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Business Development Manager

Job Description

Innovators with Insight 

Cobham's values of Trust, Talent and Technology have driven us from our launch in 1934 by Sir Alan Cobham, an aviation innovator, to becoming a global leader in state-of-the-art aerospace and defense systems. The insights of our innovators today will secure our collective future.  Innovators like you.

About Cobham:

Cobham is one of the world's leading companies engaged in the development, delivery and support of leading-edge aerospace and defense systems in the air, on land and at sea. Our clients and partners trust Cobham to deliver the mission-critical technology they need and we trust our employees to draw on their ingenuity and passion to deliver those solutions. This leads to an empowering culture for our people. Our Leadership team is open, sharing plans for the next five years, driving retention by offering demanding, exciting work, and providing full guidance and mentoring. 

Cobham plc products and services have been at the heart of sophisticated military and civil systems for more than 75 years, keeping people safe, improving communications, and enhancing the capability of land, sea, air and space platforms. The Company has four divisions employing more than 12,000 people on five continents, with customers and partners in more than 100 countries and annual revenue of some £1.9bn /US$3 billion+.

Cobham Advanced Electronic Solutions Inc. is actively seeking a Business Development Lead within its IES Microwave Solutions Business Unit.   This role requires a highly motivated and highly effective individual to drive new business.     

Reporting directly to the Microwave Solutions BD Director, this role will be responsible to create, identify, qualify, pursue and win new business opportunities related to Cobham’s Microwave Solutions products and capabilities.  Candidate should be comfortable conversing in the key areas of this technology domain for Radar, EW and other related markets with a particular emphasis on airborne, shipboard and space applications. 

In this role, key responsibilities will be:


  • Owning and driving all aspects of the BD/Sales pipeline from opportunity creation/identification to opportunity closure.

  • Identifying, developing and executing pursuit strategies and capture plans for new business opportunities.

  • Understanding market dynamics and the competitive environment to ensure product delivery strategies are positioned to maximize value for our customers as well as internal financial goals.  

  • Owning sales order forecasting, response and follow-up to request for quotes, opportunity pipeline and status.  Responsible as the single point of ownership for your opportunities.

  • Driving the business case for opportunities and briefing pursue/no pursue and bid/no bid recommendations to senior management.

  • Leading customer engagements related to new business opportunities.

  • Evaluating funding sources, competitive environment assessment, value propositions, win strategy, technology applicability, market dynamics, price-to win-analyses and determination of win probability.

  • Understanding and translating customer operational needs to requirements and actions that can be addressed by the Cobham internal team.  

  • Driving Business Development processes and effectively communicating to senior internal and external customers.

  • Contributing to internal business strategy development including market analysis, product and technology roadmaps and other marketing tasks.

  • Identifying and influencing product and technology requirements for current and future product developments.


Key Measures & Milestones:


  • Orders funding targets and timing, pipeline growth, customer relationships

Job Requirements

Minimum Requirements: 


  • Bachelor’s Degree, or equivalent, plus 10 years’ experience, five of which must have been in a management position within Program Management, Business Development, or Engineering discipline.

  • Understanding of DoD budgeting and roadmap processes and experience developing complementary strategic plans

  • Experience with Government Acquisition Offices

  • Experience with major DoD prime contractors

  • Experience leading successful structured new program activities

  • Experience with Radar, communications and/or Electronic Warfare systems

  • Deep understanding of customer needs and developing requirements and strategies for development of opportunities

  • Exceptionally strong interpersonal and communication skills

  • Strong interoperability skills in dynamic environments, a team player

  • Willingness to travel ~35-50%

  • Active Secret security clearance or previously held Secret security clearance with ability to re-activate


Desired Qualifications:


  • Experience developing and executing capture plans for specific business opportunities

  • Experience selling at mid-tier and component level – RF systems, Gimbals, Antennas, Rotary Joints, Transmission systems (waveguide, cables, diplexers, couplers, etc.)

