The Business Development Executive (BDE) position for our Mission Support and Modernization (MSM) mission area will be accountable for the strategic vision and growth of new business, competitions and capabilities within DOD, Federal/Civil and International markets. The BDE reports to the Vice President of BD, and partners with the MSM mission area Vice President and his leadership team to achieve growth and profit objectives. The BDE is responsible for leading a business development team in the identification, development, and winning of new business within aforementioned markets with special emphasis on Enterprise Complex Solutions supporting our customer’s Multi-Domain C5ISR vision across the DOD military services supporting the integration of Air, Space, Land, Sea and Cyber. In addition, Platform Sustainment, Operations and Maintenance, Modernization, Border Security and Tactical ISR are areas of growth that feed both this multi-domain vision and support the vision of our Fed/Civil (DHS, etc) and International customers. Responsibilities will also include market analysis, strategy development, managing proposal and capture activities and overall growth and profit objectives for the mission area. The BDE leads and participates in marketing strategies and business planning. This mission area’s expansion will include an increase of global growth in addition to domestic growth, therefore, awareness and hands on experience of International business development is a plus.
The BDE is responsible and accountable for annual bookings in excess of $1.9B. The BDE is responsible for market analysis, strategy development, managing the execution of the strategy, and monitoring progress toward organizational objectives. The BDE is also responsible for the management of activities including timely management of gate reviews, process compliance and transition to the program execution team. The BDE oversees teaming decisions, pricing and win strategies.
The position requires a close working relationship with counterparts in other mission areas, as well as, other parts of RTN in a "One Company" environment. The BDE also represents RTN Company to local and geographically distant government agencies and private firms doing government business.
Other BDE responsibilities include, a) customer focused marketing to develop solutions to customer problems, b) developing technology requirements (IRAD/CRAD) to support new business capture, c) identification of potential merger and acquisition (M&A) candidates, d) ensuring a sufficient cadre of qualified capture and proposal managers, and e) efficient management of new business investment (NBI) resources.
*Serve externally as the primary interface, in conjunction with the Mission Area Leads, for Raytheon with the company’s customers and internally as the senior voice of the customer.
*Identify strategic Raytheon growth opportunities with industry customers.
*Socialize Raytheon’s business interests with customer’s interests. Coordinate and generate interface opportunities between Raytheon Leaders and Senior Level Customers.
*Identifies strategic Raytheon growth opportunities within the Multi-Domain C5ISR space for all DOD services as well as Next Generation Complex Site and Platform Sustainment, Tactical ISR, and Enterprise Border Security. Assessment of applicable strategic growth environment for use in Raytheon business planning, including the company Strategic Dialogue sessions
*Makes timely, thoughtful and purposeful business decisions to proactively meet dynamic customer needs or adjust to changes in the business environment that benefit Raytheon’s customer relationships and/or achievement of our growth objectives.
*Participate in shaping company and business unit strategy with BD Strategy organization. Strategy development includes transformational, fiscal, and opportunity environment of the MSM environment. Integrate DoD/Fed Civil budget Program Analysis, and Concept of Operations Development in strategy development.
*Work with business Mission Areas and BD Leads to provide environmental assessments to senior leaders / management to increase understanding of future buying habits of customer base.
*Present market assessments to Raytheon senior leadership, reflecting knowledge of DoD acquisition rules, customer needs, regulations, trends, budgets, legislation, politics and competitive intelligence.
*Actively engage the customer community to develop new opportunities and transition them to Raytheon Businesses for pursuit.
*Identify, support and achieve annual bookings of approximately $1.9B.
*Identify current Raytheon business with these customers, assess future growth opportunities aligned with Raytheon strategic direction. Provide recommendations on how to support these customer communities.
*Identify relationship vitality at executive, program, and operator levels. Recommend and implement enterprise relationship plans where improvement is needed. Engage senior business leaders.
*Applies comprehensive analysis of the external environment, competitor trends, customer budgets and future needs, and Raytheon MSM capabilities/gaps to develop key strategies that focus investment and drive company growth. Applies subject matter operational expertise and knowledge of Raytheon capabilities to analyze customer requirements and needs toward developing discriminating mission system solutions that address their current or emerging problems, near-term requirements and emerging future requirements.
*Responsible for team of 16 BD professionals
*Work integration with Corporate BD and Business/Corporate International BD team on critical international pursuits
*Leadership of MSM BD is critical to the growth, productivity, and reputation of the business. The MSM BD Lead is expected to model a set of behaviors in order to demonstrate Raytheon Values.
Required Skills and Experiences:
· 16+ years of experience in strategic planning and business development
· 10+ years of experience managing a business development team.
· Need to be knowledgeable on Enterprise Sustainment and Tactical ISR market trends
· Must be experienced with international business methods
· Proven record of successfully growing a business with expanded customers and markets
· Experience working with DoD (specifically Air Force and Army) and Federal Civil communities (specifically DHS)
· Demonstrated experience winning multi-million and billion dollar contracts
· The ability to determine, through experience and professional insight, good business opportunities
· Experience building and managing customer relationships to seek out and identify new business opportunities
· Demonstrated knowledge of associate contractors and the competitive landscape
· Knowledge of System Development processes and Capture and Pursuit processes
· The ability to make sound decisions in stressful business situations
· Demonstrated networking capabilities among various communities, e.g. acquisition officials/leads in the Department of Defense and other government agencies
· A Top Secret (TS) clearance will be required; TS/SCI preferred
· 16 years with related Bachelors degree, or 14 years with related Masters
Raytheon is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.
Raytheon Intelligence, Information and Services delivers innovative technology to make the world a safer place. Our expertise in cyber, analytics and automation allow us to reach beyond what others think is possible to underpin national security and give our global customers unique solutions to solve the most pressing modern challenges -- from the cyber domain to automated operations, and from intelligent transportation solutions to creating clear insight from large volumes of data. IIS operates at nearly 550 sites in 80 countries, and is headquartered in Dulles, Virginia. The business area generated approximately $6 billion in 2016 revenues. As a global business, our leaders must have the ability to understand, embrace and operate in a multicultural world -- in the marketplace and the workplace. We strive to hire people who reflect our communities and embrace diversity and inclusion to advance our culture, develop our employees, and grow our business.
Security Clearance: Top Secret - Current
Relocation Eligible: Yes
Business Development, Warfighter Support Services, All