Aurora, CO 80010
The NES Franchise Program Business Development Manager (BDM) develops knowledge of current NES programs such as GPS OCX and JPSS CGS and future customer requirements in order to create an environment where Raytheon can effectively work with appropriators, program office, users, and operators to create an array of out-year value-added ECP-s or RFC-s.
The BDM manages resources to create, identify, develop, and qualify opportunities in the 2-5 year time frame (note: this differs from near-term program actions).
The BDM leads cross-functional business teams to develop strategies and implement actions that culminate in a pipeline of qualified opportunities where Intelligence, Information and Services is positioned to capture and execute, ideally in a sole-source manor.
BD mgr is responsible for maintaining a bookings pipeline of over $500M in ERPM with annual awards of at least $100M.
The BDM reports directly to the Navigation and Environment Solutions Business Development Executive (BDE) but will have extensive involvement with ongoing program teams.
This position will be based in Aurora Colorado.
Develop customer, program, competitor, and market understanding for assigned market sub-segment to be able to address potential new capabilities
Establish relationships with NES program managers and lower-level government and military decision-makers
Conduct primary and secondary research to determine customer needs and generate and qualify new opportunities
Look at how to embed customer desire for a more -resilient- architecture and their larger enterprise vision into Raytheon ground offerings.
Maintain familiarity with ongoing programs including funding, schedules, requirements, capabilities, contract request for change or engineering change proposal process
Create and implement strategies and actions within the NES Mission Area that create, identify, develop and qualify profitable new business opportunities that grow the NES business.
Develop and implement multi-level and multi-dimensional customer contact plans
Use consultative selling techniques to better understand customer desires and work with solutions development teams to create customer-centric solutions for on-contract growth
Work to provide customers with on-contract solutions in areas where originally they may be considering competition (competitive to sole-source conversions)
Analyze customer information and develop customer hot buttons, key performance parameters, and opportunity price-to-win
Leverage capabilities of multiple functions and customer access to create, identify, develop and qualify opportunities
Develop initial opportunity capture strategy and conduct a smooth transition of opportunity to capture manager
Work closely with capture managers to provide customer knowledge and strategic support for capture and proposal process
Conduct internal and external customer briefings including Raytheon IPDS Gate Reviews
Perform as a professional steward of IIS resources and reputation
osition will require approximately 40% domestic travel (primarily Aurora, Washington DC area, Los Angeles)
Required Skills, Experience and Education
8 years related work experience with majority related to marketing management, business management or business development
Strong mix of civil or military experience in the satellite ground mission management, command & control, mission data processing domain for navigation, environmental monitoring or other relevant field
Bachelor-s degree or 8 additional years of experience in lieu of degree
Develop and maintain customer understanding and relationships
Develop and execute marketing strategies, plans, and actions from analyzing market, customer, and competitor data
Record of identifying, creating, developing, qualifying, and winning new business opportunities
Identify and develop relationships with strategic teaming partners
Record of significant business growth
Leadership in creating and developing teams in a complex environment
Work with other Raytheon leaders in developing new business and/or expanding into new markets
Strong strategic and critical thinking skills
Strong interpersonal skills-oral, written, listening
Agility and flexibility
Initiative, high energy, and passion for developing new business
Existing Secret clearance with ability to obtain a Top Secret clearance.
Ability to effectively communicate with military customers from all the services
Experience working with either NASA, NOAA, or USAF space-related related government customers, preferably either navigation or weather communities
Ability to operate independently but still retain an enterprise focus
Desired Skills and Experience
Familiarity with Raytheon IPDS processes
Familiarity with the satellite ground solutions
Familiarity with government contracting process
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.
5/19/2017 5:11:14 PM
Business Development, All
Website : http://www.raytheon.com
Raytheon Company is a technology and innovation leader specializing in defense, security and civil markets throughout the world. With a history of innovation spanning 92 years, Raytheon provides state-of-the-art electronics, mission systems integration and other capabilities in the areas of sensing; effects; and command, control, communications and intelligence systems; as well as a broad range of mission support services.