  • Established relationships with DoD and defense contractor customers

  • Multilingual a plus

  • Local to Exeter NH or ability to relocate

  • Understanding of Radars, Communications and/or Electronic Warfare market including current and projected requirements and programs

  • Advanced degree in a technical field or business administration or management

  • Demonstrate Cobham’s SPIRIT values (Safety/Security, Performance, Innovation, Relationships, Integrity, Trust)

  • Demonstrated competency in Cobham’s functional competencies for BD/Sales and Program Management


Key Leadership Competencies:


  • An authentic and believable leader who communicates with conviction and humility and is able to engender trust throughout the organization.

  • A natural communicator and influencer, using such strengths in often difficult and complex situations.

  • Strong emotional intelligence.

  • Enthusiasm for building high-performing teams. 

  • An approachable, hands-on and “roll up the sleeves” management style with attention to detail.  Keen business judgement with the ability to provide fresh, proactive insight. 

  • A willingness to be out among the employees and the customers listening to their ideas and concerns while gaining their trust and support.

  • A communication style which instills confidence and can cross organizational boundaries.

  • An entrepreneurial orientation, yet with the skills and savvy to work within the existing company culture and help to evolve into the desired culture.

  • Flexibility and problem-solving capabilities

  • High energy level and strong action orientation. 


Additional Requirements:


  • US Citizenship

  • Selected applicant will be subject to a government security investigation and must meet the eligibility requirements for access to classified information.


Security:
All applicants must be a U.S Citizen or U.S Person as defined by ITAR (a lawful permanent resident or someone who is a protected individual as defined by 8 U.S.C.1324b(a)(3)). In order to be eligible for positions requiring a Security Clearance, you must be a US Citizen.

Job Snapshot

Location US-NH-Exeter
Employment Type Full-Time
Pay Type Year
Pay Rate $105,000.00 - $120,000.00 /Year
Store Type
Apply

Company Overview

Cobham plc

Cobham Advanced Electronic Solutions (CAES) is a multi-industry company employing more than 3,500 talented makers, thinkers, innovators, and doers nationwide. We build things that solve challenging problems in commercial, defense and security markets, from deep space to the depths of the ocean. We serve customers in industries spanning defense, aerospace, security, medical, and industrial markets. Learn More

Contact Information

US-NH-Exeter
Snapshot
Cobham plc
Company:
US-NH-Exeter
Location:
Full-Time
Employment Type:
Year
Pay Type:
$105,000.00 - $120,000.00 /Year
Pay Rate:
Store Type:

Job Description

Innovators with Insight 

Cobham's values of Trust, Talent and Technology have driven us from our launch in 1934 by Sir Alan Cobham, an aviation innovator, to becoming a global leader in state-of-the-art aerospace and defense systems. The insights of our innovators today will secure our collective future.  Innovators like you.

About Cobham:

Cobham is one of the world's leading companies engaged in the development, delivery and support of leading-edge aerospace and defense systems in the air, on land and at sea. Our clients and partners trust Cobham to deliver the mission-critical technology they need and we trust our employees to draw on their ingenuity and passion to deliver those solutions. This leads to an empowering culture for our people. Our Leadership team is open, sharing plans for the next five years, driving retention by offering demanding, exciting work, and providing full guidance and mentoring. 

Cobham plc products and services have been at the heart of sophisticated military and civil systems for more than 75 years, keeping people safe, improving communications, and enhancing the capability of land, sea, air and space platforms. The Company has four divisions employing more than 12,000 people on five continents, with customers and partners in more than 100 countries and annual revenue of some £1.9bn /US$3 billion+.

Cobham Advanced Electronic Solutions Inc. is actively seeking a Business Development Lead within its IES Microwave Solutions Business Unit.   This role requires a highly motivated and highly effective individual to drive new business.     

Reporting directly to the Microwave Solutions BD Director, this role will be responsible to create, identify, qualify, pursue and win new business opportunities related to Cobham’s Microwave Solutions products and capabilities.  Candidate should be comfortable conversing in the key areas of this technology domain for Radar, EW and other related markets with a particular emphasis on airborne, shipboard and space applications. 

