Reporting to the senior executive for Aurora’s Unmanned Aerial Systems (UAS) marketing strategy and business development efforts and processes. Key mission is to (1) Develop & Execute UAS Sector short and long term strategy and roadmap, (2) develop and lay out UAS Market opportunity priorities for Aurora, and (3) create and execute detailed Pursuit Plans that achieve annual sales and revenue results.
Primary initial market and industry focus is US GOV / DOD
Position Objectives Include:
Primary Focus and goal in first 3-6 months are to develop and execute UAS capture plan and roadmap.
Executing on the plan drive intermediate and long term revenue and bookings backlog.
Assess and devise other applications of Aurora UAS technologies and / or platforms.
Key Tasks & Responsibilities:
Identifies, Develops, Qualifies, Captures, and secures US GOV / DOD Wins on UAS products and services, while continually managing a robust growth pipeline and relationship network.
Within US GOV / DOD, employs intimate regional, cultural, relationship information, customer knowledge, market information, competitive Intel, and business skills to understand where opportunity lies before the competition. Drives to have customer value propositions before competitors understand the opportunity exists.
Exhibits an entrepreneurial spirit to motivate and engage team members.
Develops and presents accurate, concise, and timely opportunity decision briefings.
Active involvement in proposal development and review teams. Represents customer perspectives on capture/proposal teams, strategy reviews, etc.
Creates a sales and orders pipeline. Ready to take the lead on pipeline reviews and discussions of sales strategy and tactics to win the new business as often as requested. Includes clear, thorough and consistent UAS and international market analyses: market trends, product performance, market opportunities and potential risks.
Working with product line UAS Program Managers, create increased customer follow-up discipline and improved sales operations. Collaborate with internal product teams, working to imbed an external market point of view. Influence internal teams by building and defending cogent arguments and challenging assumptions; Influence business decisions by challenging conventional wisdom with considered, data based points of view.
Key Relationship Executive. Continually interfaces and builds positive relationships with all levels of UAS Sector customers to understand their requirements, goals, dreams and concerns.
Develops and maintains a strong executive level relationship with competitors, partners and subcontractors aligned with this market.
Perform all duties in accordance with the company’s values, corporate directives, government and industry regulations and guidelines.
An MBA or other advanced degree with an understanding of Aircraft and Unmanned Systems strongly preferred.
A keen understanding of the federal acquisition process, budgets, and targeting and developing, and maintaining lasting international revenue streams.
An intimate knowledge of the US GOV / DOD market sector.
Strong capture management skills.
A solid base of experience in product marketing, market analysis/research, competitive intelligence, sales and market forecasting.
US Military background is a strong plus, especially as it relates to Aerospace and Unmanned Systems.
Personal Skills & Competencies
Tenacious and entrepreneurial leader.
Strong analytical skills.
Excellent interpersonal, communication and presentation skills (both written and oral).
Ability to work constructively within a team environment and step up and lead teams when asked.
Ability to work under pressure and tight deadlines in a fast-paced environment with many competing internal and external constituencies.
Excellent organizational skills and the ability to balance several on-going projects simultaneously.
Understanding of strategy and financial analysis techniques.
Knowledge of assessment approaches for new business opportunities a plus.
Must be a US Person (US Citizen or US Permanent Resident/Green Card Holder).
Aurora Flight Sciences is an Equal Opportunity Employer
Aurora Flight Sciences is a leader in the development and manufacturing of advanced unmanned systems and aerospace vehicles. We are headquartered in Manassas, Virginia and operate production plants in Bridgeport, West Virginia and Columbus, Mississippi. Aurora has Research and Development Centers in Cambridge, Massachusetts, Dayton, Ohio and Mountain View, California, and a European office, Aurora Swiss Aerospace, located in Luzern, Switzerland.
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