaders to accelerate opportunity development and contract awards. Maintain a disciplined opportunity pipeline with accurate forecasting and regular status reporting. Represent AeroVironment at customer engagements, industry conferences, and executive meetings. Utilize Salesforce CRM to maintain opportunity data, forecasts, and capture plans.
Required Qualifications
- Minimum of 15 years of international business development, capture management, or defense industry experience
- Demonstrated record of consistently achieving or exceeding annual bookings and sales objectives
- Proven success identifying, qualifying, capturing, negotiating, and closing complex international defense opportunities
- Strong understanding of international defense procurement processes, acquisition organizations, and government decision-making
- Demonstrated experience engaging senior military, government, and industry leaders at the General/Flag Officer, Senior Executive Service (SES), Ministerial, or equivalent executive level
- Demonstrated success developing winning proposals and executing capture strategies for both Foreign Military Sales (FMS) and Direct Commercial Sales (DCS)
- Experience with export compliance requirements, including ITAR, EAR, and related U.S. Government approval processes
- Strong understanding of defense and security market dynamics, customer operational requirements, and procurement priorities across international markets
- Demonstrated ability to manage multiple complex pursuits simultaneously while maintaining accurate forecasts and delivering near-term results
- Ability to operate in strict compliance with FCPA regulations when interfacing with pertinent foreign and US government channels
- U.S. Citizenship
- Able and willing to travel both inside the US and outside the US at least 50% of time
- Must have a valid driver's license and clean DMV record
- Active US SECRET clearance
- Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook) and Salesforce
Desired Qualifications
- Master's degree in international relations or foreign policy
- Experience working with or around defense technology (e.g. UAS, electronic warfare, C-UAS)
- Strong communications, negotiation, strategic planning, and interpersonal skills
- Demonstrated experience working with cross-functional teams
- Able to excel in a fast-paced, deadline-driven environment
- Displays strong initiative and drive to accomplish goals and meet company objectives
- Takes ownership and responsibility for assigned tasks
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