United Technologies Corporation Business Development Director - Military Avionics & Helicopters, Middle East in Abu Dhabi, United Arab Emirates

Job ID: 15153

City: Abu Dhabi

State: Abu Dhabi

Country: United Arab Emirates

Category: Administrative Support

Job Type:

Description:

Collins Aerospace is a leader in technologically advanced and intelligent solutions for the global aerospace and defense industry. Created in 2018 by bringing together Rockwell Collins and UTC Aerospace Systems, Collins Aerospace has the capabilities, comprehensive portfolio and expertise to solve customers’ toughest challenges and to meet the demands of a rapidly evolving global market.

Our Avionics team advances aviation electronics and information management solutions for commercial and military customers across the world. That means we’re helping passengers reach their destination safely. We’re connecting aircraft operators, airports, rail and critical infrastructure with intelligent data service solutions that keep passengers, flight crews and militaries connected and informed. And we’re providing industry-leading fire protection and safety systems that our customers can count on when it matters most. Are you ready to learn from the most knowledgeable experts in the industry, develop the technologies of tomorrow and reach new heights in your career? Join our Avionics team today.

Overall Purpose:

The Business Development Director – Military Avionics & Helicopters (MAH) is responsible for pursuit and order capture for the Military Avionics products / solutions as part of the Avionics Strategic Business Unit and will be the Avionics lead dealing directly with the Aftermarket customers (Government Organisations and Military Operators), and OEMs in the Middle East region for avionics systems retro fit and upgrade opportunities. In addition to this, the role holder will be responsible for performing activities related to competitive analysis, market research, market share determination, and external product/capability overviews.

Working within the EuMEA Avionics Aftermarket Business Development team, the role holder will be based in one of our Collins Aerospace Offices in UAE and the incumbent should expect extensive travel throughout the Middle East Region

Key Responsibilities:

  • Be the focal point and lead order capture responsibility for assigned pursuits for the Business Unit.

  • Responsible in region as the Avionics BD lead for MAH and subject matter expert for the Avionics SBU, in the development of and finding new business opportunities , developing winning strategies and closing orders.

  • Developing customer relationships, understanding customer and market requirements, operational needs

  • Connect customer problems and opportunities and requirements with the avionics portfolio

  • Be responsible for the Account Management of key Avionics customers in region, o understand the acquisition process and internal structures of the customer community across the region and to develop an extensive network across acquisition, user and support community

  • Maintain a high level of knowledge of avionics and product applicability in the context of operational flying and to determine viability of new technologies/solutions to drive regional customer requirements.

  • Provide accurate and timely forecast of for orders ion CRM tool

  • Work with other Strategic Business Units in Collins Aerospace to maximise opportunities

  • Networks with key contacts outside own area of expertise to look for synergistic opportunities.

  • Lead customer events where appropriate (Road shows, TIMs, Tradeshows, etc.) and Management of Bailment Units

  • Generate and analyse competitive assessments and Price To Win scenarios

  • Manage the appropriate Decision Point Process and be able to articulate customer requirements and pursuit strategies to Leadership in the company

For assigned pursuits:

  • Responsible for developing capture plans with the triad of LCVS, engineering and BD

  • Provide ROM and / or FFP proposals the customer consistent with the assign level of Delegation Of Authority ​

  • Responsible for CBAP leadership unless Capture Team Leader has been assigned.

  • Supporting LCVS/Engineering Capture Team Leader through to DP C.

  • Provide accurate and timely orders forecasting and maintain Sales Force status entries to facilitate effective pursuit reviews/cadence/reporting.

  • Responsible for DP-Bs for new business opportunities including:

  • Development and implementation of customer contact plans for pursuits

  • Leading customer MIR identification

  • Developing win strategies

  • Defining price to win

Key Competencies:

Competency

Evidence Behaviours

Customer Service Orientation -

• Provides customers with quality experiences, establishing and maintaining effective relationships.

Judgment -

• Bases decisions on factual information and considers alternative courses of action before reaching decisions.

Negotiating -

• Listens to the objectives and viewpoints of other individuals and remains flexible to input throughout the decision making process.

Cooperation -

• Takes personal initiative to proactively serve as team motivator creating strong morale and synergy.

Analysis-

• Demonstrates the ability to provide a logical, in-depth analysis of a problem or situation.

Presenting -

• Develops and delivers clear and effective presentations and skilfully handles difficult questions from the audience.

• Consistently delivers concise and articulate speeches.

Relationships -

• Develops relationships with others that are based on trust.

Key Qualifications and Experience:

Experience - Demonstrable experience in sales leading large Government program capture within the Defence environment and OEM environment, preferably in the Avionics aftermarket, in the Middle East. Preferably have a military flying background and have a clear understanding of government procurement, budgeting process across the region. In addition, work experience in a global matrix organisation would be useful

Education - Educated to degree level in an appropriate discipline

Communication Skills - Demonstrable and exemplary communications skills at all levels of Customer and Company contact are required. Ability to speak Arabic is desirable but not essential

Proposal Development - Desirable to have experience of Capture team lead on large Government/MOD programs in the region

Networking - Experienced networker in the Defense environment in the region

Cultural Awareness - Demonstrated knowledge and understanding of cultural aspects of business environment as relates to customer needs and selection of products and services in the region

Collins Aerospace is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, gender, sexual orientation, gender identity, disability, or any other protected status.

Qualification:

Thank you for your interest in a career at United Technologies! We will soon upgrade to an improved job application system to simplify the apply experience. You will still be able to apply to any of our current job openings through December 18, 2018. On January 2, 2019, our new and improved job application system will launch; please check back on that date to see all of our job openings.