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Director - Microwave Solutions Business Development
Exeter-NH-US

 

Innovators with Insight

Cobham's values of Trust, Talent and Technology have driven us from our launch in 1934 by Sir Alan Cobham, an aviation innovator, to becoming a global leader in state-of-the-art aerospace and defense systems. The insights of our innovators today will secure our collective future.  Innovators like you.


About Cobham:

Cobham is one of the world's leading companies engaged in the development, delivery and support of leading-edge aerospace and defense systems in the air, on land and at sea. Our clients and partners trust Cobham to deliver the mission-critical technology they need and we trust our employees to draw on their ingenuity and passion to deliver those solutions. This leads to an empowering culture for our people. Our Leadership team is open, sharing plans for the next five years, driving retention by offering demanding, exciting work, and providing full guidance and mentoring.

 

Cobham plc products and services have been at the heart of sophisticated military and civil systems for more than 75 years, keeping people safe, improving communications, and enhancing the capability of land, sea, air and space platforms. The Company has four divisions employing more than 12,000 people on five continents, with customers and partners in more than 100 countries and annual revenue of some £1.9bn /US$3 billion+.


Cobham Advanced Electronic Solutions Inc. is actively seeking a Business Development Director within its IES Business Unit.  
This role requires a highly motivated and highly effective individual to lead business development for the Microwave Solutions business area.     

 

Reporting directly to the IES Business Development Vice President, this role will be responsible to create, identify, qualify, pursue and win new business opportunities working in conjunction with the Microwave Solutions Business Area VP.  Candidate should be comfortable conversing in the key areas of technology domains for Radar, EW and other related markets as well as Microwave Solutions’ core products including interconnect solutions, positioning/rotary solutions, solid state power, and antennas. 

 

In this role, key responsibilities will be:

  • Responsible and accountable for leading the activity of the MS BD organization to deliver short-term orders/bookings results and long-term strategic growth plans

  • Own the weekly order forecasting, response to RFQs, opportunity pipeline, opportunity status.  Be the single point of ownership, for Microwave Solutions opportunities, for BU/BD Leadership. 

  • Own and drive all aspects of the BD/Sales pipeline from opportunity creation/identification to opportunity closure.

  • Be accountable for the Microwave Solutions pipeline health to exceed order intake targets with an eye on profitability and cash flow

  • Partner with the business lead and functions to drive book to ship needs of the business

  • Lead and direct the business development team to maximize organic growth; current total direct reports number 6-8 business development leads.

  • Identify, resource and build growth opportunities (e.g., adjacent markets, new customers, new territories)

  • Collaborate with other business area BD Directors to maximize Cobham content

  • Participate as a key member of the business area leadership team, actively partnering with Program Management/Product Line Directors, Finance and Contract leaders to engage with existing customers and effectively present the capabilities to win new and follow-on business.

  • Collaborate with internal and external stakeholders to ensure that BU product and technology strategies are driven to continuously align with customer and market needs thereby, achieving sustainable profitable organic growth.

  • Drive the implementation and Lifecycle management (LCM) governance of the Business Win processes and BD functional excellence, continuously improving business win metrics for IES.

  • Drive adherence to a robust LCM process for pursuits and bids.  

  • Champion the Customer point of view, resulting in a strong external focus shared by every IES functional area, site, and employee. 

  • Contribute to internal business strategy development including market analysis, product and technology roadmaps and other marketing tasks.
  • Evaluate funding sources, competitive environment assessment, value propositions, win strategy, technology applicability, market dynamics, price to win analyses and probability of win.

  • Will travel 30-50% plus with potential for international travel. 

 

 

Key Measures & Milestones:

Maximize new business by achieving or exceeding key business measures, including: orders / funding; value of pipeline; and book to ship.

  • Pipeline health

  • Forecast accuracy and accountability

  • Achievement of monthly, quarterly and annual budget and long range plan

  • Product / Service roadmaps and investment priorities aligned with budget and market

  • Continuous improvement of people, process and tools

 

Minimum Requirements:

  • Bachelor’s Degree, or equivalent, plus ten (10) years’ directly related experience, eight of which in a significant leadership position driving BD & Sales to achieve market leadership within a global, highly differentiated, technical environment. 

