Sr. Business Development Manager - Global Military
New Hampshire (NH), US
Building the people that build the world.
With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world. Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development. We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world.
As part of Detection and Measurement, Sealite is a leading designer and manufacturer of marine aids to navigation (AtoN) equipment. Offering the broadest portfolio of solutions including marine lighting, navigation buoys, marine floats, port entry lighting systems, lighthouse lighting, and monitoring and control systems, we help people transverse the world safely by sea.
How you will make an Impact (Job Summary)
SPX is a diverse team of unique individuals who all make an impact. As the Sr. Business Development Manager – Global Military you will develop account penetration strategies for new customer acquisition, new business development and new customer relationship management for global militaries. You will create and execute the strategic military plan with long term vision and tactical actions to grow the pipeline and drive sustainable growth
What you can expect in this role (Job Responsibilities)
While each day brings new opportunities at SPX, your core responsibilities will be:
- Key Account Management
- Collaborate with Account Managers, IDIQ PMs, other BD personnel and line management to support cross enterprise objectives and customer engagement.
- Proactively identify new business opportunities Manage selected opportunities, either all the way to award or in the early capture phase.
- Brief business development status to senior management when material changes occur and as required by process
- Customer and Sales support
- Coordinate and conduct meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices
- Participate as required in the business development process, including pipeline reviews, opportunity gate reviews, T&E sessions, and proposal reviews
- Interact routinely with various levels of management, functional leads, other staff, and customers
- Analytics, Research, and Reporting
- Perform market research to qualify new business opportunities, including analysis of customer budgets, capabilities required, current customer preferences, competitive environment assessments, and incumbent strengths and weaknesses
- Work with project and management team on plan development and execution; and provide detailed reports on follow up activities after plan execution
- Support overall strategic planning and linking pursuits/capture activities which support the business development metrics for awards, submits, and pipeline
What we are looking for (Experience, Knowledge, Skills, Abilities, Education)
We each bring something to the table, and we are looking for someone who has:
Required Experience
- Proven track record of successful business development at a variety of acquisition sizes
- Demonstrated access to key customers and industry partners
- Excellent written and verbal communication skills are essential
- Leadership skills to develop, organize and execute significant BD activities, including building industry teams, assessing win probability, and executing customer plans
- Prior experience supporting business development and capture efforts for military agencies
- Candidates must be US Citizens and be eligible to obtain a security clearance
Preferred Knowledge, Skills, and Abilities
- A technical degree is highly desired
- Experience with federal government budget, investments, and acquisition processes
- Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with technical staff, managers, and peers
- Strong, respected relationships within the USDOD, NATO, and/or other foreign militaries
- Self-starter and ability to manage time independently without direct supervision
- The ability to operate at the senior level and influence, negotiate and close
Education & Certifications
- Bachelor’s degree, preferred in related technical field, and 8+ years in a Business Development position. (Additional education, training or experience may be considered in lieu of degree)
Travel & Working Environment
- Ability to travel as needed
How we live our culture
Our culture is at the center of what we do and, more importantly, who we are. Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other. Whether you are an individual contributor or you lead a large team, each of us leads at SPX.
What benefits do we offer?
We know that the well-being of our employees is integral. Our benefits include:
- Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
- Competitive health insurance plans and 401(k) match, with benefits starting day one
- Competitive and performance-based compensation packages and bonus plans
- Educational assistance, leadership development programs, and recognition programs
Our commitment to embrace diversity to build a culture of inclusion at SPX
We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day. We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential.
SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.