Details: The Director of Business Development, Commercial, VIP and Head of State - Aircraft Modification Program for L-3 Communications will be based out of Waco, TX. The Director of Business Development, Commercial, VIP and Head of State Programs is responsible for strategic growth new business planning, pursuit capture planning, orders forecasting, market and competitive research, marketing communications, customer and partner relationship management, business case analysis, market and opportunity development, capture strategy, bid and proposal activities for VIP, Head of State, and Commercial programs. Ideally, the Director of Business Development, Commercial, VIP and Head of State Programs will have experience working in the US Government Aircraft modification market and with hands-on experience in the developing strategies and solutions to include pricing to respond to commercial Request for Proposals (RFP). RESPONSIBILITIES: BD experience in International (European, South American, Asian and Middle Eastern) Government aviation source selection processes. Knowledge of the after-purchase commercial aviation modification market. Experience with buyers of aircraft customization services for business or personal use. Good communication and relationship skills. This needs to include being comfortable pursuing business with extremely wealthy individuals and corporations through international government entities. Existing relationships with OEMs and resellers of commercial aircraft of all sizes. Ability to identify, pursue and capture niche markets for aircraft modification; expertise in assessments, price to win and market penetration strategies Achievement assigned program annual Operating Plan orders targets for new and follow-on business. Product/service introduction, market penetration and profitable business growth in targeted government modernization and modification markets of interest, domestically and internationally. Exceptional customer relationships and ongoing customer loyalty towards the company's products and services. Management of the business development process, with special attention given to new opportunity identification, screening, forecasting, qualifying, pursuit and capture. Market research and business case analysis in support of strategic planning and opportunity capture. Effectively soliciting and communicating the company's customers' wants and needs to the division management and staff. Leading execution of major customer bid and proposal activities, including win strategy, competitive analysis, price to win, and creation of winning proposals. Training and development of a motivated, committed and professional business development staff. Collaboration with other company divisions to achieve synergy in customer solutions. Collaboration in a team environment with program managers and engineers to identify requirements and to define solutions for customers and to achieve overall Company goals and objectives. KEY DELIVERABLES: Guide and oversee strategy development to achieve 100 percent win rate on assigned incumbent programs. Guide strategies to deliver a high win rate on all new pursuits. Execute to the annual Division five year strategic plan to achieve double digit growth. Oversee implementation of the assigned market development activities to support the division's growth strategies.
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