Karman Space & Defense is a leader in the space & defense industry with over 50 years of experience supporting various critical missions. The Business Development team works closely with new & existing customers to solve most pressing defense challenges. We are seeking a Director of Business Development, Tactical Missiles and Integrated Defense Systems (TMIDS), who will be responsible for growth in the TMIDS market. This role is for a self-starter looking to take new products to market and supporting a wide variety of customers such as defense prime contractors, U.S. Government military labs and program offices. In this role, you will be the primary POC to various defense customers to increase growth while maintaining customer satisfaction. You will interface closely with Engineering, Program Management, and Operations to determine highest PWin response to RFIs, RFPs, and RFQs. This role will be reporting to the Senior Director of Business Development, Tactical Missiles and Integrated Defense Systems and will be required to support deliverables for senior leadership.
- Interface as primary POC with key customers and stakeholders, understand customer needs and tailor solutions to meet those needs ensuring satisfaction and fostering repeat business.
- Communicate directly with customers and stakeholders on consistent basis both in person and remotely to ensure responsiveness and high quality engagement.
- Represent Karman at various conferences and industry events.
- Lead team to achieve sales growth targets across TMIDS markets.
- Develop product and market growth strategies to achieve new opportunities (leads), contacts, proposals, and/or bookings for new programs and customers.
- Develop capture strategy including price-to-win (PWin) assessment, competitive intelligence, risk analysis and mitigation, and technical solutions.
- Interface with Karman team members including engineering, business development, and operations to develop long-term product roadmap to support various divisions aligned with defense market trends.
- Track and monitor sales performance against short and long-term key performance indicators (KPIs) ensuring goals for bookings, revenue, profit margin, and customer satisfaction are exceeded.
- Produce and manage CRM data to track sales process from lead to deal and ensure high conversion rate.
- Present financial forecasting results to leadership to determine TMIDS market trends, strategy, and customer satisfaction.
- Support negotiations with customers on contract pricing and delivery schedules ensuring profitability while maintaining competitive pricing strategies in line with market conditions and internal costs.
EDUCATION AND EXPERIENCE
Required Experience
- Required Education: Bachelor’s degree, advanced degree is a plus
- 7+ years of experience in aerospace, munitions, and/or defense industry
- Demonstrated success in business development, sales, program management, operations, and/or engineering for defense related products and systems
- Strong interpersonal, communications, and negotiating skills
- Secret or higher clearance
Preferred Qualifications:
- 10+ years of experience in aerospace, munitions, and/or defense industry
- 5+ years of experience in propulsion and/or energetics
- Experience working with defense prime contractors and government customers including U.S. Government Labs and U.S. DoD
- Experience with CRM and financial forecasting tools
- Ability to easily present highly technical information to various audience members and sizes
- Ability to travel >25%
- Must be a U.S. citizen
ITAR REQUIREMENTS:
To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here.
EQUAL OPPORTUNITY EMPLOYER
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities. The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.
Karman is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis (“protected class”) including, but not limited to race; color; religion; genetic information; national origin; sex; pregnancy, childbirth, or related medical conditions; age; disability; citizenship status; uniform servicemember status; or any other protected class under federal, state, or local law. Our management is dedicated to ensuring the fulfillment of this policy with respect to hiring, placement, promotion, transfer, demotion, layoff, termination, recruitment advertising, pay, and other forms of compensation, training, and general treatment during employment.
Skills Required
- Bachelor's degree
- 7+ years of experience in aerospace, munitions, and/or defense industry
- Demonstrated success in business development, sales, program management, operations, and/or engineering for defense products and systems
- Strong interpersonal, communications, and negotiating skills
- Secret or higher clearance
- Advanced degree
- 10+ years of experience in aerospace, munitions, and/or defense industry
- 5+ years of experience in propulsion and/or energetics
- Experience working with defense prime contractors and U.S. Government customers (labs, DoD)
- Experience with CRM and financial forecasting tools
- Ability to present highly technical information to varied audiences
- Ability to travel >25%
- Must be a U.S. citizen
What We Do
Karman Space & Defense is a leader in the rapid design, development, and production of critical, next-generation system solutions that align with the U.S. Department of War’s core mission priorities and meet our nation’s accelerating demand for access to space. Building on nearly 50 years of success, we deliver Payload & Protection Systems, Aero/Hydrodynamic Interstage Systems, and Propulsion & Launch Systems to more than 80 prime contractors supporting over 130space and defense programs. For more information, visit our website at Karman-SD.com.
