Summary

The Business Development Director, Middle East is responsible for the identification and business development of prospective UAS customers in the Middle East region. This position is responsible for the direction of all strategic and tactical efforts as they relate to supporting existing business as well as capturing new business in the region. This includes recommending potential partnerships, joint ventures and/or representations, substantiated by research and due diligence results in the specifics of each campaign, to include factors relating to geopolitics, government requirements, and customer operational demands, and familiarity with regional cultures and customs.

Duties

• Responsible for the Middle East major international market segments/regions with full responsibility for business strategy, capture plan development and execution, and progressive sales growth in alignment with AV strategic plans

• Provides thought leadership and strategic guidance to the following areas:

  • Analyzes current and new markets, develop campaign / capture strategies to grow our business

  • Gathers pertinent information on market, customer structure, and the competition

  • Identifies funding sources and sales vehicles

  • Interfaces with local US Government teams

  • Identifies initial customers and technical/operational requirements including identifying influencers and key decision makers, determine 'price-to-win' and shape requirements towards AV products

• Responsible for Sales Forecast and AOP planning, tracking and status reporting to Intl Market Segment Lead in support of global sales operations

• Identifies and develops key "value-add" partnerships that support AV strategic international growth goals

• Build and maintain trusted and solid relationships across the customer organization at all levels, while facilitating the same for others within AeroVironment

• Identification and creation of new business opportunities, primarily government but may include civil

• Strengthens the company's reputation within the customer organization

• UtilizesSalesforceCustomerRelationshipManagement(CRM)tool

• Creates capture strategies and execution plans with compelling win strategies for ongoing and new business opportunities

• Supports monthly forecast review presentations to leadership, as well as annual strategic planning efforts

• Prioritizes investment decisions for review, based on customer requirements, and the pipeline

• Identify funding sources, sales vehicles, influencers and decision-makers at prospective customers

• Communicates regularly with management and work closely with PLM to provide feedback and recommendations substantiated by progressive knowledge of the customer and competitor landscapes.

• Qualifies new leads and set up meetings to communicate customer requirements, campaign needs, and due diligence results

• In conjunction with the Marketing, Flight Ops, Project Management, and Customer Support Departments, organizes and supports trade shows, flight demonstrations, training, and customer service visits

• Other duties as assigned

Experience

• Minimum of 12 years of relevant Business Development experience Prior relevant experience working with customers within the region and understanding customer requirements/needs/issues, with demonstrated success.

• In-depth knowledge of geopolitics, regional and in-country operational needs relating to autonomous systems, both aerial and ground.

• Extensive understanding of cultural and political attributes of countries in the area. Proficiency in Arabic language desired

• Demonstrated experience in writing proposals and winning contracts

• Strong track record of successful sales of autonomous systems to defense & security entities in the Middle East and Africa region

• Experienced in foreign material sales (FMS), direct commercial sales (DCS), export licensing requirements, FCPA regulations, and interfacing with pertinent foreign and US government channels in areas of operation

• Must be living in the region or able to relocate into the region

• Must have a valid driver's license and clean DMV record

Education

• Bachelor's degree in Business Administration, Aerospace, International Relations or relevant discipline; Advanced degree is preferred

Additional Requirements

• Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways

• Strong Business Development acumen

• Strong understanding of USG acquisition and program planning processes

• Demonstrated business experience working with cross-functional teams

• Strong communication, negotiation, strategic planning and interpersonal skills

• Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)

• Able to excel in a fast-paced, deadline-driven environment, where small teams share a broad variety of duties

• Able to work with a high level of independence as well as of a part of high-energy teams

• Displays strong initiative and drive to accomplish goals and meet company objectives

• Takes ownership and responsibility for current and past work products

• Is committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company

• Focuses on teamwork and puts the success of the team above one's own interest