JOB SUMMARY – This position is located in Wichita, Kansas.
The overriding business objective for the Business Development Manager will be to successfully transition AES to a world-recognized leader in aircraft electrical power systems for small to mid-sized business jets, UAV’s and rotorcraft. The key performance objectives for this position are described below.
Capture new business. The ultimate objective for this position is to grow the power systems business through trust and integrity, excellent customer relationships, and building a reputation within the industry as the best source of aircraft power systems in our market segment. As detailed in objectives 2-6 listed below, the primary goal of the Business Development Manager is to act as a trusted advisor to the customers and ultimately win new business as a result.
Grow customer relationships that build credibility as a leading expert in the design and certification of aircraft electrical power systems. The primary goal of the Business Development Manager, in conjunction with the Chief Engineers, will be to impress, gain confidence, and build credibility with key aircraft OEM decision makers that Astronics AES provides the best system solution to aircraft power needs. By providing technical assistance to customers, building key relationships, and increasing credibility, the challenge is to build our reputation as the recognized industry leader of aircraft electrical power systems in our market segment. Success criteria will be to build, or foster existing relationships, with key leaders within our customer base. Successful technical presentations at industry trade shows are another way to build this reputation. The intent is to be a trusted advisor, so when a customer has a power system need, the first person they seek for advice will be the Business Development Manager. The successful Business Development Manager must be able to build relationships with all levels within the customer organization, spanning from the executives, to supply chain, marketing, program management, and the engineering staff of the airframe OEM’s.
Close Deals. The successful Business Development Manager will leverage their significant business experience and understand of customer needs to successfully close deals and negotiate contracts that maximize profit, reduce risk, and seek mutually beneficial contracts. Ideally, the Business Development Manager will have worked relationships and technical concepts ahead of time, so the RFP’s are written around the capabilities of Astronics. Once an RFI or RFP is generated, the Business Development Manager may lead the proposal effort, coordinating across functional team, to create a winning proposal.
Define customer needs. Working in partnership with the customer, the Business Development Manager will take multiple customer requirements, which often have conflicting priorities, and acting as an industry expert identify the best technical solution for the customer and Astronics. Working with customers and Chief Engineers, define the customer requirements in a Marketing Requirements Document so that Astronics engineering staff can develop the right product.
Provide guidance into strategic planning and help set the technical direction of the business. The Business Development Manager will provide input to the development of strategic plans for the business. Specifically, helping to identify customer needs and opportunities that will best align the Astronics R&D expenditures with the needs of our customers.
Develop a cooperative working relationship with internal resources to provide technical guidance, peer reviews, technical oversight of power designs. The Business Development Manager will successfully develop a collaborative relationship with design engineering, program management, and other staff at Astronics. Evidence of success will be collaborating in a team environment to capture new business.
In summary, the Business Development Manager will have a significant impact to the successful growth of Astronics. This is a leadership position within a dynamic company that is excited about the long term growth of aircraft electrical power, lighting and avionics systems.
- Requires a minimum of 5 years of business development experience.
- Requires bachelor’s degree in a technical discipline preferred.
- Eligibility Requirement: Must be a US Person (under ITAR rules) to be eligible.
Astronics AES is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, national origin, gender, age, religion, disability, veteran status, sexual orientation or marital status.
Notice of Affirmative Action Plan for Individuals with Disabilities and for Veterans of the Vietnam Era
It is policy of this Company to seek and employ qualified personnel at all locations and facilities, and to provide equal employment opportunities for all applicants and employees in recruiting, hiring, placement, training, compensation, insurance, benefits, promotion, transfer, and termination. To achieve this, we are dedicated to taking affirmative action to employ and advance in employment qualified individuals with disabilities and veterans of the Vietnam Era.
The objective in adopting the Affirmative Action Program is to place qualified individuals with disabilities and Vietnam Era veterans in all job classifications. This Affirmative Action Program is available for inspection by any applicant or employee by contacting the Company’s EEO Coordinator, Gayle Keenan, in Human Resources, during regular business hours.
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