Overview
Overview
The Business Development Director - Middle East is responsible for the identification and business development of prospective UAS customers in the Middle East region. This position is responsible for the direction of all strategic and tactical efforts as they relate to supporting existing business as well as capturing new business in the region. This includes recommending potential partnerships, joint ventures and / or representations, substantiated by research and due diligence results in the specifics of each campaign, to include factors relating to geopolitics, government requirements, and customer operational demands, and familiarity with regional cultures and customs.
Position Responsibilities
Responsibilities
- Responsible for the Middle East major international market segments / regions with full responsibility for business strategy, capture plan development and execution, and progressive sales growth in alignment with AV strategic plans
- Provides thought leadership and strategic guidance to the following areas :
Analyzes current and new markets, develop campaign / capture strategies to grow our business
Gathers pertinent information on market, customer structure, and the competitionIdentifies funding sources and sales vehiclesInterfaces with local US Government teamsIdentifies initial customers and technical / operational requirements including identifying influencers and key decision makers, determine ‘price-to-win’ and shape requirements towards AV productsResponsible for Sales Forecast and AOP planning, tracking and status reporting to Intl Market Segment Lead in support of global sales operationsIdentifies and develops key “value-add” partnerships that support AV strategic international growth goalsBuild and maintain trusted and solid relationships across the customer organization at all levels, while facilitating the same for others within AeroVironmentIdentification and creation of new business opportunities, primarily government but may include civilStrengthens the company’s reputation within the customer organizationUtilizes new business processes and Customer Relationship Management (CRM) toolCreates capture strategies and execution plans with compelling win strategies for ongoing and new business opportunitiesSupports monthly forecast review presentations to leadership, as well as annual strategic planning effortsPrioritizes investment decisions for review, based on customer requirements, and the pipelineIdentify funding sources, sales vehicles, influencers and decision-makers at prospective customersCommunicates regularly with management and work closely with PLM to provide feedback and recommendations substantiated by progressive knowledge of the customer and competitor landscapes.Qualifies new leads and set up meetings to communicate customer requirements, campaign needs, and due diligence resultsIn conjunction with the Marketing, Flight Ops, Project Management, and Customer Support Departments, organizes and supports trade shows, flight demonstrations, training, and customer service visitsOther duties as assignedBasic Qualifications (Required Skills & Experience)
Bachelor’s degree in Business Administration or relevant discipline; Advanced degree is preferredMinimum of 12 years of relevant Business Development experience. Prior relevant experience working with customers within the region and understanding customer requirements / needs / issues, with demonstrated success.In-depth knowledge of geopolitics, regional and in-country operational needs relating to autonomous systems, both aerial and ground.Extensive understanding of cultural and political attributes of countries in the area. Proficiency in Arabic language requiredDemonstrated experience in writing proposals and winning contractsStrong track record of successful sales of autonomous systems to defense & security entities in the Middle East, particularly in Saudi Arabia and the UAEExperienced in foreign material sales (FMS), direct commercial sales (DCS), export licensing requirements, FCPA regulations, and interfacing with pertinent foreign and US government channels in areas of operationMust be living in the Middle East regionMust have a valid driver's license and clean DMV recordOther Qualifications & Desired Competencies
Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective waysStrong Business Development acumenStrong understanding of USG acquisition and program planning processesDemonstrated business experience working with cross-functional teamsStrong communication, negotiation, strategic planning and interpersonal skillsComputer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)Able to excel in a fast-paced, deadline-driven environment, where small teams share a broad variety of dutiesAble to work with a high level of independence as well as of a part of high-energy teamsDisplays strong initiative and drive to accomplish goals and meet company objectivesTakes ownership and responsibility for current and past work productsIs committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the companyPhysical Demands
Ability to work in an office and home office environment (Constant)Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (Constant)Ability to travel extensively, both domestic and international, sometimes on short noticeSpecial Requirements
U.S. Citizen, U.S. Permanent Resident (Green Card holder) or asylee / refugee status as defined by 8 U.S.C. 1324b(a)(3) required.Salary and Benefits
The Salary Range For This Role Is $139,371 - $197,400AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate’s work experience, education / training, and key skills.Benefits : AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9 / 80 work schedule and a paid holiday shutdown. For more information about our company benefit offerings please visit : http : / / www.avinc.com / myavbenefits.ITAR Requirement
This position requires access to information that is subject to compliance with the International Traffic Arms Regulations (ITAR) and / or the Export Administration Regulations (EAR). Applicants must qualify as a U.S. person under ITAR / EAR, or be approved for an export license as required. A U.S. person means a U.S. citizen, U.S. lawful permanent resident, or protected individual such as a refugee or asylee.We are an Equal Opportunity Employer
Join us today in developing the next generation of small UAS and tactical missile systems. We are proud to be an EEO / AA employer, and welcome all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status.
What We Do
Building on a history of technological innovation, AeroVironment designs, develops, produces, and supports an advanced portfolio of unmanned aircraft systems (UAS) and tactical missile systems. Agencies of the U.S. Department of Defense and allied military services use the company’s hand-launched UAS to provide situational awareness to tactical operating units through real-time, airborne reconnaissance, surveillance, and target acquisition.
ITAR
#J-18808-Ljbffr
