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Senior Business Development Manager, Air Traffic Systems Automation

The Senior Business Development Manager (BDM) will be responsible as the Key Customer Account manager and main interface with the DoT including the FAA/ATS. The BDM will own the Customer Relationship for all Air Traffic Control (ATC) Automation product areas (software, hardware, services) and be responsible for identifying new opportunities cross IIS and across Raytheon. The BDM will work in conjunction with Raytheon USBD and Government Relations. They will build upon their already strong relationships with senior DoT customers to achieve the company’s business goals. The individual will be responsible for developing relationships, supporting business pursuits, and identifying new business opportunities, aligned with the company’s strategy for growth.

Navigation and Modernization Solutions (NMS) provides Satellite-based mission planning and data processing to support civil and military, specializing in the ground systems needed to launch, operate and plan satellite missions. NMS also provides modernized air traffic management with a focus on cyber-hardened avionics, GPS-guided precision landing, and enhanced weather planning. Key FAA Air Traffic System programs include STARS/TAMR, NWP, Air Traffic Surveillance, WAAS and international Air Traffic programs.

This BD Manager is primarily responsible for identifying, and assisting in the development of new Air Traffic Control (ATC) systems business opportunities within the Federal Aviation Administration (FAA), International Civil Aviation Authorities, and State and Local governments. This position will primarily focus on ATC automation and integration market areas.

The individual will report to the NMS Business Development Director for Air Traffic Systems.

The BD Manager is the Lead Investigator and develops each opportunity by:
  • Thoroughly understanding the customer and competitor environment;
  • Determining if the validated opportunity matches our core competencies;
  • Assessing competitor strengths and weaknesses;
  • Developing preliminary positioning and Win Strategy elements;
    Ensuring the integrity of the data in ERPM tool is accurate and current on a weekly basis; and shaping the acquisition (such as Basis of Award, Requirements and Evaluation Criteria) to increase Raytheon’s Competitive Advantage and resulting Pwin.
  • Successfully execute strategy and tactics, marketing and communications, and positioning plans to further connect into the customer community to begin, grow, and shape relationships and opportunities. This will be measured by the number of opportunities, and subsequent conversions from opportunity to pursuit.

Success in this position demands the creation of strong and trusted relationships among many internal and external customers, to include key FAA personnel responsible for programmatic, budgetary and planning and contracting activities. This position thus requires multi-site business development coordination and a full knowledge of the FAA’s organizations, activities, products and services in order that the selected individual may effectively function as Raytheon’s voice of the customer.

Key responsibilities of this position include, but are not limited to:
  • Will be responsible for pipeline development: Strategy implementation, market positioning, opportunity shaping and assessment. Determine interest/no interest for all opportunities
  • Listen to customer and communicate with customer to understand their needs, buying challenges and buying opportunities
  • Establish and grow working relationships with industry partners, DoT and other agencies
  • Actively participate and lead Gate Reviews, color teams and Strategic Planning activities with the Businesses
  • Understand and represent customer needs to senior management
  • Build relationships and shape requirements and acquisition strategies
  • Perform competitive assessments and support on-going capture efforts
  • Identify new business opportunities; support businesses in pursuing lateral opportunities and supporting current programs that are critical to the company
  • Conduct and present market assessments, assist in the preparation of business plans, including planning for marketing proposals and IR&D activities
  • Support, manage and execute executive contact plans

Capabilities and Competencies:
  • Able to think strategically.
  • Able to communicate effectively
  • Demonstrated leadership ability
  • Able to influence without authority
  • Solution oriented
  • Relationship focused
  • Performance driven
  • Able to work effectively within a team structure.

Required Qualifications:
  • Minimum 6 years of progressive experience working in or direct support of the US Air Traffic Control community with in depth knowledge of FAA organization and operations.
  • Experience with the FAA Requirements/Acquisition/Budget/Congressional processes.
  • Extensive knowledge of the Congressional authorization/appropriation budgetary development process
  • FAA proposal writing and evaluation experience or evaluation
  • Excellent interpersonal and communication skills – including the ability to present and articulate complex technical issues to senior internal and external customers
  • Proficiency with Microsoft Office programs (Word, Excel, Power Point)
  • Bachelor’s Degree from an accredited college or University

Desired Qualifications:
  • Master’s degree in business or engineering discipline preferred
  • Supervisory experience preferred
  • Knowledge of Raytheon organization, capabilities and programs
  • Active Secret Clearance highly desired

This position requires either a U.S. Person or a Non-U.S. Person who is eligible to obtain any required Export Authorization. 151027

Raytheon is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, age, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.

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