Business Development Manager - F-16 FMS Program Office - Leidos

Description

The Engineering, Integration, and Operations Business Area of the Leidos National Security Sector is seeking a Business Development Manager in support of the U.S. Air Force’s, F-16 Foreign Military Sales, System Program Office customers.

The Business Development (BD) is responsible for all BD activities and strategy development to drive U.S. Air Force’s F-16 Falcon Foreign Military Sales (FMS) customer growth. The BD Manager will develop and implement marketing and sales strategies to engage and communicate with current and potential FMS users of the F-16 System Program Office (SPO). The BD FMS manager will also contribute to EIO BD strategy and development.  

The candidate must thrive in an environment where they are responsible for the management and execution of the full BD life-cycle process across multiple simultaneous pursuits and proposals. In addition to building a qualified pipeline of opportunities, the BD Manager will help shape customer requirements, translate tacit customer needs into actionable features, drive differentiation in Leidos’ solutions and help create a compelling value proposition. The BD Manager will be responsible for developing and executing customer engagement plans. The ideal candidate will have previously served as a business development and/or sales professional with proven experience supporting DoD customers.  

Successful candidates will have the ability to conceptualize a vision for winning, to develop strategy and BD/sales plans that implement the vision and to translate the strategy into win themes. Able to efficiently manage investments in marketing and Bid and Proposal (B&P) budgets.

The candidate is expected to be a critical partner with the technology team and solution architects and coalesce the program’s business and technical strategies

Primary Responsibilities:

• Grow the opportunity pipeline, to include existing as well as adjacent markets/customers, through diligent and timely identification/qualification of new business opportunities
• Drive EIO business growth in F-16 FMS Customer markets
• Partner with Leadership to refine the program strategy and shape a balanced portfolio
• Identify, qualify, and pursue strategic sales opportunities
• Develop promotional materials and campaigns to increase awareness of the program
• Develop marketing strategies
• Seek and utilize market intelligence and customer and industry data to position the program for success
• Participate as a thought leader in customer engagements, decisions, reviews and the development of sales strategies
• Conduct customer visits and articulate current and emerging customer needs and requirements
• Actively participate in business case development
• Drive the development and submission of white papers to proactively shape strategic sales opportunities
• Conduct after-action reviews after all engagements
• Own and conduct monthly detailed pipeline reviews with senior leadership
• Plan, participate and leading BD marketing materials and messaging for International Trade shows
• Attend industry events, tradeshows and conferences; execute customer call plans post tradeshows
• Conduct regular outreach sessions, webinars, and training programs to keep users informed about F-16 FMS SPO capabilities, processes, and offerings
• Build and foster current and future relationships with valued customers to ensure ongoing satisfaction and identify evolving needs.
• Responsible for export compliance and documentation such as DSP-5s and TAAs
• Understand and leverage military logistics, budgets, and acquisition knowledge to enhance the effectiveness of the F-16 FMS SPO program
• Technical background is desired

Basic Qualifications:

• Requires a BA degree and 12+ years of prior relevant experience or Masters with 10+ years of prior relevant experience.
• 5+ years of BD leadership experience in defense, security, or government services
• Demonstrated successes in leading $25M+ opportunities from identification through proposal submissions
• Experience managing budgets of $5M+
• Exceptional knowledge of Supply Chain Management processes
• Exceptional knowledge of DoD purchasing processes and inventory management
• Exceptional knowledge of the DoD customers, USAF Customers and F-16 FMS Customers (e.g., Taiwan and South Korea)
• Understanding of concepts Engineering and Technical Support (E&TS), Diminishing Manufacturing Sources and Material Shortages (DMSMS), Repair and Return (R&R)
• Demonstrated success in leading and growing DoD services business
• Ability to identify, establish and use important customer relationships with senior level officials and program stakeholders with DOD Customers
• Experience developing overall win strategy, shaping deals with customers, developing team strategies, understanding pricing and assisting in developing winning price
• Knowledge of competitors and ability to model competitor behaviors in the market
• Ability to identify key growth areas and develop new business aligned with the company's growth strategy
• Proven ability to collaborate within and across organizational boundaries
• Excellent written and oral communication skills; experience presenting to senior executives, peers, and customers
• Ability to empower and engage people and instill drive and passion into the organization
• Secret level clearance required, TS preferred

Preferred Qualifications:

• 5 + years of BD leadership experience in mission-critical solutions in areas such as logistics, product support and modernization, and mission operations
• 5+ years of program management
• Prior working experience with Defense Security Cooperation Agency (DSCA) and the Secretary of the Air Force International Affairs (SAF/IA), foreign Embassies
• Experience in the FMS sales process (e.g., ITAR)
• In depth knowledge of the FMS funding process (LOR, LOA, adding funding to existing lines)
• Management of a qualified pipeline of opportunities with a value of $2B+
• Experience with foreign trade shows
• A technical degree is highly desired. Advanced degree preferred

Location: Reston, VA; Salt Lake City, UT; Dayton, OH

Travel: Up to 50%

Original Posting Date:

While subject to change based on business needs, Leidos reasonably anticipates that this job requisition will remain open for at least 3 days with an anticipated close date of no earlier than 3 days after the original posting date as listed above.

Pay Range:

The Leidos pay range for this job level is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data, applicable bargaining agreement (if any), or other law.