Founded in 1918, Kearfott Corporation, a global Aerospace and Defense supplier for over 100 years, is a leader in the design and manufacture of precision motion control products and inertial navigation components. Kearfott has a very long history of innovation and excellence and is the go-to brand for many of our global clients. Kearfott is trusted, respected and plays a vital role in the success of America’s aerospace and defense industries. With over a century of expertise & experience, Kearfott is dedicated to providing quality, reliability, and cutting-edge technology to customers worldwide to meet their sea, land, air, and space navigation and guidance requirements.
We are looking for talented individuals who want to be part of a world-class work force. Join Kearfott and become part of a company that is recognized for technical expertise and respected world-wide as a ‘full service’ provider.
For more information visit our website at www.kearfott.com
Manager, Business Development - Advanced Strike & Defense Systems
Overview
The individual will be part of a customer-facing team responsible for business development and market penetration for Guidance, Navigation, and Motion & Actuation Systems, with a specific focus on advanced precision strike, missile and air defense systems. Preference is for a candidate with a background in weapon-system actuation and missile guidance/navigation technologies. The individual must be a motivated, strategic thinker with a demonstrated ability to lead business development pursuits and activities. The candidate will also function as a leader of capture teams responsible for new business opportunities. This position has the flexibility to work from either GND’s Pine Brook, NJ location, MSD’s Black Mountain NC, or remotely.
Responsibilities:
- Identify and recommend industry / defense markets, and specific customers for Kearfott products.
- Successfully navigate the stages of the government acquisition process.
- Establish relationships with customers (domestic and/or international) and identify high-level decision makers.
- Develop, maintain, and lead execution of the annual Bookings Plan.
- Employ BD techniques to learn customers’ underlying needs and uniquely shape our offerings around those needs, demonstrating an understanding and desire to solve customers’ problems.
- Design the go-to-market strategy for each targeted market and collaborate with the GND/MSD teams on product development, strategy and execution.
- Provide input to pricing models, and market promotion(s) that will grow Kearfott market share.
- Analyze DOD, international and commercial guidance and navigation system requirements / procurements, including supporting technologies, and convert the resulting analysis into business development initiatives.
- Develop and maintain competitive market analyses. Identify, interpret and communicate key market drivers, trends and technologies within the market in order to capture new business opportunities.
- Support development of a strategic business plan that will have a high probability of success.
- Develop marketing materials, including sales kits, white papers, data sheets, and channel promotion information.
- Actively lead and manage internal cross-functional teams in customer sales cycles, including customer proposals and RFP responses. Responsible for ensuring customer proposals, pricing and RFP responses are complete and compliant to customer guidelines.
- Attend and support trade shows and other general industry efforts
- Perform other duties as assigned
- Travel: 50% or more.
Required Skills:
- Strategic thinking, business acumen, market savvy, product/technical depth, presentation skills, credibility with technical teams and customers.
- Strong leadership and persuasive communication skills and the ability to drive timely RFP response from cross-functional teams.
- Ability to develop business approaches and strategies that will have high probability of success of capturing opportunities leading to sustainable and profitable growth of Kearfott.
- Excellent interpersonal, communications and gravitas (written and verbal)
- Drives for results, action oriented.
- 10+ years performing Business Development (sales, marketing, capture, proposal) activities, especially in airborne systems.
- Strong technical background, preferably inertial navigation/motion systems.
- Existing solid industry and DOD relationships
- Hunter mentality with strong understanding of the customer decision making process, quickly building strong relationships with targeted individuals.
- Must understand DoD budgeting process and how targeted opportunities become a Program of Record.
- Previous related military experience a plus.
- Familiar with DCS, FMS, FMF, OTA, and other procurement processes.
- Experience pursuing and capturing International aerospace and defense business opportunities.
- Formal training in the Shipley or equivalent capture process strongly desired.
- Must be a US Citizen.
In compliance with pay transparency requirements, the salary range for this role in New Jersey is $140,000 - $180,000 Annually. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to job-related knowledge and skills, experience, and internal consistency.
Additionally, we offer a medical, prescription, dental, vision, life, and disability insurance, a 401(k) plan with company match, tuition assistance, paid vacation and sick days, paid holidays, and a 9/80 work week with every other Friday off. Our work environment embraces our people as we enjoy monthly employee events that celebrates our workplace culture.
Equal Opportunity Employer/including Disabled/Veterans
