MANAGER, BUSINESS DEVELOPMENT
Company Profile
At Oshkosh Defense, we stand behind those who dedicate their lives to protecting others. Every day we strive to meet or exceed our customers' ever-changing needs with next generation defense technologies and advanced systems. We operate with unparalleled commitment to those who depend on our products and services worldwide to perform their missions.
Oshkosh Defense is a segment of Oshkosh Corporation, which is a Fortune 350, multi-billion dollar company. At Oshkosh Corporation we are dedicated to designing and building the world's toughest specialty trucks, truck bodies, and access equipment by working shoulder-to-shoulder with the people who use them.
SUMMARY
Responsible for establishing effective and efficient business development processes that align with Oshkosh Defense's strategy. Establish and maintain business relationships with key defense customers.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Identify and execute growth opportunities for both existing and potential customers.
- Ensure team has resources required to achieve objectives and remain consistent with the company's overall strategy.
- Align and manage the Business Development team's responsibilities with the opportunity register.
- Develop project plans, including the definition of roles, responsibilities and the scope of work for each project.
- Facilitate efforts to develop, implement, and refine standard procedures with tools including customer relationship management (CRM) for researching, collecting, and tracking information about customers, including contact data, pipelines, and previous outsourcing experiences.
- Review suggested business opportunities to approve bid/no bid decision based on company objectives and present to Defense leadership team.
- Review feasibility studies and business plans for new product development.
- Evaluate, review and provide input regarding major marketing, distribution, and manufacturing proposals and their impact on the sales function.
- Identify new business opportunities by pro-actively creating, cultivating and enhancing relationships with industry and Government contacts.
- Review completed proposals, presentations and terms and conditions.
- Lead negotiations and execute potential opportunities with existing and potential customers.
- Complete final review and submit RFIs (Request for Information) and RFPs (Request for Proposal).
- Maintain all sales and profit targets within a defined budget.
- Articulate Oshkosh Defense product capabilities to current and potential customers.
- Represent Oshkosh Defense at both domestic and international trade shows and conferences.
- Plan and manage department budget and expenditures.
- Train and mentor subordinates in areas of defense acquisition processes, customers and products.
- Other duties as assigned.
BASIC QUALIFICATIONS
- Bachelor's degree in Business Administration, Marketing or related field
- 8 plus years related experience
PREFERRED QUALIFICATIONS
- Master's degree in Business Administration
- Previous military experience
- Willingness to travel 50% or more
- Understanding of the MRAP JPO customer and their current needs
- Strong understanding of the SOCOM customer and vehicular products specifically as it pertains to the FOSOV, both current and future needs
- Strong verbal presentation and written communication skills
- Excellent time management and organizational skills
- Advanced knowledge of competitor companies, products, services, business practices and other defense companies
- Strong understanding of military customer and current needs
- Keen understanding of product(s) capabilities and involved in the development and execution of the marketing strategy
- Advanced knowledge of Department of Defense acquisition process, decision milestones and funding procedures
- Ability to influence and lead others
- Substantial independent judgment and decision-making ability to meet broad organizational strategic goals and objectives
~MOSKD~#
Oshkosh Corporation is an Equal Opportunity employer and is committed to providing equal opportunities for all employees and applicants. Information collected regarding categories as provided by law will in no way affect the decision regarding an employment application.
Oshkosh Corporation is also a federal contractor which takes affirmative action to employ and advance in employment qualified minorities, women, persons with disabilities, disabled veterans, and veterans of the Vietnam era. Any employee or applicant for employment who is qualified under the applicable regulations will be covered under our affirmative action program by providing this information to the Company. Submission of this information is voluntary, will be kept confidential, and is not a requirement for employment.
Certain positions with Oshkosh Corporation require access to controlled goods and technologies subject to the International Traffic in Arms Regulations or the Export Administration Regulations. Applicants for these positions may need to be "U.S. Persons," as defined in these regulations. Generally, a "U.S. Person" is a U.S. citizen, lawful permanent resident, or an individual who has been admitted as a refugee or granted asylum.