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Sr. Manager, Business Development

Company: CAE USA
Location: Arlington
Posted on: January 16, 2022

Job Description:

SummaryThe Senior Manager, International Business Development (IBD) will be responsible for growing the CAE USA Military Training portfolio in the Middle East and North Africa (MENA) Regions. The MENA IBD Senior Manager will collaborate with program and functional teams to develop capture strategies. Activities will include opportunity identification and qualification, customer relationship management, competitive intelligence, price-to-win, customer analysis, and capture team leadership. This position is based in Arlington, TX and reports to the Director of International Strategy and Business Development.
Essential Duties and Responsibilities

  • Proven knowledge of the pursuit cycle: influence, capture intelligence, communicate, understand environment, communicate winning strategy/solution, establish 'Price to Win', assist with business case, respond, follow up, and close.
  • Develop and nurture relationships with key customers and industry peers at various levels throughout their respective organizations.
  • Grow current networks and continuously improve established relationships through identification of valued products and service offerings.
  • Prepare and package concise clear and compelling briefings that include the positioning strategy/plan, customer map, business case rationale, risks, and customer value propositioning
  • Generate detailed understanding of the competitive landscape through research and engagement
  • Organize and guide cross-functional teams in developing the strategies and business cases to support positioning and capturing new opportunities
  • Coordinates and leads customer demonstrations and oral presentations
  • Leads preparation of a competitor analysis to support capture strategy.
  • Works with L3Harris international offices and approved International consultants to define customer problem space and messaging - to include effective customer engagement plan and mapping.
  • Coordinates development and implementation of marketing communications campaigns to support international pursuits
  • Strong positioning skills to present our products/services, help influence customer requirements, and understand the competitive environment.
  • Ability to work across interpersonal boundaries and work within cross functional/cross divisional teams in a Matrix organization
  • Confident with strong negotiation skills, including ability to conduct negotiations and achieve results through persuasion and subtlety.
  • Strong presentation skills are required to make presentations to potential partners, customers, government entities and internal management at all levels.
  • Ensures compliance with company policies and procedures and other practices set forth by upper managementQualifications and Education Requirements
    • Bachelor's Degree in business, engineering or other applicable field.
    • 10+ years of international military business development experience.
    • At least 3 years of experience within the Middle East and North Africa region.
    • Arabic speaking preferable, but not required.
    • A proven track record of sustained business growth with large government programs across a broad range of customers and contract vehicles
    • Must have knowledge of the Department of Defense international acquisition process, export, and policy governing sales of defense equipment
    • Comprehensive understanding of the capture management process with expertise in working the upfront positioning/shaping in the international market
    • Proven ability to develop and implement creative strategies to win bids
    • Excellent written and oral presentation skills including the ability to generate written material to communicate to customers at all levels, including senior executives
    • Experience leading teams and managing budgets
    • Experience managing and directing international consults/agents
    • Demonstrated ability to build customer and industry relationships
    • A demonstrated capability to think strategically and execute tactically
    • High proficiency in analyzing customer requirements, decomposing solicitations, creating briefing packages to internal leadership with winning strategies
    • Experience in the training and simulation market a plus and highly desirable
    • Ability to travel up to 50% of the yearPreferred Skills
      • Simulation and Training experience
      • Technical/Proposal writing
      • Technical presentations
      • Strategy
      • Relationship development and management
      • Business case development
      • FMS process understanding
      • ITAR familiaritySecurity ResponsibilitiesMust comply with all company security and data protection / usage policies and procedures. Personally responsible for proper marking and handling of all information and materials, in any form. Shall not divulge any information, or afford access, to other employees not having a need-to-know. Shall not divulge information outside company without management approval. All government and proprietary information will be accessed and stored electronically on company provided resources. Other DutiesPlease note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for their job. Duties, responsibilities, and activities may change at any time with or without notice.CAE USA Inc. is an EOE/AA employer and gives consideration for employment to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If you'd like more information about your EEO rights as an applicant under the law, please click here EEO is the Law poster.PAY TRANSPARENCY NONDISCRIMINATION PROVISION The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.

Keywords: CAE USA, Arlington , Sr. Manager, Business Development, Executive , Arlington, Texas

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