Senior Defense Business Development Manager (Remote)

$121,000 - $167,000/Yr

Nesco Resource - Canton, OH

Full-time - Senior

Remote - Canton, OH

Administrative and Support Services

About the position

The Senior Defense Business Development Manager will play a pivotal role in driving growth within the defense sector by developing a comprehensive roadmap that identifies new business opportunities and supports sustainable and profitable growth. This position is designed for a strategic thinker who can establish and nurture relationships with key stakeholders in the defense industry, transitioning accounts to the commercial team for ongoing management while continuously seeking new opportunities. The role requires a deep understanding of the defense market, including customer needs, industry trends, and competitive dynamics, to effectively inform product and service development. In this position, the manager will collaborate closely with the commercial team to assess the company's current market positioning, identifying strengths and weaknesses in relation to competitors. The successful candidate will leverage existing market research to pinpoint trends and opportunities, analyze customer preferences, and define the addressable market for various applications. This includes evaluating potential market adjacencies and assessing primary players for acquisition opportunities. The manager will also be responsible for aligning business development initiatives with corporate objectives, ensuring that all efforts contribute to the overall strategic goals of the organization. Additionally, the Senior Manager will lead the preparation and submission of responses to Requests for Proposals (RFPs) and Requests for Quotation (RFQs), negotiating terms and contracts with customers while ensuring compliance with legal and financial standards. The role requires strong leadership skills to guide cross-functional teams in marketing, engineering, operations, and finance, ensuring successful and sustainable new business acquisition. Representing the company at industry events and conferences will also be a key responsibility, helping to build brand awareness and maintain a robust network within the defense community.

Responsibilities

• Collaborate with the commercial team to develop a view on the company's current positioning in the end markets, including customers, sales, products, applications, etc.
• Develop a growth roadmap within desired end markets and the entire value chain to the ultimate customer.
• Leverage existing market research to identify trends, opportunities, and potential competitors within the desired industries.
• Analyze customer needs, preferences, and industry demands to inform product and service development.
• Define and monetize end markets, including megatrends, market drivers, etc., for the preferred segment.
• Determine the addressable market (volume and revenue), market share, competitive positioning, and primary customers by application for existing markets.
• Evaluate market adjacencies for consideration.
• Assess primary players within existing and adjacent markets for potential acquisitions.
• Leverage network within the supply chain to develop new business opportunities that support sustainable top-line and profitable growth.
• Align business development initiatives with overall corporate objectives in collaboration with senior management.
• Cultivate and maintain strong relationships with existing customers and engage potential clients to build a robust pipeline of opportunities.
• Lead and support the preparation and submission of responses to Requests for Proposals (RFPs) and Requests for Quotation (RFQs).
• Negotiate terms, conditions, and contracts with customers, ensuring compliance and risk mitigation with legal and finance teams.
• Collaborate with cross-functional teams, including marketing, engineering, operations, R&D, finance, etc., to ensure successful, profitable, and sustainable new business acquisition.
• Provide leadership and guidance on the aerospace market, staying updated on industry trends, regulations, and technological advancements.
• Represent the company at industry events, conferences, and trade shows to build brand awareness and establish/sustain a strong network within the defense community.

Requirements

• High school diploma with at least 17 years of experience in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories; OR
• Associate's degree in business, sales, supply chain, or a related field with at least 14 years of experience in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories; OR
• Bachelor's degree in business, sales, supply chain, or a related field with at least 12 years of experience in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories.

Nice-to-haves

• High school diploma with at least 20 years of experience, including a minimum of 10 years in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories; OR
• Associate's degree in business, sales, supply chain, or a related field with at least 17 years of experience, including a minimum of 10 years in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories; OR
• Bachelor's degree in business, sales, supply chain, or a related field with at least 15 years of experience, including a minimum of 10 years in the Department of Defense/defense industry, government tier 1 prime contractor, or field services at various armories.

Benefits

• MEC (Minimum Essential Coverage) plan that encompasses Medical, Vision, Dental, 401K, and EAP (Employee Assistance Program) services.