Senior Director, Business Development SMS

Terma Inc (TUS), the US subsidiary of Denmark based Terma A/S, is searching for a highly qualified Senior Director, Business Development (BD)- Surveillance & Mission Systems (SMS) to join our team of exceptionally dedicated professionals in an exciting and rewarding fast paced highly successful company. Leveraging the outstanding Terma reputation and our strong relationship with the US DoD, Homeland Security and large Prime Contractors for more than three decades, Terma has developed a significant presence in the U.S. as provider of mission critical solutions for aerospace, defense and security sectors. We are known as an independent, agile, and fast responding partner for mission customized solutions. For further information, please visit www.terma.com.

Location: Atlanta, GA, Warner Robins, GA, Washington D.C. or Remote

The Challenge:

The Senior Director, BD SMS is the Business Development and Sales lead of the North American market for Terma’s Surveillance & Mission Systems product/application areas.  You will be responsible for setting strategies and meeting order intake targets through sales and partnerships to a variety of US and broader North American customers, both commercial and government, in addition to serving a global market through US based system integrators and Foreign Military Sales (FMS).

The market consists of Land based and Naval Security and Surveillance solutions. Products consist of Surveillance Radar and Command & Control technology.

The Senior Director, BD SMS will directly manage and lead a team of dedicated business development resources to success but will also work closely with the global SMS organization to create joint strategies, collaboration and support international sales.

Main tasks include:

• Create short, medium and long term North American regional sales strategies and related opportunity pipeline in line with regional and global business and product strategies


• Convert pipeline into signed order intake according to developed budgets and growth targets


• Create and implement new sales strategies to increase regional market share and enter adjacent markets


• Build sales channels to meet strategic objectives


• Build pipeline through new and existing customers and partners


• Work in an international matrix organization with cooperation from European parent organization and regional sales offices


• Manage internal stakeholders – business area management, executive management, support functions, etc.


• Manage external stakeholders – understand and develop customers, partners and end-users

Qualifications:

Minimum Education and Experience:

• Bachelor’s Degree in Business, Engineering, or related field and minimum of 10 years strategy and sales experience in the commercial, government and military radar/sensor market or equivalent experience

Required Skills and Experience:

• Experience in creating successful business development and sales strategies in the sensor/radar market space


• Experience working with both lower complexity product sales and with high complexity solution sales


• Experience directly managing a business development team with goal-oriented performance objectives


• Experience working with optimization of opportunities and pipeline management, capture and proposal management, performance management and motivation


• Experience working in a matrix organization with regional and international stakeholders


• Experience in developing business opportunities and sales campaigns for end users and prime contractors


• Self-driven: Ability to work independently or as part of an international team


• Entrepreneurial: Ability to evaluate and create high impact business strategies with minimal oversight


• Strong business acumen with demonstrated ability to create, communicate and solicit support of business cases


• Excellent interpersonal skills and ability to navigate in complex organizations and markets


• Demonstrated ability to communicate effectively with customers as well as with team members working remotely.


• Microsoft Office experience (Excel, Outlook, PowerPoint, etc.)


• Willingness to travel 15% CONUS and OCONUS

Preferred Skills and Experience:

• Considerable knowledge and experience working in multi-national businesses adapting to cultural and ways of working preferences


• Master’s Degree in Business or Engineering with business development experience


• Experience in business development with U.S. Government agencies including the Department of War and Foreign Military Sales process


• Experience/knowledge of Radar, Sensor and Command & Control products and markets

Terma Inc. is an Equal Opportunity Employer, including disabled and veterans.