Basic Job Purpose:
The Vice President of Business Development is responsible for developing and executing the company's strategic growth initiatives across the aerospace and defense government and commercial industrial markets.
Reporting to the Chief Marketing Officer, the Vice President of Business Development serves as a key member of the senior leadership team and is responsible for driving sustainable revenue growth by securing contracts to provide products and manufacturing services including precision machining, metal fabrication, welding, and complex electromechanical and mechanical assemblies to support mission-critical defense and naval programs.
Assignment of Functions and Responsibilities:
- This executive leader will identify strategic opportunities, cultivate customer relationships, lead capture activities and expand the company's market position.
- Builds and maintains a robust pipeline of qualified opportunities across government and commercial defense markets.
- Represents the company at industry conferences, trade associations, customer meetings and government events.
- Establishes and maintains executive-level relationships with:
- Prime aerospace and defense contractors
- Shipbuilders and related maritime vessel engineering and manufacturing specialists
- Tier I and Tier II defense suppliers
- Government procurement organizations
- U.S. Department of Defense agencies
- U.S. Navy program offices
- Serves as the primary executive contact for strategic customer accounts.
- Leads opportunity identification, qualification, and capture efforts from early pursuit through contract award.
- Collaborates with engineering, operations, estimating, program management and finance teams to ensure opportunities align with operational capabilities and develop winning proposals.
- Supports contract negotiations and transition to contract award efforts.
- Develops strategic alliances with prime contractors, OEMs, and complementary manufacturing partners.
- Identifies teaming opportunities that expand the company's capabilities and market reach.
- Manage 3rd party sales representatives for international and domestic pursuits and opportunities.
Minimum Requirements for Education, Skillset, Qualifications, and Experience:
- Must be a US Citizen
- Bachelor's degree in Business, Engineering, Manufacturing or related field. MBA preferred.
- Minimum of 10-15 years of progressive business development or capture management experience in a manufacturing environment focused on metal fabrication, machining, welding and assembly for defense applications.
- Demonstrated success in winning complex manufacturing contracts supporting defense and naval customers.
- Established network within the defense industrial base, including prime contractors and naval programs.
- Excellent executive communication, negotiation, and presentation skills.
- Ability to travel approximately 30-50%.
- Proficient in MS office (Excel, PP, Word)
Preferred Skills and Experience:
- Experience supporting U.S. Navy shipbuilding and submarine programs.
- Familiarity with defense manufacturing quality systems, including AS9100, ISO 9001, NAVSEA standards, and military specifications.
- Experience with FAR/DFARS requirements and government procurement regulations.
- Existing relationships with major defense contractors such as Huntington Ingalls Industries, General Dynamics, Lockheed Martin, RTX, BAE Systems, Northrop Grumman and others.
Key Competencies:
- Executive Presence
- Business Acumen
- Customer Relationship Management
- Opportunity Qualification
- Capture Strategy
- Government Contracting
- Negotiation
- Market Intelligence
- Communication & Presentation
- Results Orientation
Performance Metrics:
Success in this role will be measured by:
- Revenue growth
- New contract awards / additions to backlog
- Qualified opportunity pipeline value
- Customer retention and satisfaction
- Strategic account growth
- New customer acquisition
- Market expansion into targeted sectors
- Achievement of annual business development objectives