Manager, BD - TSS Capabilities

The Leonardo Electronics US Inc (LE-US) Manager, Capabilities BD – Targeting Systems and Sensors (TSS) position is responsible for the management of sales and relationships with new and existing DoD and US Export / Platform Integrators (customers). As the position is TSS focused, the LE-US Capabilities Manager is expected to know and offer customers products and services across the various technologies (cameras, detectors, lasers, electro-optical) and secondarily other Lines of Businesses (Radar, Electronic Warfare, Avionics, Directed Energy). The LE-US Capabilities Manager maintains customer relationships so that those customers will view Leonardo as their preferred supplier and continue using Leonardo Targeting Sensors and Systems products and service for their export markets. Capabilities Managers serve as the technical interface between the customer and the Leonardo company. They are also tasked with creating additional accounts with new customer organizations. The Capabilities BD Manager primary duties are the understanding and matching our technological capabilities to customer demands, planning how to meet these demands, and generating sales for Leonardo as a result. The LE-US Capabilities BD Manager may function as the Capture Manager for opportunities that they identified, qualified, and pursue until won.

Location: Huntsville, AL

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Duties:

  • 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 and Leonardo stakeholders. 
  • Provide an in-depth technical working knowledge of the LE-US, UK, and Italian Leonardo portfolio of products / capabilities (i.e., Laser and Electro Optical/Infrared) and how they satisfy Army, Air Force, Navy, Marine and other DoD Agency requirements. 
  • Expand LE-US' customer market by: Identifying and championing new or additional TSS products or services to customers. 
  • Assist other 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 with Leonardo technologies, capabilities, products, and services. 
  • 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 current and future needs of the customer.

Skills/Qualifications:

  • Bachelor’s Degree in Engineering or equivalent technical field, advanced degree preferred
  • Highly adaptable to work in cross-functional and international team environments
  • Working knowledge of military targeting and surveillance equipment fundamentals, operation, capabilities, and TTPs in air, land, and sea domains.
  • 5 - 10 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.]