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Job Purpose:
The Leonardo Electronics US Inc (LE-US) Senior Manager, BD – Electronic Warfare (EW) position will lead strategic initiatives to expand our market presence and drive growth and relationships with new and existing US DoD customers and US Export / Platform Integrators (customers). While the position is EW focused, the LE-US Senior BD Manager is expected to know and offer customers specific products and services across Leonardo’s Electronic Warfare, Radar, and Avionics Lines of Business. This position’s primary target market is US DoD and is responsible as a subject matter expert in the operational concepts, acquisition strategies, and technical requirements. The LE-US BD Manager maintains customer relationships so that those customers will view Leonardo as their preferred supplier using Leonardo EW (and Radar, and Avionics) products and services for their markets. Business Development Managers serve as the interface between the customer and the Leonardo company. They are also tasked with creating additional accounts with new customer organizations. The Senior BD Manager serves to understand the customer demands, plan how to meet these demands, and generate sales for Leonardo as a result. The LE-US Senior BD Manager will often function as the Capture Manager for opportunities that they identified, qualified, and pursue until won.
Duties:
Lead and develop strategic business development initiatives in the electronic warfare sector.
Possess a knowledge of the LE-US, UK, and Italian Leonardo portfolio of products / capabilities (i.e., Electronic Warfare, Radar, and Avionics) and capable of working with Army, Air Force, Navy, Marines, US Special Operations as well as DoD Agencies.
Expand LE-US' customer market by: Selling new or additional products to current customers; and/or finding adjacent opportunities within the existing customers; and/or selling additional products to new customers.
Responsible for aspects of demand creation, co-selling, forecasting, sales management, training, and education to the customer.
Develop detailed capture plans for all assigned customers by leading a joint company/customer planning process that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success.
Lead the development of business proposals for new and existing opportunities. Understand and drive the capture process through completion working with both US government and Leonardo Business Units.
Play a supporting role to the Business Development Directors in setting up new businesses and taking responsibility for the effective on-boarding of new customers.
Function as a point of contact and relationship owner for a defined set of customers, agencies, and surrounding ecosystem.
Represent Leonardo products and technologies (Electronic Warfare, Radar, and Avionics) to end users, customers, and other stakeholders.
Build key accounts into strategic partners and drive sustaining revenue by winning program business.
Proactively manage customers’ satisfaction and service delivery by anticipating potential service problems, and monitoring satisfaction.
Help define, drive, and communicate product strategy to internal Leonardo stakeholders in the US, UK, and Italy for products and features specific to the needs of the customer.
Skills/Qualifications:
Strong working knowledge of Airborne Survivability and Electronic Warfare fundamentals, operation, and capabilities.
Previous experience with RF products within the DoD environment.
10 plus years of experience in US DoD Business Development or equivalent, Electronic Warfare market / technology preferred.
Demonstrated leadership and team management skills.
Understand and explain US DoD Budgets.
Experience with running and leading complex captures.
Experience and knowledge of Requirements Officers, Acquisition process and contract vehicles.
US Military experience preferred, with a SOCOM or USN/USMC background preferred.
Ability to travel as needed, domestically and internationally.
Must be able to obtain and retain a US DoD security clearance.
Experience with Customer Relationship Management (CRM) tools preferred.
Formal Business Development, Capture Management, or Program Management training preferred.
[NOTE: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.]
Leonardo is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability status, protected veteran status, or any other characteristic protected by law.
Here are the hiring process steps and what you can expect from us:
Step 1: Application Review:
Upon submitting your application, it is made available to the recruitment team to review and ensure you meet the basic qualifications.
Step 2: Interview:
If you have been identified to move forward in the process, you may be invited to participate in a one-on-one or panel interview. The interview format can be a phone call, in-person, or virtual meeting.
Step 3: Offer:
If you reach this stage of the interview process, congratulations! You will be provided an offer to join the Leonardo Electronics US Inc. team. The offer will include details about your salary, benefits package and start date.