The BD Director is senior position within Varec and the selected candidate will be an integral member of the leadership team with responsibility for business development for an organization that has $40M+ in revenue and expected to grow near double digit percentage points for the foreseeable future. This position will be responsible for leading capture management efforts for Varec opportunities, developing and maintaining a BD plan and customer call plans, identifying and qualifying new business opportunities (pipeline), contacting potential customers, introducing Varec’s capabilities and solutions, developing solutions for the customer, selling those solutions and their respective benefits, building long term business relationships and internal reporting as required. Target customer base is the DoD and federal government agencies, commercial Oil & Gas, and aviation markets.
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ESSENTIAL DUTIES & RESPONSIBILITIES:
• Organize and lead the business development process, including identifying and pursuing opportunities, leading the proposal development team, writing proposal content, conducting oral presentations, negotiating pricing and terms, and closing the contract
• Coordinate with product development and other senior leaders to ensure the product portfolio plans align with annual and long term business development goals
• Analyze potential growth opportunities and subsequently drive the business development for new clients and markets
• Proactively learn and stay up to date on Varec’s products, technologies and capabilities
• Engage with customers to understand their business processes and needs to match them with Varec’s solutions and identify capability gaps
• Research potential new markets and customers where existing solutions and services can be applied
• Gather and analyze competitive intelligence
• Manage the pipeline of opportunities and report top opportunities to corporate management
• Coordinate the strategic, financial and functional review of new opportunities to make pursuit/no pursuit and bid/no bid decisions
• Develop sales plans and forecasts that are aligned with the annual operating plan and coordinated with other functional departments
• Support the implementation of the annual marketing plan, including advertisements and trade shows
Qualifications:
BS / BA degree, technical or engineering degree preferred, with at least 12 years of business development and/or sales experience.
REQUIRED SKILLS:
• Requires experience leading a business development / sales function that has consistently generated $50-100M+ in revenue.
• Over 10 years of experience in commercial and government environments and experience leading the full business development process
• Previous experience leading all phases of business development and capture management - identification, qualification, capture, and proposal management support
• Proven experienced selling systems solutions for the enterprise and/or process automation markets
• Market analysis and competitive research
• Developing sales strategies and call plans
• Leading proposal teams, writing and delivering proposals
• Selling complex, software-driven solutions
• Preparing and delivering oral presentations and facilitating system demonstrations
• Firm understanding of various types of commercial contract terms and issues related to (T&M, cost plus, firm price, etc.)
• Negotiating and closing contracts
• Experienced traveling and meeting new and existing client personnel
• Excellent writing skills and knowledge of Microsoft Word
PREFERRED SKILLS:
• Experience in the following markets, preferably multiple; oil, gas and chemicals; controls and systems engineering; aviation; international; and US DoD.
• Good understanding of facilities and client needs in areas of oil & gas logistics operations, tank farms and terminals, refinery systems and units, and chemical plants
• Experience selling enterprise IT solutions that use Microsoft technologies
• Experience selling automation and controls systems and services, including systems integration services, PLC programming, control systems design and SCADA solutions
• Experience implementing procedures for sales, marketing and proposal execution
• Program management skills and experience are desired
INTERPERSONAL COMPETENCIES:
Articulate, persuasive and able to adapt language and style to different audiences
• Strategic thinker with the ability to formulate strategy plan and execute
• Provides positive leadership to drive change across the organization
• Ability to set ambitious goals and exceed them
• Welcomes and encourages alternative ideas and opinions
• Is a leader in building a positive team identity and morale
• Confidently makes sound decisions under pressure
• Effectively coordinates with other teams to make decisions
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