Business Development Director - UAS - Army & SOCOM

This position can be located at multiple sites across the United States. Preferred work locations: Arlington VA, Grand Prairie, TX or Huntsville, AL.

Position Summary:

This position promotes Airbus equities to generate additional business with the Department of the Army and Special Operations Command (SOCOM) in the Unmanned Aerial Systems (UAS) market as well as Foreign Military Sales (FMS) channels. He or she will lead key campaigns in both the large and small UAS markets. He or she will also serve as a subject matter expert on Army aviation as necessary.

He or she is responsible for initiating, developing, refining, implementing, and presenting campaign plans based on a strategic approach, integrating engagements, marketing, communications, and government relations. This individual engages offices and stakeholders that influence Department of the Army, SOCOM, and FMS opportunities. He or she also uses partnerships and B2B relationships to enhance competitive offerings.

Primary Responsibilities:

Develop plans and implement business development efforts with the US Army and Special Operations Command: 40%

• Develop a comprehensive picture of customer requirements and resources.
• Develop, maintain, and execute an integrated business development plan for Airbus US UAS products, focused on Department of the Army and Special Operations Command UAS requirements.
• Coordinate with Airbus stakeholders, including program, engineering, and technical leadership, to develop and refine solutions for customer problems.
• Develop partnership, teaming, and subcontracting relationships with other businesses in order to enhance the competitiveness of Airbus US products and offerings.
• Develop contacts and execute an engagement plan supporting company business objectives.
• Lead responses to USG solicitations, including white papers, RFIs, and RFPs.
• Develop and/or contribute to marketing and communication campaigns for the Army and Special Operations Command customer and specific product lines, to include messaging, trade shows, marketing materials, etc.

Develop plans and implement business development efforts with Foreign Military Sales (FMS) customers and potential customers: 10%

• Develop a comprehensive picture of customer requirements and resources.
• Develop, maintain, and execute an integrated business development plan for Airbus US UAS products, focused on FMS UAS requirements.
• Coordinate with Airbus stakeholders, including program, engineering, and technical leadership, to develop and refine solutions for customer problems.
• Develop contacts and execute an engagement plan supporting company business objectives.
• Lead responses to USG solicitations, including white papers, RFIs, and RFPs.
• Develop and/or contribute to marketing and communication campaigns for FMS, to include messaging, trade shows, marketing materials, etc.

Ensure coordination, alignment and communication with broader Airbus stakeholders: 20%

• Coordinate legislative efforts affecting UAS acquisitions with the Airbus Government Relations team.
• Coordinate media and marketing efforts supporting Army, Special Operations Command, and FMS campaigns with Airbus Marketing and Communication team.
• Coordinate, support and synchronize efforts across Airbus stakeholders in respect to the Department of the Army, SOCOM, and FMS efforts.
• Support other relevant Campaign Teams responsible for the capture of new business as appropriate
• Find and pursue and/or collaborate on adjacent opportunities and pursue as appropriate, for example, sales of spares or GSE as well as industry partnering opportunities.
• Ensure information flow to extended Airbus team as required: program management, contracts, business development, communications, consultants, etc.
• Participate in reviews and strategy meetings.

Represent Airbus' broader military and business development and customer relationship needs as required: 20%

• Coordinate and contribute to other business development efforts within US Army aviation
• Serve as Airbus representative as needed, including tradeshows and industry events
• Maintain effective communications with relevant Airbus offices to include on-site visits when required

Additional Responsibilities (may include but are not limited to the following): 10%

• Similar functions concerning other Airbus products as directed.
• Personal leadership of Airbus activities/functions related to the Department of the Army, Special Operations Command, and FMS activities.
• Personal leadership of Airbus participation at industry gatherings within the National Capital Region

Qualified Experience / Skills / Training:

Education:

• Required: Bachelor's degree
• Preferred: Master's or higher degree in management, engineering, or related field; business development and/or capture training/certification (e.g. Shipley certification); relevant Professional Military Education, e.g. DAWIA certification, Eisenhower School, etc.

Experience:

• Minimum 10 years' experience in aerospace/defense business development. Relevant service in US Army aviation, especially in requirements and budgeting, may substitute for some or all this experience.
• Experience in unmanned aviation and/or Special Operations Aviation highly preferred.
• Operational/flight experience as a US Army aviator preferred.

