Business Development Manager

Description

Key Responsibilities:

Leads business development activities to identify, pursue, and win new business across aerospace, defense, and general aviation markets. Develops and executes capture strategies, builds and manages customer relationships, and leads proposals and sales pursuits from opportunity identification through contract award. Partners with company leadership and cross-functional teams to define growth strategies, evaluate market opportunities, establish compelling value propositions, and prioritize investments that support short- and long-term profitable growth.

Maintains a strong understanding of customer requirements, competitive activity, market dynamics, and Signia capabilities to identify opportunities and translate customer needs into actionable business and product strategies. Represents the company with customers, industry partners, and other external stakeholders.

This role requires significant travel, including domestic and international travel to customer locations, industry events, and company facilities.

All roles at Signia are expected to support the company’s operating model (SOAR) and contribute to the organization’s business value drivers, Profitable New Business, Productivity, Precision M&A, and Value-Based Pricing, through operational excellence, continuous improvement, collaboration, and customer focus.

Key Deliverables of the Position

1) Support the Company's short and long-term strategic plan to meet/exceed their Sales and Bookings forecast under direction from senior leadership.

2) Expand and grow the base business by identifying, analyzing, and prioritizing new opportunities, in collaboration with other Business Development team members and Company Leadership

3) Develop and execute strategic capture plans, helping to ensure achievement to financial objectives YoY

4) Develop new customers and markets to support short and long-term growth objectives

5) Actively manage sales pursuits, sales plans and help maintain sales forecast to meet business objectives

6) Overall responsibility for the Hartzell Engine Tech’s proposal tracker and New Business Development forecasts

7) Lead, support and monitor new bids and proposal activities

8) Create, refine, and present proposals, white-paper responses, presentations, etc. to Leadership and customers

9) Perform market analysis, monitor competitive activity, establish value propositions, and identify customer needs

10) Own the creation, delivery and upkeep product overview presentations

Requirements

Education and Experience

• Bachelor's degree required; Engineering, Business, Sales/Marketing, or a related technical discipline preferred.
• Typically 5+ years of relevant experience in business development, technical sales, business management, program management, engineering, or a related field.
• Aerospace, defense, or general aviation industry experience strongly preferred.

Technical Competencies

1) Business Development & Capture Management: Demonstrated ability to identify, qualify, pursue, and win new business; develop capture strategies; and manage opportunities through the sales lifecycle.

2) Technical Sales: Ability to understand and sell highly engineered manufactured products and technical solutions.

3) Aerospace & Defense Market Knowledge: Understanding of aerospace, defense, general aviation, aircraft systems, engines, accessories, and related products and services.

4) Customer & Market Development: Ability to develop new customers and markets and establish productive relationships with key decision-makers.

5) Proposal Development & Management: Experience leading and developing bids, proposals, white papers, presentations, and other customer-facing responses.

6) Value Proposition Development: Ability to translate complex technical capabilities and product features into clear, compelling customer value propositions.

7) Voice of Customer: Ability to identify and translate customer needs into product requirements, market opportunities, and business strategies.

8) Market & Competitive Analysis: Ability to evaluate markets, competitors, customer needs, and industry trends to identify and prioritize growth opportunities.

9) Pipeline & Forecast Management: Experience maintaining opportunity pipelines, sales forecasts, proposal trackers, and other business-development metrics.

10) Commercial & Financial Acumen: Working knowledge of pricing, margins, product costs, financial objectives, contracting, and annual budgeting processes.

11) Negotiation & Contracting: Ability to support commercial negotiations and understand customer and U.S. contracting requirements.

12) Cross-Functional Leadership: Ability to lead pursuits and influence Engineering, Operations, Finance, Program Management, and other functions without direct authority.

13) Planning & Project Management: Strong organizational, prioritization, project-management, and time-management capabilities.

14) Proficient Computer Skills: Microsoft Office including Outlook, Word, Excel, and Power Point; Working knowledge of CRM tools for pipeline development and tracking; familiarity with ERP/MRP/PDM systems beneficial.

15) Excellent Communication Skills – both verbal and written

Behavioral Competencies – Demonstrates behaviors consistent with our values

1) Thinks and acts like an owner

• Uses company resources wisely & cost-effectively
• Shows pride in the organization and a commitment to its long-term success
• Takes full responsibility for their actions
• Holds self to high standards of performance and integrity

2) Demonstrates high integrity

• Consistently acts with honestly, transparency and high ethics
• Makes decisions based on what is morally right
• Owns their actions and holds self-accountable

3) Puts team above self; in it together

• Prioritizes team and company over personal gain
• Collaborates with team members within the department and across all functions
• Contributes to a positive, inclusive work environment

4) Innovates and improves

• Actively supports or initiates continuous improvement efforts
• Shares ideas and suggests solutions that enhance team or business performance
• Stays open to feedback and embraces changes
• Demonstrates a bias towards action

5) Honors commitments

• Consistently follows through on project timelines, meeting and deliverables
• Takes ownership for responsibilities and delivers results
• Makes and holds commitment
• Communicates proactively when challenges arise and adjusts plans to stay on track

Equal Opportunity Employer/Protected Veteran/Disability/E-Verify