Lockheed Martin International Maritime Business Development / Maritime in Shelton, Connecticut
At Lockheed Martin Rotary and Mission Systems, we are driven by innovation and integrity. We believe that by applying the highest standards of business ethics and visionary thinking, everything is within our reach – and yours as a Lockheed Martin employee. Lockheed Martin values your skills, training and education. Come and experience your future! The main responsibilities of this role are to organize, plan, and manage maritime business development, sales and customer relationship efforts internationally to exceed business objectives. This position will also be responsible for planning and capturing new maritime business opportunities for all of Sikorsky Aircraft’s product lines internationally.Knowledge of the proposal and contractual processes, pricing systems and rates, elements of cost and how they are estimated is required for a successful candidate. The candidate must be able to explain proposals and related issues to management and rapidly obtain answers to customer questions and issues. Familiarity with the international maritime industry and markets, military operational requirements, and international affairs is highly desirable. The position will also require a broad interface with multiple company disciplines including business development, International BD and Program Management, Customer Support, Operations, Legal, ITC, etc., including ownership of a number of marketing licenses. Job Responsibilities:As a key member of the Europe, Middle East and Africa (EMEA) Business Development team, and in support of maritime product sales globally, this role will be responsible for: Developing sales leads, establishing win plans, and leading or co-leading Business Acquisition Teams to capture opportunities. This includes the marketing, promotion and selling of all related products and services.Contributing to the development and execution of country and/or regional strategies for assigned territories.Developing relationships with customer operational, acquisition and governmental organizations in order to determine, and meet, specific requirements Maintaining an in-depth knowledge of Naval equipment, requirements and operational trends.Developing business objectives, strategies, and plans for the regions including but not limited to developing a funnel of opportunities, projected sales and revenues, and growth strategies to maximize market share. Supporting to the EMEA BD team by working with customers, the assigned Regional Sales Manager(s) (RSM), and Business Manager(s) to develop pursuits and aftermarket requirements.Creating and conducting Executive Management reviews to gain alignment and approval for sales and strategic targets.Regularly interfacing with appropriate stakeholders and aligning all pursuits and strategies with management. Be cognizant of all pursuits and ensure they are carried out with an overall eye on maintaining and building positive customer relationships.Building strong relationships with U.S. Embassies, and other in-country representatives.Maintaining relationships with relevant USG organizations (OSD, DSCA, NIPO, NAVAIR, etc.).Supporting all marketing, prospecting, forecasting, selling, contracting, and managing support as required for the sale of aircraft, upgrades, maintenance, component repair, spares/GSE, tech pubs, tech support, training and other support services assigned in the specific areas of responsibility.Leading or Co-leading the BAT (Business Acquisition Team), as the Business Acquisition Manager (BAM), and in such a role serving as the primary channel of communication between the customer and within the company and the for specific sales pursuitsEnsuring Cost, Schedule, and Technical Performance of assigned pursuits are executable by closely coordinating with Programs, Engineering and the Business Office.
Basic Qualifications Excellent communication and negotiation skills. Demonstrated success in working in a matrixed, team environment Ability to establish strong collaboration with all different functions and departments across Sikorsky Aircraft. Ability to create, compose and edit written materials. Reporting on new opportunities as well as briefing current pursuits will be a regimented requirement. Be able to manage multiple prioritiesPossess excellent verbal and written communication skills for use at all levels of the organization such as employees, management and customerExpect to travel internationally (approximately 60%) in support of sales pursuit objectives, contract development and corresponding negotiationsExperience negotiating contracts a plus Possess technical aircraft, aircraft systems, and/or maintenance knowledge a plusInternational experience is preferred. Military maritime experience desired The incumbent must have a comprehensive knowledge of the rotary-wing industry, aircraft support, program management, marketing principles and practices, a thorough understanding of related industry practices, and a firm knowledge of the various styles and types of governments in the assigned territory. Familiarity with and knowledge and experience with all Sikorsky products is also essential. The ability to meet and converse easily in the global maritime market with high level ranking officials and/or technical customer personnel is also required.
Desired skills Familiarity with and use of Salesforce CRM is an advantage
As a leading technology innovation company, Lockheed Martin’s vast team works with partners around the world to bring proven performance to our customers’ toughest challenges. Lockheed Martin has employees based in many states throughout the U.S., and Internationally, with business locations in many nations and territories.
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Lockheed Martin is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.
Job Location(s): Shelton Connecticut