Knowledge, Skills, Demonstrated Capabilities:

• Required:
  
  
  
  • Superior written and spoken communications skills; strong interpersonal and organizational skills. Able to work in a multicultural environment.
  • Ability to maintain effective relationships/ communication with internal and external customers, excellent leadership and supervisory skills.
  • Experience in and knowledge of U.S. government interagency policy making and budget allocation is required.
  • Ability to effectively work within a matrix organization; ability to work with both internal and external teams; ability to effectively work independently.
  • Demonstrated experience managing and/or developing business.
  • Thorough knowledge of US Army and SOCOM organization and culture as well as technical and/or operational aviation knowledge is essential.
  
  
  
  
• Preferred: Deep knowledge of Department of the Army, Special Operations Command, OSD, and sister service PPBES organizations and culture; demonstrated success implementing new business strategies and/or technical and/or operational knowledge and experience in aviation, particularly unmanned aviation.

Communication Skills (Spoken, Written, Influencing, Proficiency in Other Languages):

• This position requires strong written and spoken communications skills in English, suitable for public speaking, direct customer interaction, and proposal development.

Technical Systems Proficiency:

• Internal and commercial systems proficiency required for the position. Basic proficiency with Microsoft Office Suite required.

Travel Required:

• 35% Domestic and International

Citizenship:

• U.S. Citizenship required

Clearance:

• SECRET security clearance

Job Dimensions, Contributions to Success:

• Manages budget/expenditures as necessary, with responsibility to evaluate most effective use of resources and work with other departments to determine communications needs and priorities.
• Achieves targets to extend business within financial performance and risk bounds.
• Coordinates effectively with a wide variety of stakeholders at AUS, AHI (programs, business development, communications, contracts, etc.) and with consultants.

Nature of Contacts:

Involves Communication on a daily basis with internal and external parties

Physical Requirements:

• Onsite: 50%
• Vision: able to see and read computer screen and other electronic equipment with screens, able to read documents, reports and engineering drawings 100% daily
• Hearing: able to hear to participate in conversations in person and via teleconference or phone and to hear sounds on production floor including safety warnings or alarms. 100% daily
• Speaking: able to speak in conversations and meetings, deliver information and participate in communications Daily
• Equipment Operation (personal computer, telephone, copies, fax machine, and related office equipment and using electronic identification card to enter building floors and internal doors): able to operate most office and personal electronic equipment and some tools including production tools such as hydraulic lifts. Daily
• Carrying: able to carry documents, tools, drawings, electronic equipment up to 30lbs/14kgs. 2-3 times a year, carries 5-10 lbs. on a daily basis
• Lifting: able to lift documents, tools, drawings, electronic equipment up to 30lbs/14kgs. 2-3 times a year, lifts 5-10 lbs. on a daily basis
• Pushing / Pulling: able to push and pull small office furniture and some equipment and tools. Daily - chairs
• Sitting: able to sit for long periods of time in meetings, working on computer. Daily
• Squatting / Kneeling: able to squat or kneel to retrieve or replace items stored on low shelving. 5% at most
• Standing: able to stand for discussions in offices or on production floor. Daily
• Travel: able to travel independently and at short notice 5%
• Walking (include routine walking such as to a shared printer to retrieve documents): able to walk through office and production areas including uneven surfaces. Daily
• Personal Protective Equipment required: Required PPE includes, but is not limited to, Safety Shoes, Safety Glasses, Hearing Protection, Respirators/Masks, and/or Protective Gloves as required by site and/or customer site

Equal Employment Opportunity: Airbus provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetics, pregnancy, marital status, veteran status, or other legally protected status. In addition to federal law requirements, Airbus complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, demotion, termination, layoff, recall, transfer, leaves of absence, compensation, benefits, and training. Airbus expressly prohibits any form of workplace harassment based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetics, pregnancy, marital status, veteran status or other legally protected status.

As a matter of policy, Airbus does not sponsor visas for US positions unless specified. Only applicants with current work authorization will be considered. Airbus does not offer tenured or guaranteed employment. Employment with Airbus is at will, meaning either the company or the employee can terminate the employment relationship at any time, with or without cause, with or without notice. Airbus reserves the right to revise or change job duties and responsibilities as the need arises. This position description does not constitute a written or implied contract of employment.

By submitting your resume or application you are consenting to Airbus using and storing information about you for monitoring purposes relating to your application or future employment. This information will only be used by Airbus. Airbus is committed to achieving workforce diversity and creating an inclusive working environment. We welcome all applications irrespective of social and cultural background, age, gender, disability, sexual orientation, or religious belief.

Airbus is, and always has been, committed to equal opportunities for all. As such, we will never ask for any type of monetary exchange in the frame of a recruitment process. Any impersonation of Airbus to do so should be reported to HR@airbusus.com.