Senior Director, Business Development (BD) – Surveillance & Mission Systems (SMS)

Company Details

Mission critical solutions through the right technology, strategic partnerships and an international presence

Terma Inc (TUS), the US subsidiary of Denmark based Terma A/S, is searching for a highly qualified Senior Director, Business Development (BD)- Surveillance & Mission Systems (SMS) to join our team of exceptionally dedicated professionals in an exciting and rewarding fast paced highly successful company. Leveraging the outstanding Terma reputation and our strong relationship with the US DoD, Homeland Security and large Prime Contractors for more than three decades, Terma has developed a significant presence in the U.S. as provider of mission critical solutions for aerospace, defense and security sectors. We are known as an independent, agile, and fast responding partner for mission
customized solutions.

The Challenge:

The Senior Director, BD SMS is the lead of the North American market for Surveillance & Mission Systems product/application areas. You will be responsible for setting strategies and meeting order intake targets through sales and partnerships to a variety of US customers, both commercial and
government, in addition to serving a global market through US based system integrators and the ‘Foreign Military Sales’ (FMS) system.

The market consists of land based ‘Security’ applications as well as ‘Naval’ focused customers. Products consist of Radar and Command & Control technology as well as related service & logistic sales.

The Senior Director, BD SMS will directly manage and lead a team of dedicated business development resources to success but will also work closely with the global organization to support international sales.

Main tasks include:

  • Create and close on order intake targets while building a long term pipeline with a CRM focus
  • Implement strategies to increase market share and enter adjacent markets
  • Build sales channels to meet strategic objectives
  • Build pipeline through new and existing customers and partners
  • Work in an international matrix organization with cooperation from European parent organization and regional sales offices
  • Manage internal stakeholders – SMS management, executive management, etc.
  • Manage external stakeholders – Peer-to-Peer Level and joint customer responsibility

Qualifications:

Minimum Education and Experience:

Bachelor’s Degree in Business, Engineering, or related field and minimum of 10 years strategy and sales experience in the commercial, government and military radar/sensor market OR equivalent experience

Required Skills and Experience:

  • Experience in creating successful business development and sales strategies in the sensor/radar market space
  • Experience working with both lower complexity product sales and with high complexity solution sales
  • Experience directly managing a business development team with goal-oriented performance objectives
  • Experience working with optimization of opportunities and pipeline management, capture and proposal management, performance management and motivation
  • Experience working in a matrix organization
  • Experience in developing business opportunities and sales campaigns for end users and prime contractors
  • Self-driven: Ability to work independently or as part of an international team
  • Good interpersonal skills and ability to navigate in complex organizations and markets
  • Demonstrated ability to communicate effectively with customers as well as with team members working remotely.
  • Microsoft Office experience (Excel, Outlook, PowerPoint, etc.)
  • Willingness to travel 15% CONUS and OCONUS
  • US Citizenship with ability to obtain and maintain a Department of Defense (DOD) Security Clearance

Preferred Skills and Experience:

  • Considerable knowledge of European business, politics and culture
  • Master’s Degree in Business or Engineering with business development experience
  • Experience in business development with U.S. Government agencies including the Department of Defense and Foreign Military Sales process
  • Experience/knowledge of Radar, Sensor and Command & Control products and markets

Benefits:

  • Competitive health insurance for employee and family
  • 200% match on 401k
  • Educational Assistance
  • Flexible schedule that allows remote work days
  • Optional 9/80 work schedule

Terma Inc. is an Equal Opportunity/ Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, and requires affirmative action to ensure equality of opportunity in all aspects of employment. Executive Order 11246, as amended, protects applicants and employees from discrimination based on inquiring about, disclosing, or discussing their compensation or the compensation of applicants or employees.

Tagged as: Executive, business development, sales

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