In this role, key responsibilities will be:


  • Owning and driving all aspects of the BD/Sales pipeline from opportunity creation/identification to opportunity closure.

  • Identifying, developing and executing pursuit strategies and capture plans for new business opportunities.

  • Understanding market dynamics and the competitive environment to ensure product delivery strategies are positioned to maximize value for our customers as well as internal financial goals.  

  • Owning sales order forecasting, response and follow-up to request for quotes, opportunity pipeline and status.  Responsible as the single point of ownership for your opportunities.

  • Driving the business case for opportunities and briefing pursue/no pursue and bid/no bid recommendations to senior management.

  • Leading customer engagements related to new business opportunities.

  • Evaluating funding sources, competitive environment assessment, value propositions, win strategy, technology applicability, market dynamics, price-to win-analyses and determination of win probability.

  • Understanding and translating customer operational needs to requirements and actions that can be addressed by the Cobham internal team.  

  • Driving Business Development processes and effectively communicating to senior internal and external customers.

  • Contributing to internal business strategy development including market analysis, product and technology roadmaps and other marketing tasks.

  • Identifying and influencing product and technology requirements for current and future product developments.


Key Measures & Milestones:


  • Orders funding targets and timing, pipeline growth, customer relationships

Job Requirements

Minimum Requirements: 


  • Bachelor’s Degree, or equivalent, plus 10 years’ experience, five of which must have been in a management position within Program Management, Business Development, or Engineering discipline.

  • Understanding of DoD budgeting and roadmap processes and experience developing complementary strategic plans

  • Experience with Government Acquisition Offices

  • Experience with major DoD prime contractors

  • Experience leading successful structured new program activities

  • Experience with Radar, communications and/or Electronic Warfare systems

  • Deep understanding of customer needs and developing requirements and strategies for development of opportunities

  • Exceptionally strong interpersonal and communication skills

  • Strong interoperability skills in dynamic environments, a team player

  • Willingness to travel ~35-50%

  • Active Secret security clearance or previously held Secret security clearance with ability to re-activate


Desired Qualifications:


  • Experience developing and executing capture plans for specific business opportunities

  • Experience selling at mid-tier and component level – RF systems, Gimbals, Antennas, Rotary Joints, Transmission systems (waveguide, cables, diplexers, couplers, etc.)

  • Established relationships with DoD and defense contractor customers

  • Multilingual a plus

  • Local to Exeter NH or ability to relocate

  • Understanding of Radars, Communications and/or Electronic Warfare market including current and projected requirements and programs

  • Advanced degree in a technical field or business administration or management

  • Demonstrate Cobham’s SPIRIT values (Safety/Security, Performance, Innovation, Relationships, Integrity, Trust)

  • Demonstrated competency in Cobham’s functional competencies for BD/Sales and Program Management


Key Leadership Competencies:


  • An authentic and believable leader who communicates with conviction and humility and is able to engender trust throughout the organization.

  • A natural communicator and influencer, using such strengths in often difficult and complex situations.

  • Strong emotional intelligence.

  • Enthusiasm for building high-performing teams. 

  • An approachable, hands-on and “roll up the sleeves” management style with attention to detail.  Keen business judgement with the ability to provide fresh, proactive insight. 

  • A willingness to be out among the employees and the customers listening to their ideas and concerns while gaining their trust and support.

  • A communication style which instills confidence and can cross organizational boundaries.

  • An entrepreneurial orientation, yet with the skills and savvy to work within the existing company culture and help to evolve into the desired culture.

  • Flexibility and problem-solving capabilities

  • High energy level and strong action orientation. 


Additional Requirements:


  • US Citizenship

  • Selected applicant will be subject to a government security investigation and must meet the eligibility requirements for access to classified information.


Security:
All applicants must be a U.S Citizen or U.S Person as defined by ITAR (a lawful permanent resident or someone who is a protected individual as defined by 8 U.S.C.1324b(a)(3)). In order to be eligible for positions requiring a Security Clearance, you must be a US Citizen.

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