Job Title: Director of Business Development

Director of Business Development , Position Overview:
The L3 Sonoma EO Business Division seeks an experienced Director of Business Development , for Advanced Products to lead pursuit and capture of new domestic advanced development stabilized Electro - Optical/Infrared (EO/IR) business. Specifically, this position will identify and verify new business opportunities, generate customer contact and capture plans, lead capture teams, and respond to Requests for Information (RFIs), Requests for Quotes (RFQs) and Requests for Proposals (RFPs). The selected candidate will spearhead market strategy development, gather competitive intelligence, do price-to-win / design-to-cost analysis, and act as the primary point of contact with customers for programs and projects during the capture phase. This individual must effectively translate user needs into product features and clearly communicate how L-3 Sonoma EO’s products can meet user requirements. He or she will also provide input into new product development and develop ongoing customer value propositions.

Performance Objectives:
Have an in-depth knowledge of the advanced programs EO/IR Imaging marketplace, customer requirements, and mission needs and be able to communicate that knowledge at all levels within the organization. Reporting responsibilities include executive management, program management, engineering, and capture teams. Market areas of emphasis include EO/IR imaging, laser subsystems for targeting, illumination and range finding, Hyperspectral imaging, Infrared Search and Track (IRST) and other advanced EOIR technologies across the US DoD. Establish and maintain customer relationships with prime contractor and government customer communities and maintain a high level of customer intimacy within these communities Collaborate with Engineering and Program Management to manage the complete product lifecycle, from new product introduction through product replacement. Manage capture teams through Sonoma’s defined process Support Sonoma’s annual strategic planning process Assist with development of a detailed annual business development operating plan Participate in B&P and IRAD planning and approval, leveraging customer pull and insight Support generating and maintaining orders pipeline and booking forecasts for Sonoma EO Coordinate, lead and/or support proposal activities Regularly visit key Sonoma EO customers
Qualifications:
Basic Qualifications & Education:
This position requires a minimum of 15 years of relevant business development experience, with at least 5 years of airborne imaging ISR preferred
Minimum BS degree, preferably in a technical field
The ideal Candidate will have an in-depth understanding of DoD mission equipment in any one or more of the following categories: reconnaissance, surveillance, target acquisition, and threat detection in support of weapons, fixed wing and rotary aircraft.
The ideal candidate will have direct experience interacting with customers to define mission needs and translating requirements to engineering and program management personnel.
The ideal candidate will also have direct familiarity and experience working with US military requirements, acquisition, and operational agencies.
Have a demonstrated track record of winning new business
Know how to influence and effectively shape customer requirements within the following constituencies: government customer, prime contractor customer, and partners/suppliers
Be able to work effectively with the Director, Advanced Programs, Sonoma EO GM and functional organizations within the L-3 Sonoma EO Business Unit .
Working knowledge of the US Department of Defense procurement processes, Federal Acquisition Regulations (FARs), Foreign Military Sales/Funded (FMS/ FMF) and International Traffic and Arms Regulations (ITAR) is required.
The successful candidate will be an energetic self-starter, a leader and a proven performer who can achieve results with limited supervision.
This position is based in Santa Rosa, and requires domestic travel (50%) and periodic international travel.
Candidate must have experience and understanding of forecasting, investment strategy, standard estimating and budgeting practices, capture planning and proposal development. Training in Miller - Heiman and Shipley processes preferred
Candidate must be a U.S. citizen with ability to obtain a US security clearance.
Pre-employment drug screening and background checks are standard.
L-3 Sonoma EO is an e-Verify Employer.

ADA Requirements:
Able to work at a desk / computer for extended periods of time.
May be required to lift and/or move up to 10 pounds, with assistance.
Able to work additional hours as needed to ensure responsibilities are met.
Routine domestic travel required, up to 50%, and internationally, on occasion.

Bringing the future into focus...
Headquartered in New York City, L-3 Communications (NYSE: LLL) is the 7th largest Defense Contractor, employs over 45,000 people worldwide, and is a prime contractor in aircraft modernization and maintenance, Command, Control, Communications, Intelligence, Surveillance and Reconnaissance (C3ISR) systems and government services. L-3 is also a leading provider of high technology products, subsystems and systems. The company reported 2014 sales of $12.1 billion.

L-3 Sonoma EO is a dynamic and innovative business, open to new ideas and able to quickly transform new ideas into revolutionary technological improvements and new product offerings. We offer competitive benefits, an alternative 9/80 work schedule, and the opportunity to work with a talented and diverse group of professionals.

To be considered you must apply online:
Visit http://www.l-3com.com/careers/us-job-search.html
and enter "Santa Rosa" in the Keyword box.

L-3 Sonoma EO is an equal opportunity employer.
We encourage minorities, women, protected veterans and disabled individuals to apply.