Director of Business Development

Laurel, MD, United States

Company Overview

ARA is a C5ISR company that designs, manufactures, tests, and installs cutting edge antenna technologies to keep our joint forces secure, superior and safe. We create and deliver a vast array of products for both military and civilian applications that combine innovative discoveries from companies we’ve acquired, including SI2 Technologies and AQYR, whose technologies complement and enhance our trusted systems. Our capabilities span from Electronic Warfare and Military Communications to Radar and Satellite Systems. For more than 60 years, ARA has provided our military with unparalleled information, improved situational awareness, immediate threat detection and precision targeting.

From ideation to installation, ARA supplies unique antenna systems in both high-volume and smaller quantities to meet our customers’ needs and ensure success. Our US locations have fully staffed outdoor antenna test ranges, engineers, and on-site manufacturing lines and machine shops.

At ARA, our employees are our most valuable resource and are at the core of our success. We are committed to an environment that values and respects the talents and expertise of our employees and provides continuous opportunities for growth.

We invite you to be a part of our team.

Our Product Portfolio Includes:

Electronic Warfare: Antenna Solutions (Jamming, SIGINT, ELINT, Directional Finding), Airborne Systems (Interferometer Arrays, ISR Arrays, Low Profile Conformal Phased Arrays), Threat Emitter Systems (Active Electronic Steerable Arrays, AESAs, PESAs & Parabolic Solutions), Electronic Counter Measure Systems (Wide-band, High Power AESAs) & Signal Mitigation, Low Observable (LO) Radiation Controlled Products.

MILCOM: UHF/MOUS SATCOM Data Links (Aircraft, Vehicle, Fixed Site & Man-Portable), Smart Antennas, Smart Munitions & RF Sensors

RADAR: AESA Radars (Tactical IFF Systems, Missile Seekers), Weather & Coastal Radars (Feeds, Reflectors and Pedestals).

SATCOM: VSAT Terminals, Feeds & Reflectors, Multi-Band, Multi-Orbit AESA.

Job Summary

The Business Development Director will maintain and expand relationships with strategically important customers. Assigned to a territory, the Business Development Director is responsible for achieving sales quota, assigned strategic account objectives and management and growth of sales representatives within the Territory.

The Business Development Director represents the entire range of ARA products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by ARA.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Establishes productive, professional relationships with key personnel in assigned customer accounts.

Coordinates the involvement of company personnel, including support, service, and management resources, to meet account performance objectives and customers’ expectations.

Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.

Proactively leads a joint, strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period, for assigned customers.

Proactively assesses, clarifies, and validates customer needs on an ongoing basis.

Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary ARA personnel.

Accurate and up to date customer procurement forecasting; identifying and calibrated input from customer staff, influencer, and decision makers within the account and or program of interest.

Salesforce CRM entry, support, reporting, and regular periodic tracking updates, including stage management, value, PGO, PWIN, and closing dates.

Adopting and developing guidance knowledge of standard antenna product lines.

Position Qualifications

Competency Statement(s)

Accountability - Ability to accept responsibility and account for his/her actions.

Job Knowledge- Understand facets of job, aware of duties and responsibilities, keeps job knowledge current.

Communication – Ability to communicate thoughts clearly, both oral and written.

Dependability – Meets deadlines, works independently, accountable, maintains focus, good attendance record.

Quality – Strives to eliminate errors, accurate work is a priority, seeks opportunities to improve products/services.

Ethics – Honest, accountable, maintains confidentiality.

Initiative – Acts, seeks new opportunities, strives to see projects to completion.

Decision Making – Able to reach a decision, takes thoughtful approach when considering others, makes difficult decisions.

Customer Service – Works well with customers, promotes a positive image of the company, strives to solve issues raised by customers.

Sales Skills – Understands marketplace, works to meet prospect/customer needs, effective closing technique.

Technical Skill – Maintains current knowledge of processes/equip, uses technology to increase performance/productivity.

Sales Goal – Strives to maintain sales quota, respect, and achieve sales goals.

Experience and Skills

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.

Military experience, a plus

Understanding of DoD contracts.

Experience in identifying, planning, and capturing key DoD programs.

Ability to lead a multi-function team.

Contemporary knowledge of associated DoD acquisition programs, DoD budgeting and acquisition lifecycle (planning through award)

Proficiency in CRM software, such as Salesforce.

Knowledge of account relationship management strategies.

Ability to both create and close deals.

Critical thinking and ability to solve problems.

Ability to qualify for a security clearance, a plus.

Education

Bachelor’s degree (Engineering or Business or a related field a plus)

Technical degree or 10+ years of industry experience preferred.

Antenna Research Associates, Inc. and its subsidiaries encourage diversity in the workplace; we are an Equal Opportunity Employer. Race/Color/Gender/Sexual Orientation/Gender/ Identity/Religion/National Origin/Disability/Veteran

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