Senior Business Development Director (Aerospace & Defense)

EWI is the leader in materials sciences and the go to experts that many of the country’s largest and most innovative organizations call to assist with their most difficult assignments.  Our business success relies on strong execution and continuous improvement – driven by the expertise and teamwork of our employees.  We are always searching for exceptional candidates to join the EWI team and be a part of our forward-thinking, innovative, best-in-class organization!  We have a rich history in the community and are and are proud to call Columbus our home. 

The Senior Business Development Director generates sales revenue with new and existing clients through the development and execution of growth strategies and sales plans. The primary markets of focus are aerospace and defense.  The Senior Business Development Director is tasked with achieving quarterly and annual sales goals across commercial and government sectors, utilizing all of EWI technologies, in support of corporate sales objectives for the fiscal year.  This person builds and cultivates strong, lasting customer relationships with keen attention on key accounts.  The Senior Business Development Director is responsible for the full sales process working with technical staff, project management, and sales team members to generate leads, qualify, advance, and close opportunities across assigned markets.

ESSENTIAL FUNCTIONS:

• Develop and maintain key account relationships within the aerospace and defense industry markets
• Consistently achieve $4.0M to $10.0M annually, depending on business conditions and assigned markets or accounts
• Meet increasing quarterly and annual goals across commercial and government sales, all EWI technologies, and all EWI locations
• Develop and lead effective growth strategies that result in increased sales and revenue with new and existing accounts
• Lead a team effort that includes leadership, marketing, engineering, and innovation to achieve sales goals
• Proactively plan and execute customer engagements aligned with growth strategies and sales plans
• Partner with technical staff, sales team members, and customers to understand their company’s business, technology needs, and objectives
• Communicate value through oral and written methods including but not limited to face-to-face engagements, proposals, presentations, web meetings, phone calls, and email
• Serve as the primary channel for customer communications throughout the sales process including internal coordination across technical staff, project management, contracting, and leadership
• Know EWI’s full suite of service offerings and value proposition; understand and effectively articulate what differentiates EWI
• Understand EWI technologies at the appropriate level to effectively sell the service offerings
• Identify, test the market, and co-develop new offerings and value propositions with leadership, marketing, engineering, and innovation
• Perform market research under your own direction, while collaborating with leadership, marketing, engineering, innovation, and the sales team
• Provide actionable market feedback distilled for EWI’s business and review with leadership and marketing
• Lead large negotiations with internal and external stakeholders related to scope, schedule, budget, IP, and contracts
• Effectively partner with technical staff, project management, contracting, and leadership to ensure favorable, timely negotiations
• Demonstrate mastery of the entire sales process working with, coaching, and advising technical staff, project management, and sales team members to generate leads, qualify, advance, and close opportunities across assigned markets
• Managing the client’s access to valuable engineering information prior to sales and coaching technical staff as needed to ensure an exchange of fee for services
• Properly qualify opportunities by setting value proposition, budget, and timing expectations prior to committing to delivering a proposal
• Manage deal cycles between one and six months but could be as long as 24 months

KNOWLEDGE/SKILLS/ABILITIES:

• Demonstrated knowledge in your market of responsibility
• Demonstrated abilities in a consultative sales environment
• Demonstrated capacity to learn and sell advanced manufacturing technology offerings including but not limited to materials joining, forming, automation, additive manufacturing, structural integrity, and data science
• Strong resonance between personal mission and EWI’s mission-oriented work
• Natural leader with ability to motivate and lead cross-functional teams to achieve company objectives
• Demonstrate a high level of maturity, polish, and presence with internal and external clients
• Professional writing and presentation skills
• Adept at learning quickly and managing change
• Comfortable in a fast-paced, service-minded, mission-based organization focused on customer success
• Exhibits sound judgment in decision making and execution
• Ability to multi-task and work autonomously while under substantial schedule and performance pressure
• Strong interpersonal skills supporting collaboration, negotiation, and teamwork with a diverse group of sales, marketing, engineering, and other internal personnel
• Proficient in MS Office (Word, Excel, PowerPoint, etc.)
• 50%+ travel expected both locally and nationally including travel to individual customers, other EWI locations, and representing EWI at various events and conferences
• Strong preference, but not requirement, to be based in Columbus, Ohio

EDUCATION:

• Bachelor’s degree or equivalent experience required
• Certified or completed an industry recognized sales methodology such as CFS, CSS, Challenger Sale

EXPERIENCE:

• Minimum of 15 years in a technical, consultative sales environment with a proven track record of success
• Manufacturing solutions and/or advisory services consulting sales experience preferred
• Experience in selling services to Fortune 500 companies in addition to small/medium-sized companies, including a deep understanding of multi-stakeholder buyer situations and experience in selling high-value, high-cost services

EXPORT CONTROLS - This position requires access to information and technology that is subject to U.S. export controls.  To conform to U.S. export control regulations, applicant should be eligible for any required authorizations from the U.S. Government.

EOE/M/F/Disability/Protected Veteran Status

Accommodation:

Individuals who need reasonable accommodations under the ADA in order to participate in the search and/or application process should contact Human Resources at (614) 688-5000.