- Develops a plan for securing knowledge and understanding of the customer's requirements, issues, and needs during the pursuit and capture phases and lead planning sessions with the core team.
- Manages and executes the full business development life-cycle process across multiple simultaneous pursuits and proposals.
- Develops business cases for new market entry to include alignment of pursuits, market entry strategies, and discretionary resources.
- Coordinates meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices.
- Leads and executes the entire capture management process, from identification and qualification to proposal submittal:
- Creates pursuit planning and a capture (win) strategy.
- Collaborates with the FN management team for bid/pricing strategy, P-win analysis and competitive pricing models.
- Prepares an RFP analysis and manages proposals.
- Participates with proposal review teams.
- Secures military business in line with corporate strategy and business goals.
- Briefs capture status to senior management at specified milestones in the capture process when material changes occur and as needed.
- Prepares responses for Sources Sought, Requests for Information, and Requests for Proposals.
- Conducts after action reviews for all business opportunity capture participants to document lessons learned and identify necessary adjustments to capture technique, strategy, and actions.
- Monitors market conditions and conduct market surveys to assess future needs.
- Builds and maintains relationships with existing and new customers.
- Provides FNA and FNH market analysis for development of annual Program Management Team.
- Prepares presentations on assigned products and brief senior level USG/DoD officials.
- Coordinates for and represents FN America at trade shows and other conferences to market assigned products.
- Collaborates with R&D and manufacturing teams to ensure the customer's evolving needs are addressed.
- Plans, attends, and participates in live-fire demonstrations and training courses with customers when required.
- Supports the Marketing Department with media events and inquiries.
- Mentors other program managers and rotational program staff in the capture management process.
- Supports other business development activities as assigned.
- Solid understanding of the US Department of Defense (DOD) and other Government acquisition and procurement processes and a track record of success in qualifying new products in the US Government/DOD environment.
- Knowledge of US Army PEO and PM offices, particularly PEO Soldier.
- Strong knowledge of product life cycle including design, engineering, manufacturing, and marketing.
- Must be able to effectively interface with engineering, manufacturing, product management, contract, procurement, quality, and other key stakeholders.
- Demonstrated commitment to stay abreast of industry trends and advancements within the industry.
- Strong business acumen
- Excellent interpersonal and communication skills to include, but not limited to, presentation and conflict resolution required.
- High level of personal and professional integrity
- Ability to persuade and influence.
- Team player and highly collaborative
- Tenacious personality, driven to succeed.
- Ability to build long-lasting relationships.
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BD Director, Military - McLean, United States - FN America, LLC
Description
Job Type
Full-time
Description
FN America, LLC is a U.S. subsidiary of FN Herstal, S.A., a global leader in the development and manufacturing of high-quality, reliable firearms for military, law enforcement and commercial customers worldwide. Headquartered in McLean, Virginia with manufacturing operations in Columbia, South Carolina, FN America is passionately committed to providing its customers with a portfolio of FN-branded products, training and support services that enhance user performance and safeguard their lives. For more information, visit us at or follow us on Facebook, Twitter and Instagram.
Position Summary
The Business Development Director, Military is responsible for business development, proposal preparation, marketing, capture and customer engagement for all US military small arms developed by FN. The Director tracks combat systems development within FN and the consistent interface with US and Department of Defense (DoD) other US government agencies.
The Director works directly with FN Program Management and Product Development teams at both FNA and FN Herstal to understand product roadmaps for all tactical small arms, and land-based weapons systems and relays and coordinates current customer requirements and competitive market analysis. The Director meets regularly with all DoD entities to ensure consistent input on both current and future contracts and will be the daily point of contact for all current DoD Infantry programs and opportunities.
Job Duties
Bachelor's degree in business or other related discipline is required.
Experience Requirements
Five years of previous experience with business development and capture processes, pursuit development, proposals and negotiations required. Previous military experience with the US Army and/or US Marine Corps combat Infantry or Special Operations highly preferred. Three or more years of military/USG government contracting experience with acquisitions experience preferred.
Skills and Competencies
All FN America employees are expected to demonstrate accountability, collaboration, communication, customer focus, and innovation, along with the following:
MS Office, including Teams.
Working Conditions
Domestic travel: 30%. Intermittent international travel required (Belgium).
Periodic ranges and weapons demonstrations which may require exposure to cold or hot environments for up to 12 hours.
All FN America employees have a responsibility to participate in the development of a safe and healthy workplace and to comply with instructions given for their own safety and health and that of others.
Equal Employment Opportunity/M/F/disability/protected veteran status.
FN America, LLC is committed to working with and providing reasonable accommodation to individuals with physical and mental disabilities.
If you need special assistance or an accommodation while seeking employment, please email or call: We will make a determination on your request for reasonable accommodation on a case-by-case basis.
VEVRAA Federal Contractor.
