Sr. Manager, Business Development & Sales - Defense & Govt. Market

POSITION SUMMARY

• Manages, coordinates, monitors and controls sales activities and campaigns related to company military aircraft and programs in North America
• Direct Reports – 2 to 5 Indirect Reports or Subordinates

JOB RESPONSIBLITIES

• To define regional priority sales campaigns, sales activities, and pipeline management with the aim of the continuous international growth of Embraer Defense and Security.
• To provide leadership and oversight of all regional sales campaigns by making sure that every opportunity has an effective win strategy and a solid sales campaign plan.
• To support the Sales Executives in all phases of their sales campaigns, by making sure they have a clear understanding of what is the customer value proposition, and the planned actions are aligned with the sales campaign’s priorities. This includes supporting marketing and media activities, working with external relations team, industrial cooperation projects and offsets team and support contract negotiations activities.
• To contribute to the professional development of the Regional Sales Team, coaching them, and providing relevant, timely and accurate performance feedback.
• To maintain an effective dialogue and provide regional valuable inputs for key internal stakeholders. This includes Market Intelligence, Product Strategy, Proposal and Contracts Managers, Program Management, Compliance Agents, Engineering, Marketing, Media and Support teams.
• To maintain effective relationships with key external stakeholders either in direct support of sales campaigns, or as part of a broader strategic business growth. Within North America there is a specific focus on building relationships within USG, DoD/Pentagon, US Armed Forces (all branches), key US OEMSs.
• Supports the affiliated companies within the EDS group specifically in the regional development of international sales and pipeline growth.
• To follow and lead the team’s adherence to Embraer Defense and Security’s Compliance Rules, Ethics and Code of Conducts. This includes, but is not limited to, compliance with FCPA, UKBA, End User regulations, and Embraer Defense & Security’s specific rules on Due Diligence and Know Your Customer procedures.
• To work diligently with the team under responsibility to prepare, review yearly and quarterly forecasts using the process and tools defined by the company.
• To identify, contract and manage regional consultancies in support of sales and BD activities.
• To maintain strict adherence to direct orientations from company leadership regarding business strategy and associated actions and decisions.

ESSENTIAL KNOWLEDGE, SKILLS AND ABILITIES

Education:

A minimum of a master's degree in Aeronautical Engineering, Marketing, Economics, or Business Administration. Preference for MBA.

Experience:

A minimum of 10 years in management of military aircraft sales activities preferably acquired in a large aviation/aeronautical/defense industry.

Experience in formulating business development strategies and driving competitive initiatives. Extensive knowledge of the military acquisition process

U.S. citizen required, military experience preferred.

Experience in working with or for U.S. prime contractors

Current or previous Top Secret US clearance status

Experience in leading senior teams in the defense environment

Knowledge, Skills & Abilities:

Sales finance basic fundamentals, Embraer and competitor's military products and services, sales & marketing techniques focused on military products and services, commercial proposals techniques, negotiation/presentation techniques.

Language proficiency in English and Portuguese (desired).

Planning (Target Program process management), finance fundamentals (budget & analysis), employment law (sexual harassment, disability, discrimination, labor laws, etc.), business vision & competitiveness.

MS Office Suite (Word, Excel, Power Point, and Access), SAP, SalesForce.

Planning and analysis capabilities, business player, adaptable and resilient, exhibits self-control, responsible, organized self-starter, good communicator, assertive, helpful and a team player.

Ability to effectively communicate. Builds and maintains interpersonal relationships. Teambuilding, problem solving and time management skills. Must be flexible and able to multi-task. Focuses on customer’s needs.


Working Conditions / Environment/ Special Requirements

Ability to work in a safe professional manner adhering to all regulatory requirements including, OSHA, EPA, State and Federal regulations.

Travel requirements: 51% - 75%

GENERAL COMMITMENT FOR ALL EMPLOYEES

Commitment to company values and complies with department norms, policies, directives, and procedures.

Incorporates Lean and P3E processes and concepts into daily activities.

Strive for continuous improvement to processes and procedures.

Honors and protects confidential and proprietary documents and information.

Satisfies work schedule requirements.

The job description is not designed to cover or contain a comprehensive listing of all activities, duties or responsibilities that are required by the employee. Performs other duties as assigned.

Embraer is an Equal Opportunity Employer.