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Director Business Development, Engines Business - L3 Precision Engagement Systems - Muskegon, Michigan

Posted: 07FEB2019


We are a company of innovators, game changers, and entrepreneurs. As a prime contractor, we provide a broad range of communication, electronic and sensor systems used on military and commercial platforms across the globe. We embrace innovative and progressive ideas to advance our products for military and commercial customers. The Electronic Systems Segment (ESS) provides a broad range of aerospace systems, security and detection systems, and pilot training. 


L3 Precision Engagement Systems is a premier defense systems contractor fielding game-changing precision ISR systems, weapon systems and defense electronics products that address both current and future U.S. military operational needs for air, land, sea and space platforms.


Combat Propulsion Systems (CPS), headquartered in Muskegon, Michigan, one of the L3 business segments in the Precision Engagements sector, is a recognized market leader in the engineering, design and manufacture of engines, transmissions, suspension and turret drive systems for combat vehicles, including both tracked and wheeled vehicles.  We are seeking a Director, Business Development, Engines Business.


As the Director, Business Development, Engines Business, you will be responsible for identifying and implementing business development opportunities to address customer needs utilizing our capabilities within L3.  You will be tasked with identifying markets, shaping opportunities, assessing the competitive landscape, developing businesses cases and customer capture plans.  You’ll be tasked with consistently driving and demonstrating the ability to lead and support proposal efforts for new product development. Success will be critical on building focused relationships with customers and/or the Government that promote collaboration and cooperative programs to best support L3 growth strategies. You’ll be responsible for completing economic analyses on new or improved product opportunities and/or business models while coordinating with internal departments in identifying/implementing business development projects.


You will demonstrate success by:

  • Supporting the Engines Business by ensuring that the annual business plan orders target is either met or exceeded.

  • Understanding your supported customer, the Engines Business in L-3 CPS, and being a key contributor to their business success.

  • Proven knowledge of the pursuit cycle: influence, capture intelligence, communicate, understand environment, communicate winning strategy/solution, establish ‘Price to Win’, assist with business case, respond, follow up, and close.

  • Direct marketing/sales activities of products and/or services to government agencies or private firms doing business with the government.

  • Develop short- and long-term objectives aligned with the organization and communicate goals to upper management. 

  • Acts as an advisor to management on status or action required in connection with existing and potential business opportunities.

  • Intune to developments in the government, military, and international fields as they apply to the organization's future marketing plans.

  • Effectively position L3 within the market by analyzing competitor’s prices, sales, and method of operation

  • Be active in the market searching for business opportunities, maintains surveillance and with the ability to perform financial analysis of acquisition candidates. 

  • Ability prepare acquisition proposals, and recommend strategic objectives and alternatives and implement and maintain strategic and operational plans.

  • Coordinating with cross-functional management within the Program Management, Contracts and Engineering departments to evaluate marketing strategies for new and existing products or services.

  • Plan, coordinate and execute business reviews, strategic planning exercises, resource planning, budgetary analysis, and opportunity mapping.

  • Up to date with industry knowledge by performing competitive market intelligence to understand the execution strategies of Prime Contractors and competitors.

  • Own and maintain the capture process effectiveness measures and instill a winning culture within BD and the organization.

  • Uphold a high ethical standard with all business dealings concerning the company.

  • Must have the ability to travel up to 50% domestic and international.

  • A team-oriented attitude and ability to perform other duties as assigned.

  • Understanding of US DoD Foreign Military Sales Process and existing international customer network, with focus on Middle East.


Our Values are an integral part of who we are. We seek candidates who share our values:

  • Integrity

  • Excellence

  • Accountability

  • Respect


  • Bachelor Degree in an engineering discipline or business related, MBA preferred.

  • 10+ years of experience in a customer facing, business development or strategic planning role within a global matrixed organization with the DoD and Defense prime Contractors as a primary customer. Direct Military Experience at a leadership level is a plus.

  • A proven track record of building customer and industry relationships.

  • 5+ years of international business experience

  • Professional experience or background in military track or wheeled vehicle market.

  • Excellent written and oral communication/presentation skills

  • Capability to think strategically and execute tactically using integrative thinking skills with a strong foundation in data driven problem solving.

  • Depth and breadth in business acumen across the major functional disciplines including Program Management, Engineering, Operations, Finance, Contracts, Business Development, Marketing and Sales

  • Secret Security Clearance or ability to obtain one

  • Well versed in proposal creation, contract execution and FARs/DFARS.

Mike ONeil  -