  • Experience with Government Acquisition Offices / processes and major DoD prime contractors

  • Deep understanding of customer needs in relevant domains and developing strategies for development of opportunities

  • Experience in winning new business and achieving objectives within a complex government contracting environment, resulting in the sustained delivery of organic growth in a global business environment.

  • Experience in achieving of short- and long-range growth plans through excellent pipeline strategies and management.

  • Experience with continuous improvement initiatives of BD and sales processes that resulted in tangible, quantifiable efficiencies.

  • Experience with Lifecycle management processes as it relates to pursue/no pursue and bid/no bid decisions

  • Experience working in a product development organization where Business Development is expected to identify opportunities to insert existing products/technology into existing and new platforms as well as identify new product requirements. 

  • Experience to include extensive coordination with executive management.

  • Experience building excellent customer and industry relationships with a proven reputation for balanced customer and business advocacy. 

  • Strong interoperability skills in dynamic environments, a team player

  • Experience in managing a varied sales team, support staff, and a group of representatives all over the world

  • Must be visible and accessible to the Exeter NH site at least every other week

  • Will travel 30-50% plus with potential for international travel. 

 

Desired Qualifications:

  • Established relationships with potential DoD and defense contractor customers

  • Selling any of the following: antennas, positioning systems, solid state power amplifiers, waveguide, interconnect solutions, etc.  Particularly, waveguide for marine and space environments.

  • Understanding of Radars and Electronic Warfare market including current and projected requirements and programs.  

  • Experience with airborne, shipboard, ground and space applications.

  • Experience engaging advisors and/or resellers to support domestic and direct foreign military sales

  • Advanced degree in a technical field or business administration or management

Key Leadership Competencies:

  • Demonstrate Cobham’s SPIRIT values (Safety/Security, Performance, Innovation, Relationships, Integrity, Trust)
  • An authentic and believable leader who communicates with conviction and humility and is able to engender trust throughout the organization.

  • A natural communicator and influencer, using such strengths in often difficult and complex situations.

  • Strong emotional intelligence.

  • Enthusiasm for building high-performing teams. 

  • An approachable, hands-on and “roll up the sleeves” management style with attention to detail.  Keen business judgement with the ability to provide fresh, proactive insight. 

  • A willingness to be out among the employees and the customers listening to their ideas and concerns while gaining their trust and support.

  • A communication style which instills confidence and can cross organizational boundaries.

  • An entrepreneurial orientation, yet with the skills and savvy to work within the existing company culture and help to evolve into the desired culture.

  • Flexibility and problem-solving capabilities

  • High energy level and strong action orientation. 


Additional Requirements:

  • US Citizenship
  • Selected applicant will be subject to a government security investigation and must meet the eligibility requirements for access to classified information.


Cobham is an Equal Opportunity/Affirmative Action Employer and embraces diversity in our employee population.  It is the policy of Cobham to provide equal opportunity to all qualified applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or genetic information. Cobham will refrain from discharging, or otherwise discriminating against, employees or applicants who inquire about, discuss, or disclose their compensation or the compensation of other employees or applicants.


See all of our latest opportunities at
www.cobhamcareers.com or follow us on our LinkedIn page at www.linkedin.com/company/cobham.

Cobham's values of Trust, Talent and Technology have driven us from our launch in 1934 by Sir Alan Cobham, an aviation innovator, to becoming a global leader in state-of-the-art aerospace and defense systems. And it’s the insights of our innovators today that will secure our collective future. Innovators like you.

Cobham is one of the world's leading companies engaged in the development, delivery and support of leading-edge aerospace and defense systems in the air, on land and at sea. Our clients and partners trust Cobham to deliver the mission-critical technology they need, and we trust our employees to draw on their ingenuity and passion to deliver those solutions. This leads to an empowering culture for our people. Our Leadership team is open, sharing plans for the next five years, driving retention by offering demanding, exciting work, and providing full guidance and mentoring.

Cobham is an Equal Opportunity/Affirmative Action Employer and embraces diversity in our employee population. It is the policy of Cobham to provide equal opportunity to all qualified applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or genetic information. Cobham will refrain from discharging, or otherwise discriminating against, employees or applicants who inquire about, discuss, or disclose their compensation or the compensation of other employees or applicants.