The Business Development Director - Middle East is responsible for the identification and business development of prospective UAS customers in the Middle East region. This position is responsible for the direction of all strategic and tactical efforts as they relate to supporting existing business as well as capturing new business in the region.  This includes recommending potential partnerships, joint ventures and/or representations, substantiated by research and due diligence results in the specifics of each campaign, to include factors relating to geopolitics, government requirements, and customer operational demands, and familiarity with regional cultures and customs.

Position Responsibilities

• Responsible for the Middle East major international spanet segments/regions with full responsibility for business strategy, capture plan development and execution, and progressive sales growth in alignment with AV strategic plans
• Provides thought leadership and strategic guidance to the following areas:
  • Analyzes current and new spanets, develop campaign / capture strategies to grow our business
  • Gathers pertinent information on spanet, customer structure, and the competition
  • Identifies funding sources and sales vehicles
  • Interfaces with local US Government teams
  • Identifies initial customers and technical/operational requirements including identifying influencers and key decision makers, determine  ‘price-to-win’ and shape requirements towards AV products
• Responsible for Sales Forecast and AOP planning, tracking and status reporting to Intl Market Segment Lead in support of global sales operations
• Identifies and develops key “value-add” partnerships that support AV strategic international growth goals
• Build and maintain trusted and solid relationships across the customer organization at all levels, while facilitating the same for others within AeroVironment
• Identification and creation of new business opportunities, primarily government but may include civil
• Strengthens the company’s reputation within the customer organization
• Utilizes new business processes and Customer Relationship Management (CRM) tool
• Creates capture strategies and execution plans with compelling win strategies for ongoing and new business opportunities
• Supports monthly forecast review presentations to leadership, as well as annual strategic planning efforts
• Prioritizes investment decisions for review, based on customer requirements, and the pipeline
• Identify funding sources, sales vehicles, influencers and decision-makers at prospective customers
• Communicates regularly with management and work closely with PLM to provide feedback and recommendations substantiated by progressive knowledge of the customer and competitor landscapes.
• Qualifies new leads and set up meetings to communicate customer requirements, campaign needs, and due diligence results
• In conjunction with the Marketing, Flight Ops, Project Management, and Customer Support Departments, organizes and supports trade shows, flight demonstrations, training, and customer service visits
• Other duties as assigned

  Basic Qualifications (Required Skills & Experience)

• Bachelor’s degree in Business Administration or relevant discipline; Advanced degree is preferred
• Minimum of 12 years of relevant Business Development experience. Prior relevant experience working with customers within the region and understanding customer requirements/needs/issues, with demonstrated success.
• In-depth knowledge of geopolitics, regional and in-country operational needs relating to autonomous systems, both aerial and ground.
• Extensive understanding of cultural and political attributes of countries in the area. Proficiency in Arabic language desired
• Demonstrated experience in writing proposals and winning contracts
• Strong track record of successful sales of autonomous systems to defense & security entities in the Middle East, particularly in Saudi Arabia and the UAE
• Experienced in foreign material sales (FMS), direct commercial sales (DCS), export licensing requirements, FCPA regulations, and interfacing with pertinent foreign and US government channels in areas of operation
• Must be living in the region
• Must have a valid drivers license and clean DMV record

Other Qualifications & Desired Competencies

• Having broad expertise or unique knowledge, uses skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways
• Strong Business Development acumen
• Strong understanding of USG acquisition and program planning processes
• Demonstrated business experience working with cross-functional teams
• Strong communication, negotiation, strategic planning and interpersonal skills
• Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)
• Able to excel in a fast-paced, deadline-driven environment, where small teams share a broad variety of duties
• Able to work with a high level of independence as well as of a part of high-energy teams
• Displays strong initiative and drive to accomplish goals and meet company objectives
• Takes ownership and responsibility for current and past work products
• Is committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company
• Focuses on teamwork and puts the success of the team above ones own interests

  Physical Demands

• Ability to work in an office and home office environment (Constant)
• Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (Constant)
• Ability to travel extensively, both domestic and international, sometimes on short notice

The salary range for this role is:

AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate’s work experience, education/training, and key skills.

ITAR Requirement:

This position requires access to information that is subject to compliance with the International Traffic Arms Regulations (“ITAR”) and/or the Export Administration Regulations (“EAR”). In order to comply with the requirements of the ITAR and/or the EAR, applicants must qualify as a U.S. person under the ITAR and the EAR, or a person to be approved for an export license by the governing agency whose technology comes under its jurisdiction. Please understand that any job offer that requires approval of an export license will be conditional on AeroVironment’s determination that it will be able to obtain an export license in a time frame consistent with AeroVironment’s business requirements. A “U.S. person” according to the ITAR definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee or asylee. See 22 CFR 120.15. Some positions will require current U.S. Citizenship due to contract requirements.

Benefits:  AV offers an excellent benefits package including medical, dental vision, 401K with company matching, a 9/80 work schedule and a paid holiday shutdown.  For more information about our company benefit offerings please visit:  http://www.avinc.com/myavbenefits.

We also encourage you to review our company website at http://www.avinc.com to learn more about us.

Principals only need apply.  NO agencies please.

Who We Are

Based in California, AeroVironment (AVAV) is a global leader in unmanned aircraft systems (UAS) and tactical missile systems. Founded in 1971 by celebrated physicist and engineer, Dr. Paul MacCready, we’ve been at the leading edge of technical innovation for more than 45 years. Be a part of the team that developed the world’s most widely used military drones and created the first submarine-launched reconnaissance drone, and has seven innovative vehicles that are part of the Smithsonian Institution’s permanent collection in Washington, DC.

Join us today in developing the next generation of small UAS and tactical missile systems that will deliver more actionable intelligence to our customers so they can proceed with certainty – and succeed.

What We Do

Building on a history of technological innovation, AeroVironment designs, develops, produces, and supports an advanced portfolio of unmanned aircraft systems (UAS) and tactical missile systems.  Agencies of the U.S. Department of Defense and allied military services use the company’s hand-launched UAS to provide situational awareness to tactical operating units through real-time, airborne reconnaissance, surveillance, and target acquisition.

We are proud to be an EEO/AA Equal Opportunity Employer, including disability/veterans. AeroVironment, Inc. is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status.

ITAR

U.S. Citizenship is required. Secret or Top Secret clearance, or the ability obtain a clearance is desired.