Sr. Business Development Manager for Battle Management (113024BR)

  • Raytheon
  • Richardson, Texas, United States
  • 06/13/2018

Job Description

The Sr. Business Development Manager (BDM) for Battle Management will be responsible for leading business development for a business unit that exceeds $200M in annual revenue. The business development senior manager must understand the US DoD and DCS/FMS customer environment, its needs and key care-abouts for Battle Management, C5 and ISR systems. The manager will evaluate and respond to these needs and requirements through a disciplined business capture and proposal process that results in growing the business by greater than 5% per year. The strategic focused is on winning business as a prime or major subcontractor with specific emphasis on existing and emerging Battle Management (BM), Command, Control, Communications, Computers, Combat Systems (C5) and Intelligence, Surveillance and Reconnaissance (ISR) systems to include Distributed Common Ground, Systems, Air Operations Center (AOC) and Targeting, Collection, Processing, Exploitation and Dissemination (TCPED) business opportunities.
The Sr. BDM will be customer focused, effectively building Raytheon’s reputation as a value-added resource and advocate for the customer community. The Sr. BDM will have primary responsibility for Raytheon’s relationship with the USAF, USN, and USA and foreign equivalents, including customer relations and business development of future transformational programs and solutions. Additionally, the Sr. BDM will be responsible for forecasting and managing new business investments and bookings, and assisting in developing input for the Five Year Strategic Plan
Customer Engagement
  • Serve externally as the primary interface for Raytheon with the company’s BM, C5 & ISR customers and internally as the voice of the customer
  • Identify emerging and strategic growth opportunities
  • Collaborate with Raytheon USBD personnel to ensure resources are aligned with opportunities that support Raytheon’s strategic objectives
  • Socialize Raytheon’s business interests with customer’s interests. Coordinate and generate interface opportunities between Raytheon Leadership and Customer Senior Leadership
  • Interface directly with other senior service leaders to fully understand and assess potential joint service activities and identify Raytheon strategic growth opportunities.
  • Participate in shaping strategy with IIS’s Strategic Development organization. Strategy development includes transformational, fiscal, and opportunity assessment of the BM/C5/ISR environment. Integrate DoD budget Program Analysis, and Concept of Operations Development in strategy development
  • Work with IIS Mission Areas and BD Leads to provide environmental assessments to senior leaders and management personnel to increase understanding of the buying habits of our customers
  • Present market assessments to Raytheon senior leadership, reflecting knowledge of DoD acquisition rules, customer needs, regulations, trends, budgets, legislation, politics and competitive intelligence
  • Drive a strong capture plan to execute the deal to win strategy. Work with the Leadership Team to secure investment, facilities and skilled resources needed to successfully implement strategy. Build advocacy with a compelling business case for the capture
  • Actively engage the customer community to develop new opportunities and transition them to Raytheon Businesses for pursuit. Participate on color team reviews, strategic capture teams.
- Lead BM/C5/ISR business capture campaigns. Position Raytheon to provide product and/or total integrated systems solutions working in a prime systems integrator role
- Leverage current and enhanced ISR-related products into adjacent market space; new customer, old product; new customer, new product; old customer new product
Capability-Specific Initiatives
  • Lead assessment of business opportunities for the Mission Support and Modernization and Sustainment mission area
  • Identify current Raytheon business with these customers, assess future growth opportunities aligned with Raytheon’s strategic direction. Provide recommendations on how to support these customer communities
  • Assess relationships across Raytheon utilizing USBD and business area inputs. Identify relationship vitality at executive, program, and operator levels. Recommend and implement enterprise relationship plans where improvement is needed. Engage senior business leaders in identifying needs, opportunities to support with current resources
  • Drive comprehensive “deal to win” strategy for BM/C5/ISR campaigns; customer analyses, competitive analyses, price to win, technology and programmatic discriminators, ghosting, teaming strategies, congressional initiatives and charting an influential path to customer community decision makers
  • Develop and leverage deep understanding of competitors and partners, to our strategic advantage, in terms of their strengths and weaknesses and more importantly their strategies, investments, plans, leadership, intentions, and roadmaps

Supervisory Responsibilities
  • Supervise and provide strategic direction for 1-3 business development leaders
  • Must possess the ability to lead and motivate highly technical engineering teams to win in a complex, highly competitive marketplace
  • Leading cross functional teams to develop roadmaps and win strategies for growth
  • Commit and manage Team resources and support to IPTs
  • Work integration with International BD team on critical international pursuits
  • A proven track record in business development and capture management for major systems with the U.S. DoD, domestic and international customers (5-10 years of experience preferred)
  • Fifteen plus years of progressive leadership experience, working with senior leadership in the US Department of Defense and Foreign Departments/Ministries of Defense
  • Possess a broad and deep knowledge of BM, C5, ISR and Targeting systems
  • Active Secret Clearance; TS preferred
  • Knowledge of DoD Planning, Programming, Budgeting, and Execution process for programming and budgeting for BM, ISR and TCPED systems
  • Strategic perspective to identify potential Raytheon growth opportunities with the USAF
  • Understanding of the government procurement, fiscal and regulatory environment
  • BS Degree in Business, Engineering, Science preferred
  • Demonstrated success in strategic planning and ability to analyze and evaluate missions, requirements, technologies and capabilities
  • Ability to forge teams, partnerships and alliances. Candidate must have relationships with and understanding of the players in the market place including, Primes, partners and competitors
  • Ability to maintain high energy and creativity in a challenging business environment is critical
  • Ability to communicate effectively internally and externally at all levels, especially at the most senior management levels
  • Proven experience in applying business development / capture management tools, best practices and processes
  • Must possess and demonstrate excellent leadership behaviors and values
  • Proven experience in effectively using metrics to drive business success

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 $6.1 billion in 2017 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: Secret - Current Relocation Eligible: Yes Business Development, All, Warfighter Support Services
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