Senior Business Development Manager

at  Collins Aerospace

Essential Qualifications

• Bachelor’s degree and 10 years of prior relevant experience OR Advanced Degree in a related field and minimum 7 years of experience OR In absence of a Degree, 14 years of relevant experience is required.
• Extensive knowledge and experience of the military market environment in Australia. Must have knowledge of Australian Defence budget, programs and requirements development, acquisition and in-service support process, with a demonstrated ability to match the customer’s requirements with relevant solutions (system integration, product and sustainment).
• Network of contacts and experience working with Australian Defence OEM/ Prime integrators on Defence pursuits; coupled with a proven track record in pursuing and winning significant and complex Defence programs.
• Strong network within the Australian Armed Forces (Army and/or Joint in particular) and government entities including user(s), CASG and related areas.
• Knowledge of, and experience in, Communications and Networking, A-PNT, Land C4ISR, and in Multi/Pan-Domain, Connected Battlespace operations.
• Effective communication skills, demonstrated ability to solve customer problems and to be a customer advocate
• Passion for winning new competitive business, coupled with strategic thinking and leadership skills.
• This position required the ability to regularly travel in Australia and occasionally Internationally

THE ROLE

Reporting to the Associate Director, Business Development (BD) Australia & New Zealand, we are seeking an experienced Senior Business Development Manager. Your new opportunity is focused on developing and qualifying new growth opportunities, then executing pursuit order capture campaigns to win new business within the Australian government and wider defence industry. This is an exciting opportunity to be part of our growing Australian team as well as a member of our larger FVEYS (AU, UK and CAN) and overall international (Global) Business Development team.

PRIMARY RESPONSIBILITIES

As Senior Business Development Manager you will interface with external and internal stakeholders and be responsible for understanding concepts of operation, program plans, technical requirements, investment and acquisition plans of the Australian Defence Force (ADF). The successful candidate should have demonstrable business development experience in one or more of the following areas in Australia: LandC4ISR, A-PNT, Fires and/or Multi Domain Strike with a focus on solutions that Connect the Battlespace. A thorough understanding of how the Commonwealth of Australia’s (CoA) Defence acquisition process operates, its key organisations, stakeholders and decision makers as well as the local Defence industry is essential.
Your new role is focused on identifying and advancing a pipeline of new business, influencing, and shaping customers’ requirements, gaining approval of pursuit order capture plans from internal Collins stakeholders and then executing to win. For already identified, in progress Large Strategic Pursuits, the successful candidate will lead evolution and execution of the capture plan and achieve the resulting order intake working in conjunction with a multi-functional capture team located in Australia and in some cases other global locations. As an experienced business development professional, you will be focused on building and sustaining customer affinity and being the voice of the customer internally to Collins Aerospace.

KEY RESPONSIBILITIES OF YOUR ROLE INCLUDE:

• Developing further growth in our existing pipeline of new opportunities through a comprehensive customer network of contacts, application of operational analysis, knowledge of military doctrine, requirements analysis and an understanding of CoA investment plans and process.
• Accountability for annual and 5-year prospect and pursuit orders forecast to meet Collins Australia and Mission Systems financial and strategic commitments.
• Working collaboratively in an integrated product team including Program Management, Engineering and Strategy colleagues to execute the Pursuit Order Capture (POC) process through to contract award.
• Supporting the development of competitive assessments, ‘Price to Win’ and ‘Win Strategies’.
• Working with large Australian and multinational teams to win strategic pursuits, building and expand relationships and customer affinity across key stakeholders and decision makers in Government, end-user communities, Contract Primes and/or System Integrators.
• Supporting the analysis of competitors’ strategy and development of counter strategies.
• Conduct customer needs assessment, develop and execute key relationship and influencing plans.
• Working with colleagues to formulate strategies to grow the Collins Aerospace Mission Systems business in Australia.
• Working collaboratively with key internal stakeholders in the US, the UK and Australia.
• Creation and maintaining a network of customer contacts within the sales force database.
• Support the FVEYs, marketing efforts with analysis and assessments using standard company tools and techniques.
• Committed to working with and modelling RTX values and behaviours: customer focus, effective communication, a competitive nature, critical thinking, confident decision making, collaborative team working, sense of urgency, persistence, and courage of conviction.

Essential Qualifications

• Bachelor’s degree and 10 years of prior relevant experience OR Advanced Degree in a related field and minimum 7 years of experience OR In absence of a Degree, 14 years of relevant experience is required.
• Extensive knowledge and experience of the military market environment in Australia. Must have knowledge of Australian Defence budget, programs and requirements development, acquisition and in-service support process, with a demonstrated ability to match the customer’s requirements with relevant solutions (system integration, product and sustainment).
• Network of contacts and experience working with Australian Defence OEM/ Prime integrators on Defence pursuits; coupled with a proven track record in pursuing and winning significant and complex Defence programs.
• Strong network within the Australian Armed Forces (Army and/or Joint in particular) and government entities including user(s), CASG and related areas.
• Knowledge of, and experience in, Communications and Networking, A-PNT, Land C4ISR, and in Multi/Pan-Domain, Connected Battlespace operations.
• Effective communication skills, demonstrated ability to solve customer problems and to be a customer advocate
• Passion for winning new competitive business, coupled with strategic thinking and leadership skills.
• This position required the ability to regularly travel in Australia and occasionally Internationally.

Desirable: experience in military operations or government procurement background/experience
Successful candidates must hold and maintain an Australian Defence Security Clearance at minimum NV1. Eligibility can be found at http://www.defence.gov.au/agsva as well as be eligible to be certified in compliance against ITAR technology access requirements. Requires Australian Citizenship status.
When you join Collins Aerospace (an RTX Company), you are joining a recognised leader and trusted partner in the global defence and aerospace industry. We provide mission support and solutions to protect, secure and defend our nation.
RTX 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, national origin, disability or veteran status, age or any other federally protected class.