Director International Business Development- Remote

Director, International Business Development

Leads the identification and qualification of international opportunities for small arms in the military and law enforcement sectors. Drives the growth of the international business through the development and maintenance of relationships with new customers, end users and country partners. Shared accountability to shape and win new business through a balanced focus on customer value and ensuring the customer’s requirements are understood. Develops and leads capture strategies including business solutions and resource aspects (personnel, financial, technical) for the pursuit of opportunities, identifies potential customers, assesses market trends, conducts competitive analysis, and assesses Position-To-Win (PTW). Leads and manages all activity related to non-traditional RFI and RFQ processes.

The successful candidate:

• Represents the business effectively at customer meetings, trade shows, and conferences.
• Should have a background in armaments discipline, with a solid understanding of the international small arms market.
• Will initiate and participate in bid and proposal activities and deliver executive-level presentations on new business opportunities, supporting capture teams in developing opportunity-specific win strategies as part of proposal development and capture execution.
• Gathers and maintains information on the requirements, organization, budget and preferences of customers and competitors' strategies, prices, methods of operation and performance.
• Delivers sales objectives by living and driving a culture of ownership and accountability.
• Anticipates and care for customer’s needs, create and maintain long lasting relations.
• Responsible for the Key Performance Indicator (KPIs): (a) Sales Growth with current portfolio; (b) Number of strategic sales engagements with new customers; (c) Value of new qualified Leads in the funnel; (d) Value of Contracts Signed; and (e) Value of revenues generated from signed deals.
• Will create sustainable growth in international markets per organization growth plan and margin requirements.
• Monitors and ensures adherence to our policies, related procedures, and instructions.
• Will work in a team and will support adjacent Lines of Business (LOB) in the company.

Personal Attributes:

• Self-initiated, resilient, dynamic, pragmatic, used to organizing the work hands-on daily.
• Entrepreneurial commitment and determination - pro- active attitude to work.
• Willing and able to undertake extensive domestic and international travel. 25% to 40% international travel for customer meetings and tradeshows
• Proven track record in in high quality, collaborative defense supply and project management in the federal government, government agencies and/or private sector.
• Customer-centric attitude - Serves as a relationship manager with potential teammates, subcontractors, and other international capture leads.
• Complete personal integrity, openness and honesty in discussions and negotiations
• Full dedication to delivering sales results.

Required Skills:

• Knowledge of CRM and SAP is an advantage.
• Contract negotiation experience, through a demonstrated track record of negotiating success.
• Proficiency in English, both verbal and in written communications.
• Bachelor’s degree or higher from a recognized University or an acceptable combination of education, training and/or relevant international business development work experience in the armament sector.
• Experience in planning, drafting, defending, submitting, and managing major proposals in response to international calls for bids would be a key asset.
• Experience working with and developing productive relationships with strategic partners and distributors within Federal departments and agencies, and with foreign governments/ agencies at all levels.
• Knowledge of the small arms market is an advantage.
• Minimum seven (7) years of proven experience in Business Development and Sales and/or project development in an international business environment in the Defence and/or Law Enforcement sector, at least 3 years of that in an international context and/or government context.
• Demonstrated track record in leading a team, with full accountability, to achieve assigned business objectives including the development of business strategies and operating plans.