Sr. Director Business Development Manager - USAF

About this role

Who We Are:   • CAE Vision: Our vision is to be the worldwide partner of choice in defense and security, civil aviation, and healthcare by revolutionizing our customers’ training and critical operations with digitally immersive solutions to elevate safety, efficiency and readiness. 

• CAE Defense & Security Mission: CAE's Defense and Security business unit focuses on helping prepare military customers to develop and maintain the highest levels of mission readiness. 

• CAE Values: Empowerment, Innovation, Excellence, Integrity and OneCAE make us who we are and we strive to make a difference in the world while helping each other succeed. 

What We Have to Offer:   • Comprehensive and competitive benefits package and flexibility that promotes work-life balance 

• A work environment where all employees are valued, respected and safe 

• Freedom to succeed by enabling team members to deliver, take initiatives and make decisions 

• Recognition, professional development, advancement and having fun! 

Summary    The Senior Business Development Manager will lead the US Air Force business development team.  This senior leader will be responsible for establishing and communicating the strategic growth plan, recruiting and developing the business development team, developing and maintaining strategic relationships, and meeting new business growth commitments. 

Essential Duties and Responsibilities    Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.    • Develop US Air Force portfolio strategy  

• Provide clear guidance, coaching and leadership to supporting staff  

• Demonstrated understanding, knowledge and relationships with the USAF’s Major Commands (MAJCOMs) and the Air Force Life Cycle Management Center (AFLCMC). 

• Proven knowledge of the USAF acquisition process and industry pursuit cycle with the ability to influence, build relationships, communicate, understand customer needs, and develop winning strategy/solutions 

• Develop and nurture relationships with key customers and industry peers at various levels throughout their respective organizations 

• Prepare and package concise clear and compelling briefings that include the positioning strategy/plan, customer map, needs, and action plans required to implement a winning strategy 

• Generate and communicate business case rationale, risks, and customer value propositions to Senior Leadership and teams 

• Generate detailed assessments of the customer landscape through experience, research and engagement 

• Analyze and understand the customers’ desired capabilities, the competitive environment, and technological trends and incorporate the data into actionable strategies and tactics 

• Organize and guide cross-functional teams in developing the strategies and business cases to support positioning and capturing new opportunities 

• Support fellow BD leads with adjacent pursuit strategies providing customer and capability subject matter expertise 

• Coordinate and lead customer demonstrations and oral presentations 

• Coordinate development and implementation of marketing communications campaigns to support pursuits 

• Ensure compliance with company policies and procedures and other practices set forth by upper management 

Qualifications and Education Requirements    • Bachelor’s Degree in business, engineering or another applicable field. 

• 8+ years of business development or relevant experience. 

• Extensive experience with joint training requirements and synthetic training environments 

• Secret Security Clearance or ability to obtain one quickly (i.e. expired less than 2 years).  

• Must have knowledge of the Department of Defense acquisition process, export, and policy governing sales of defense equipment 

• Comprehensive understanding of the USAF acquisitions process, priorities and the expertise to turn that knowledge into new business through capture management 

• Excellent written and oral presentation skills including the ability to generate written material to communicate to customers at all levels, including senior executives 

• Experience leading teams and managing budgets 

• Demonstrated ability to build customer and industry relationships 

• Experience in the training and simulation market a plus and highly desirable 

• Ability to travel up to 25% of the year 

• Due to U.S. Government contract requirements, only U.S. citizens are eligible for this role.  

Preferred Skills    • Shipley capture process and tools (Color team reviews, contact plans, price to win, competitive intel, customer value props, etc) 

• Technical/Proposal writing 

• Technical presentations 

• Strategy 

• Relationship development and management  Business case development 

• Strong presentation skills are required to make presentations to potential partners, customers, government entities and internal management at all levels 

Security Responsibilities    Must comply with all company security and data protection / usage policies and procedures.  Personally responsible for proper marking and handling of all information and materials, in any form. Shall not divulge any information, or afford access, to other employees not having a need-to-know. Shall not divulge information outside company without management approval.  All government and proprietary information will be accessed and stored electronically on company provided resources.    •  Incumbent must be eligible for DoD Personal Security Clearance.  

Due to U.S. Government contract requirements, only U.S. citizens are eligible for this role.   

Work Environment    This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.  

Physical Demands    The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of

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