Government and Defense Aviation Business Development Manager

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Job description

This individual will be responsible for promoting Garmin's aviation product lines to the government and defense markets globally, developing and managing strategic relationships with government entities and defense integrators, and advocating the customer's objectives and requirements to internal stakeholders.The individual is responsible for short and long term revenue growth and profitability, maintaining a significant funnel of high quality sales opportunities, providing competitive and market business intelligence, and defining the strategic roadmap of product, partners, and business processes to enable sustainable growth in the government and defense markets.

ESSENTIAL FUNCTIONS:

• Demonstrates advanced knowledge of the government and defense industry and aviation products
• Identify, assess, and develop strategic partnerships with key defense integrators with the ability to integrate Garmin's product and expand Garmin's market share
• Demonstrates the ability to build strong working relationships with key points-of-contact, key stakeholders, and program offices within both the U.S. and international militaries.
• Builds and presents product presentations demonstrating advanced knowledge of Garmin products and showing a high level of comfort presenting in front of customers, including c-level executives and military officers
• Demonstrates ability to effectively develop persuasive, well-organized, and informative proposals and business case analysis in response to customer proposal requests; execution will be completed with minimal oversight and support from management or the team
• Demonstrates the ability to professionally negotiate complex contractual agreements with a diverse set of government and commercial customers/partners with minimal oversight and guidance by effectively leveraging a cross-functional teams
• Develop, review and maintain up-to-date revenue forecasts showing a detailed knowledge of each customers'/partners' production forecasts and sales prospects
• Demonstrates the ability to prepare a margin analysis and business case analysis and with the ability to present the proposal to executive management in a clear, concise, and persuasive manner
• Assists in developing high-quality, persuasive marketing material and press releases to increase Garmin's brand presence within the government and defense market
• Manages a variety of accounts and relationships globally, where the more complex ones require multiple detailed/complex RFI/RFPs responses, contracts and administrative assignments
• Demonstrates ability to proactively provide timely, detailed and actionable notes after business trips and significant customer meetings with a high level of detail; submits weekly reports with the appropriate detail and on time

OTHER RESPONSIBILITIES:

• Participate in trade shows to demonstrate products and articulate competitive benefits of Garmin products and systems to a diverse range of pilots, maintenance personnel, engineers, executives, government officials, and military officers
• Identify opportunities for expanding our product line to expand government and defense market share
• Contribute customer, market, and product knowledge to internal cross-functional teams
• Act as a customer advocate within the organization for your customers as appropriate
• Maintain frequent contact with customers/government entities including regular travel in addition to planning/organizing sales and coordination meetings
• Assist peers in proposal generation and identifying strategic opportunities

Qualifications:

EDUCATION, EXPERIENCE, AND SKILLS REQUIRED:

• Experience with U.S. government procurement and acquisitions requirements and processes
• Experience as a commissions/warrant officer, or master's degree plus 4 years relevant experience, or bachelor's degree plus 5 years relevant experience, performing a role substantially similar to the essential functions of this role
• Military pilot, technical background, and/or proficiently demonstrate the ability to sell the added benefits of Garmin aviation products to customers
• Experience in developing and executing strategy/growth plans for new products and new markets
• Strong business-to-business analytical, financial, strategic thinking and marketing skills, with ability to prioritize and handle multiple tasks
• Excellent understanding of the military avionics competitive landscape, products, and systems
• Demonstrated strong and effective verbal, written, and interpersonal communication skills
• Demonstrated effective presentation skills and public speaking ability
• Must be a fair negotiator focused on mutual success
• Must be organized, self-motivated, accurate and possess the ability to work quickly
• Demonstrated proficiency using Word, PowerPoint, Excel and Outlook
• Must be detail-oriented and have the ability to work proactively and effectively with minimal supervision
• Ability to prioritize and multi-task in a flexible, fast paced and challenging environment
• Must be team-oriented, possess a positive attitude and work well with others
• Ability to communicate and interface effectively with all levels of management and associates
• Must possess the ability to maintain flexibility to travel (50% of time or greater)

DESIRABLE QUALIFICATIONS:

• Fixed Wing and Rotary Wing Pilot Certification
• Recent flight experience
• Experience in working with military branch program offices
• Experience in managing and executing military programs
• 5 years experience in the aviation/avionics industry
• Previous experience in business development and/or sales
• Ability to acquire and maintain a security clearance

Garmin International is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identity, veteran's status, age or disability.