Director, BD - TSS Capabilities

The Leonardo Electronics US Inc (LEI-US) Director, BD – Targeting Systems & Sensors Capabilities position is responsible for the technical baseline of the LE-US TSS products, services, and technology.  The TSS Capabilities Director will support other BD Directors and Managers in the sale of products and services and building of relationships with new and existing DoD and US Platform Integrators (customers). The LE-US TSS Capabilities Director is expected to know and integrate customers products and services across Leonardo Electronics’ Lines of Business, including Lasers and Electro Optical/Infrared (EO/IR) sensors and sub-components Lines of Business.  The LE-US TSS Capabilities Director helps maintain customer relationships so that those customers will view Leonardo as their preferred supplier and continue using Leonardo TSS (Laser & EO/IR) products and service for their programs. While Business Development Managers and Directors serve as the interface between the customer and the Leonardo company, the TSS Capabilities Director is their technical resource for demonstrations, installations, performance assessments, System Integration Lab activities, documentation, etc. The TSS Capabilities Director serves to understand current and future customer demands, plan how to meet these demands, and help generate sales for Leonardo stakeholders as a result.     The LE-US BD TSS Capabilities Director will often function as TSS Business Development’s “Chief Engineer” for opportunities that are identified, qualified, and pursued until won and transitioned to Operations.

Location: Huntsville, AL

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Duties:

  • Possess an in-depth knowledge of Laser and Electro Optical/Infrared, technology, and capabilities.
  • Develop working knowledge of the LE-US, UK, and Italian Leonardo portfolio of products / capabilities (i.e. Laser and Electro Optical/Infrared) and experience working with Army, Air Force, Navy and Marines as well as DoD Agencies. 
  • Expand LE-US' customer market by: Identifying and championing new or additional TSS products or services to customers. 
  • Responsible for aspects of the technical baseline, demonstrations, installation challenges, best practices, performance analyses, etc. required for selling, forecasting, sales management, training, and education to the customer. 
  • Assist BD Managers and Directors in the development of customer capture plans for all assigned customers by assisting in joint company/customer planning processes that identifies relevant customer needs, prioritizes initiatives and company investments, and establishes a clear action plan for success. 
  • Assist in the development of B&P, IR&D and capital investment proposals for new and existing opportunities. 
  • Play a supporting role to the Business Development Directors in setting up new businesses; and taking responsibility for the effective on-boarding of new customers. 
  • Function as a technical point of contact and relationship owner for a defined set of customers, agencies, and surrounding ecosystem. 
  • Evangelize the use of Leonardo products and technologies (Laser and Electro Optical/Infrared) to end users, customers, and other stakeholders. 
  • Build key accounts into strategic partners, and drive sustaining revenue by winning program business. 
  • Proactively manages customers’ satisfaction and service delivery by anticipating potential service problems, and monitoring satisfaction. 
  • Help define, drive, and communicate product strategy to internal Leonardo stakeholders in the US, UK, and Italy for products and features specific to the needs of the customer.
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Skills/Qualifications:

  • Bachelor’s Degree in Engineering required, advanced degree preferred 
  • DAWIA Level 3/PMP Certification highly desired
  • Highly adaptable to work in cross-functional team environment
  • Extensive knowledge of military targeting and surveillance equipment fundamentals, operation, capabilities, and TTPs in air, land, and sea domains.
  • TSS Systems Integration Lab and Modeling and Simulation of TSS systems is desired
  • 15 years of experience in US DoD Business Development or equivalent, Laser and Electro Optical/Infrared market/ technology required. 
  • International Business Development or equivalent experience preferred.
  • US Military TSS experience relevant to targeting and surveillance highly desired.
  • Ability to travel as needed, domestically and internationally. 
  • Must be able to obtain and retain a US DoD security clearance, active SECRET clearance highly desirable.
  • Experience with Customer Relationship Management (CRM) tools a plus.
  • Formal Business Development, Capture Management, or Program Management training a plus, e.g. Shipley Associates capture management).
[NOTE: The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.]