Director, Business Development - OEM, Tucson, Arizona

Job Details

Description

Universal Avionics is a leading provider of advanced avionics solutions for the global aerospace industry. With a commitment to innovation and excellence, we design and manufacture cutting-edge avionics systems that enhance the safety, efficiency, and capabilities of aircraft. Universal Avionics seeks a Director of Business Development for Original Equipment Manufacturers who is an experienced avionics professional with relevant experience in expanding business with OEMs.

Summary

The purpose of the position is to expand the business activities of the company with Original Equipment Manufacturers (OEMs) in North America and internationally as may be directed from time to time, positioning yourself as the primary contact for these accounts.

The ideal candidate has a strong affinity for customer engagement, a solid expertise and experience in the business of complex solutions, and the desire to develop business by acquiring new accounts and fostering the collaboration across the customer base, potential 3^rd party suppliers, and with internal stakeholders. The successful candidate will be comfortable with all facets of business development, whether it involves conquering new markets and new customers, but also maintaining and developing existing accounts through better penetration and a larger portfolio.

Essential duties and responsibilities include the following. Other duties may be assigned.

• Spearhead new market expansion projects towards Original Equipment Manufacturers consistent with the Company’s business strategy. Customers may be domestic (North America) or international as will be designated from time to time.
• Develop and maintain key account management plans, and as appropriate be accountable for the implementation of those plans across the Company in accordance with prospective customer requirements and timelines. The dissemination across the Company of relevant customer and market information associated with those plans is an essential duty.
• Lead pursuits and resulting proposal preparation activities in response to customer RFQ/RFP requirements. Lead the approval of the proposed Bid package throughout the organization.
• Manage complex contract business negotiations involving Legal, Finance, and Business Development team members with industry partners, suppliers, and others as necessary.
• Identify and develop strategic partnerships with 3^rd parties to further the Company’s business strategy.
• Analyze market, industry, regulatory and technology trends and drive new market expansion strategies. To that effect, the candidate will partner with the Company’s development teams to incorporate voice of the customer feedback into new products and modifications.
• Attend and participate in trade shows appropriate for the market segment. The candidate will be required to travel periodically to meet prospective customers and represent the Company in business related events. Travel will include visits to the Company’s Tucson, AZ and Duluth, GA facilities.

Competency

To perform the job successfully, an individual should demonstrate the following competencies:

• Customer Experience – Places the customer at the center of all activities; responds promptly to customer needs and manages difficult customer situations when necessary; solicits customer feedback to improve service.
• Strategic Thinking & Business Acumen – Able to quickly grasp varied technical and business concepts and translating them into compelling value propositions for the company’s current and prospective customers. Translates business analytics and customer feedback into sound business propositions.

• Business Analytics – Collects and mines internal and external data, using intuition and experience where appropriate to complement findings, and presents concise and relevant conclusions to stakeholders.
• Continuous Improvement - Strives to continuously expand own knowledge and skills and fosters a continuous improvement approach to own tasks and those of team members.
• Teamwork - Able to build morale and foster team commitment to expansion strategies and account management plans, particularly in a context of informal authority within the Company; recognizes accomplishments of other team members.
• Dependability - Takes responsibility for own actions; keeps commitments; commits the time necessary to reach goals and perseveres in the face of internal or external challenges.
• Professionalism & Ethics - Approaches others in a tactful manner; treats others with respect and consideration regardless of their status or position, or whether under duress; upholds organizational values and trade compliance rules.

Minimum Qualifications

An individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required to perform this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

• Proven track record in business development, sales, or closely related role (technical or business).
• Demonstrated ability to effectively interface across all levels of a customer’s organization, with a similar proficiency to navigate the Company’s organization.
• Successful track record of strategic partnerships in related industry.
• Proficiency in using customer requirements and feedback to help design customized solutions.
• At least 15 years aviation industry experience (technical, operational, business or other).
• Bachelor's Degree (or international equivalent) in Business, Engineering, Aviation or similar field preferred.

Computer Skills

Must have proficiency with MS Office (Word, Excel, PowerPoint, and Outlook) and be familiar with CRM systems such as Salesforce.

Language & Communication Skills

• English language fluency (speaking, reading and writing); other languages an asset
• Strong communication skills both verbal and written

Physical Demands – The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Frequent travel and on short notice may be required to support customer meetings and business development efforts. While performing the duties of this job, the employee is regularly required to sit; use hands to grasp, handle, or feel; reach with hands and arms and talk, see or hear. The employee is occasionally required to stand; walk; climb or balance. The employee must occasionally lift and/or move up to 20 pounds. Specific vision abilities required by this job include close vision and ability to adjust focus.