L3 Warrior Sensor Systems is a global leader in the development and production of advanced night vision and electro-optical technology and systems for the U.
S. military, federal agencies, public safety and sporting communities, and international markets. As part of L3 Technologies, Inc.
and its Sensor Systems business Segment, Warrior Sensor Systems is made up of leading and complementary military and commercial divisions : Insight Technology, Electron Tube Operations (ETO) and EOTech.
Broad Function The International Business Development (BD) Manager for the Middle East region is an in-country position where the successful candidate must be able to independently assess his / her targeted territory and provide leadership for developing and implementing strategic initiatives resulting in positioning the company as the leader in its targeted market space.
Individual will be experienced with multi-cultural protocol and interactions with international government officials and international company executives.
The position requires extensive travel worldwide and must proactively communicate and report with Company officials on a regular basis, without supervision, guidance or oversight.
Essential Duties and Responsibilities
Develop and execute on strategic plans and provide guidance on key pursuits of Electro-Optical / Infrared (EO / IR) products across the Middle East customer base.
This includes, but is not limited to, developing strategic proposal capture plans, price-to-win analyses, conducting competitive research and analysis, and preparing bid review packages, etc.
Represent L3 Warrior Sensor Systems and its product portfolio to existing and new customers, including international military customer base.
Define methods and approaches to strategically improve pricing, dealer and representative selection, international off-
set plans, bid negotiating tactics and international partnerships necessary to profitably close deals.
Understand and communicate technical inquiries and other requirements to internal engineering and program management teams.
Build relationships with colleagues and customers to strategically align customer contact and communications plans that foster repeat business, new product development and / or new market penetration via increased awareness and contacts.
Develop and coordinate campaign / marketing activities to develop new customers and grow the business. This includes, but is not limited to, developing briefings, data sheets and other marketing material for presentation to the customer, conducting market analysis to include forecasting, market trends, and competitive assessment, and participate in the preparation and attendance of trade shows, etc.
Perform other duties, as required.
Education and Experience
Bachelor’s Degree in Business Management, Marketing, Engineering or related field, or equivalent education. Master’s Degree, MBA or equivalent preferred.
10+ years experience working and living in the Middle East (preferably GCC countries) in a business development and / or project / program management role for a global aerospace and defense business.
Or 10+ years in a US-allied Middle East military organization and a 3+ year record of demonstrated success in a business development or program / project management role for a global aerospace and defense business.
Knowledge of EO / IR devices, Night Vision, Small Arms, & Crew Served weapons, preferred.
Skills, Knowledge, Certifications and Conditions
Excellent written and verbal communication, and presentation skills. Fluent in reading / writing / speaking Arabic and English.
Effective communications up / down and across the organization. Must be able to communicate clearly and effectively in internal and external documents and presentations.
Must have an understanding of Middle Eastern individual country defense systems acquisition and lifecycle management, procurement methods, program management, and purchasing methods.
An understanding of U.S Government export rules and regulations as stipulated by the Department of Commerce's Export Administration Regulations (EAR) and the Department of State's International Traffic in Arms Regulations (ITAR).
Well-versed in the rules and regulations of both Foreign Military Sales (FMS) and Foreign Military Funding (FMF).
Excellent computer skills with strong proficiency in Windows™ interface, Microsoft Office™ package.
Must be available to travel extensively, domestically and internationally, and on short notice. Ability to travel to the USA for 2-
3 weeks at a time, up to four (4) times per year.
Demonstrated performance record of consistently meeting assigned targets, deadlines, and communication requirements, while operating independently, with limited interaction with home base
Must be able to obtain a security clearance, if required.
If a non-US citizen, must be able to obtain the necessary US Department of State licensing approvals, including the ability to obtain a Technology Assistance Agreement (TAA) license to allow ITAR information sharing, if required.
Required Business Acumen :
Productive, self-starting individual with strong business development background.
Proven experience developing and executing target market strategies and pursuits.
Effective and demonstrated organization, planning and time management skills.
Effective interpersonal and collaboration skills, and demonstrated ability to lead and manage a diverse Sales representation network within their assigned territories.
Demonstrated ability to make sound decisions while coordinating multiple project, programs, variables and priorities.
Proven experience in research, analytical, negotiating and problem-solving skills with high performance standard.
Worked effectively and with influence in a matrix organization.
Influential skills to work across all levels to gain support and drive team results.
Must be results-oriented with a focus on performance, cost management and profitable bottom-line. Demonstrated track record of meeting or exceeding target goals.
Must be a creative, self-starter with a bias-for-action and change, and who continuously challenges the status quo with novel ideas and solutions.
Administrative tasks include generating quotes, processing orders, and preparing accurate, complete proposals.
Required (critical) leadership skills :
Agility in execution : Can drive problem resolution at an accelerated pace. Knows how to get things done to solve business issues using multiple problem solving approaches.
Technical breadth : Knowledge and understanding to lead and deliver on complex product, service solutions offerings. Learns new technologies and methods easily.
Customer Centric Leadership : Translates vision to clear and realistic plans. Demonstrates the ability to integrate an understanding of customer needs and sound business fundamentals that drive planning and execution while aligning resources to meet demand.
Equal Opportunity Employer minorities / females / veterans / individuals with disabilities / sexual orientation / gender identity.