Director - International Business Development

Job Description

Job Description

INTRODUCTION TO AM GENERAL

AM General develops and builds specialized ground vehicle systems that get the US Armed Services and our allies to and from their mission safely. Our innovative spirit delivers advanced, rugged, resilient, and dependable mobility solutions. We are one team dedicated to producing the best products for our customers. We have a collective understanding that at AM General our purpose is to serve those who serve to protect us.

We R.I.D.E. with Sgt. Smith!

We are R esponsive We have I ntegrity We are D ynamic We exhibit E xcellence

PRINCIPLE DUTIES AND RESPONSIBILITIES

• Will oversee the Asia-Pacific region
• Accountable for capture leadership of an assigned portfolio of opportunities
• Identifies targets of opportunity, qualifies identified opportunities, and develops Capture and Win Strategy for qualified opportunities approved by Executive leadership
• Leads large, complex, strategic and high dollar value capture efforts to secure new or re-compete contracts, or task order business
• Acts on behalf of the executive sponsor for the opportunity
• Accountable to shape and win opportunities through balanced focus on customer, competitive environment, and AMG’s best interests
• Performs opportunity analyses, and interfaces with AMG leadership and organizations to ensure timely delivery of winning proposals
• Develops capture and win strategies including business solution for pursuit
• Performs market and economic analyses
• Designs and executes formal capture plans
• Monitor’s competitor activity
• Executes customer call plans to qualify and assess the “win-ability” of new opportunities, and to shape acquisitions
• Leads and coordinates competitive assessments—determines the strengths and weaknesses of AMG team and potential competitors
• Evaluates potential teammates to ensure complete coverage of all opportunity requirements, and coordinates teaming activities and decisions
• Identifies resources required to pursue a bid, and guides bid and proposal activities
• Leads development of customer profiles—including customer needs, issues, hopes, and biases
• Regularly interacts with all levels of management, infrastructure POCs, staff, and customers
• Prepares pipeline plans
• Provides input to Business Unit plans and artifacts
• Ensures development of solutions that offer competitive distinction and readily executable approaches
• Prepare and lead Gate Reviews
• Develop B&P spend plans and track all associated expenses

KNOWLEDGE AND SKILLS

• Bachelor’s degree required, Master’s degree preferred
• Ten plus years of experience in International Sales and related support functions
• Successful track record of account planning and significant (>$50M) capture
• Diplomatic, persuasive, and articulate communication style to establish and maintain rapport with internal and external customers/partners
• Aptitude for milestone-based capture process
• Strong verbal and written communication skills are a plus
• Proactive, superior attention to detail, project management, and organizational skills
• Business acumen, strong analytical and problem-solving skills, reliability, and sound judgment
• Passion for personal accountability, achievement, learning and continual improvement
• Ability to articulate complex issues into succinct, cohesive summaries and presentations
• Experience with foreign government budget, investments, and acquisition processes
• Deep understanding of pricing, baseline pricing strategies, and the evolution of pricing strategies into business strategies that are competitive and compelling for the customer
• Knowledge of and strong contacts within the relevant customer and technical community to facilitate strategic teaming relationships
• Understanding of sales and business development methodology and requirements development
• Ability to gain internal support, operate independently with limited supervision and feedback
• Establish a solid working relationship with technical staff, Directors, and peers across the company
• Strong organizational skills
• High level of initiative and moderate knowledge concerning MS Office Products
• Leadership and supervisory skills are an asset to this position
• Knowledge of a second language is a plus. Technical background in automotive or related areas are a plus
• Military experience preferred in the following areas:
  • Foreign Area Officer (FAO)
  • Defense Attaché (DATT)
  • Senior Defense Official (SDO) with demonstrated and working knowledge of Foreign Assistance Programs
  • Foreign Military Sales (FMS)
  • Foreign Military Financing (FMF) acquisitions programs
• Extensive professional network within the assigned capture territory and portfolio preferred

PHYSICAL EFFORT

• Sight: must be able to regularly read computer screen, reports, and various documents with detail and clarity to accomplish work tasks in a safe and efficient manner, including regular use of adequate close vision, distance vision, color vision, peripheral vision, and ability to adjust focus
• Hearing: must be able to regularly hear well enough to communicate

WORKING CONDITIONS

• Physical Location: This position operates between an office and manufacturing plant environment and is often assigned to a specific shift or hours. The Employee must be able to perform job functions in an environment with varying difficult work conditions such as extreme cold, heat, inclement weather, at heights, and/or while exposed to constant/intermittent loud noises
• Teamwork: This position will work with others to ensure efficiency in the workplace
• Listening Skills: This position will need to understand how to use machinery properly and safely to prevent accidents and ensure all tasks are completed accurately
• Ability to follow instructions: Managers assign tasks and responsibilities, which vary; this position should be able to follow instructions competently
• Methodical approach: Production lines follow a set process, so this position needs a methodical approach to ensure all tasks are completed in the correct order for a smooth-running production line
• Concentration: This position may perform the same or similar tasks repeatedly, so a strong level of concentration when carrying out these tasks is important for quality control purposes. This role is often fast paced, so being able to maintain focus at all times is important

TRAVEL REQUIREMENTS

Up to 40% travel may be required