Director of Rotary Wing Capture and Business Development to be based in Gosport, Hampshire.
Rate of pay to be discussed on application and is dependent on experience and qualificiations
Immediate start subject to BPSS
MPI have a requirement for a Director of Rotary Wing Capture and Business Development to be based in Gosport, Hampshire.
This is a permanent position and rate of pay is negotiable and will be discussed on application and will be dependent on experience.
Approx. 37 hours per week.
Purpose of the role:
The Director is responsible for Business Development and Capture Management for our Clients military and government rotary wing MRO and Engineering capabilities focusing primarily on the United Kingdom and the European markets. Responsible for developing market growth strategies, identifying business opportunities, and managing a pipeline of opportunities to achieve sales objectives. Develops and maintains customer relationships, understands customer requirements, develops and presents support solutions, and remains engaged with the customer on keep-it-sold programs throughout the life-cycle of each contract.
The Director will lead capture processes and activities to ensure the highest probability of winning contracts and meeting business objectives. Leads internal teams to develop concepts of operations, win strategies, and pricing strategies.
Coordinates across the Sector and Corporation for customer relations, internal teaming and supporting corporate objectives.
Key responsibilities and duties:
RW Business Development:
Establishes, maintains, and develops business relationships with major military RW customers and industry partners for potential opportunities focusing primarily on the United Kingdom and the European markets. Engages in broader market areas on a case by case basis. Remains engaged with the customer on new and keep-it-sold programs throughout their life-cycle.
Develops market growth strategies across the RW MRO and Engineering/Certification market segment. Develops white papers and other marketing material to present potential customer solutions.
Develops and executes customer engagement plans. Responds promptly to inquiries and provide proposals or options for service required to meet customers’ needs.
Identifies and qualifies potential opportunities and manages a pipeline of multiple short and long term business opportunities. Develops business cases for potential customer solutions meeting our Clients requirements.
Coordinates and collaborates with Sector Business Development team and across the Sector and Corporation to manage customer access and relations.
RW Capture Management:
Leads and coordinates RW capture activities with the segment/sector team and relevant cross-sector personnel.
Develops capture specific win themes, customer engagement strategies, industry teaming plans, competitor approaches, and host nation industrialization plans when required.
Manages internal approvals through the Sector gating process and maintains records as required.
Conducts customer engagements, prepares and performs product delivery presentations, provides product support, and performs other sales and marketing functions as needed.
Grow our Client's profile in the UK and European military markets, and globally, by attending military/industry trade shows, industry events (ex. Team Chinook) and other special events as required. Hosts and coordinates customer visits.
Responds promptly to enquiries and provides proposals or options for service and/or sales required to meet customers’ needs. Expedites the resolution of customer’s problems/complaints.
Contributes to the development of strategic business plans and marketing initiatives and the preparation of sales forecasts, budgets, quotes and other projections.
Fully integrates all activities with the site Operations and the segment/sector team to ensure continuity of action during planning, implementation, transition, validation, and execution.
Keeps abreast of products, market conditions, competitive activities and promotional trends.
Provides management with oral and written reports on customer meetings, needs, concerns, interests, market situation, competitive activities and potential for new products and/or services.
Works on special projects to include continuous improvement/new bid opportunities as assigned.
Carries out special projects as assigned.
Adherence to our Quality Management Systems (QMS), Safety Management Systems (SMS), Environmental Management Systems (EMS) and all associated Business Manuals
Strong planning, organizational, analytical, leadership, interpersonal, decision making, oral, written and presentations communication skills.
Combination of the following:
From an MOD or equivalent background and likely to have a career history as former military officer/technician with operations or maintenance experience in RW aircraft.
Government contracting or acquisition experience or industry experience in MOD or government business development or contracting.
Aviation maintenance management experience, with expertise in engineering, quality, test flight or supply chain
Understanding of the Aviation MRO, Military customers, MRO market dynamics and the needs of the particular customers for RW maintenance and modification solutions.
In-depth working knowledge of complexities government / defence acquisition practices/procedures and export compliance.
Thorough product knowledge of commercial and military RW aircraft variants.
Competent working in a culturally diverse and international environment with a demonstrated sensitivity to other cultural norms and practices.
Up to 30% travel required, including international.
Must be authorised to work in the UK.
Professional Qualifications/Education and Training:
Proficient with Microsoft Office product suite (Excel, Work, PowerPoint, and Access).
Bachelor’s degree in business administration or engineering technology or other related fields. Master degree or equivalent preferred.
Mature business development/sales or management experience in a relevant role in government and/or industry.