Director, US Business Development - Defense & Security

Embraer; Melbourne (FL); On-site; USD 150,000 - 230,000; Full time

Job summary

Embraer Defense and Security USA seeks an experienced sales executive to manage campaigns for military aircraft and programs across the US, Canada, and FMS. The role coordinates with Embraer Defense & Security USA, other Embraer units, and partners to drive opportunities and contracts.

Ideal candidates have 15+ years in military aircraft sales, deep knowledge of US acquisition processes, and experience with primes and OEMs. Some travel and bilingual ability are advantageous.

Qualifications

• Bachelor’s degree in engineering, marketing, business administration or economics.
• 15+ years in management of military aircraft sales.
• Extensive knowledge of the US military acquisition process.
• Experience with US defense primes and OEMs.
• English and Portuguese language skills (desirable).

Responsibilities

• Manages local marketing activities for US government agencies and private firms.
• Directs short- and long-term objectives; reports to senior management.
• Monitors US defense acquisition activities among services.
• Develops campaign strategies; leads proposals; secures contracts.
• Maintains relationships with government officials and prime contractors.
• Prepares budgets and interfaces with the sales team.

Skills

Military aircraft sales

US defense market

Strategic win strategies

Team leadership

Capture management

Portuguese language (desirable)

Education

Bachelor's degree

Tools

Microsoft Office

Job description

Position Summary

At Embraer we are in the forefront providing state-of-the-art solutions to our end‑users Globally. Embraer is based out of Brazil, and our US Commercial and Defense entities are growing rapidly in the US. Embraer Defense and Security USA serves as the voice of the customer managing collaboration between Embraer Defense & Security USA, other Embraer business areas, and Embraer partners in the US. This sales executive will manage, coordinate, monitor and control sales activities and campaigns related to company military aircraft and programs in the United States, Canada, and FMS.

Job Responsibilities

• Manages local marketing activities for products and services for the company to United States government agencies or private firms doing government business.
• Directs the development of short- and long-term objectives for the company and makes recommendations to senior management.
• Monitors defense acquisition activities among all branches of US Armed Services.
• Monitors and analyzes developing defense acquisition trends and programs that could result in opportunities for aircraft sales.
• Develops campaign strategies, conduct briefings and presentations, leads formal proposal efforts and secures contracts.
• Advises senior management on status or action required in connection with existing and potential sales programs.
• Attends meetings on behalf of the company with government officials and United States prime contractors.
• Maintains key marketing contacts with civilian and military personnel. Develops new business opportunities for military company products and services.
• Develops and maintains customer relationships.
• Supports studies and activities related to marketing and sales analysis, as well as makes the interface with sales team in other units.
• Prepares and manages target program. Participates in the preparation of department budget and controls area/program budgets.
• Complies with company and department norms, policies, directives, and procedures.
• Guarantees reliability and quality of information.
• Maintains necessary internal and external contacts.
• Suggests improvements to processes and procedures.
• Honors and protects confidential and proprietary documents and information.

Education

• Bachelor’s degree in engineering, marketing, business administration or economics.

Essential Knowledge, Skills and Abilities

Experience

• Strong experience (>15 years) in management of military aircraft sales activities preferably acquired in a large aviation/aerospace & defense industry.
• Extensive knowledge of the US military acquisition process
• Experience in working with or for U.S. defense primes and OEMs.

Knowledge, Skills & Abilities

• Strategy Development: Develop and execute comprehensive win strategies for assigned campaigns in alignment with organizational objectives.
• Challenger Mindset: Demonstrates ability to understand customer problem sets, tailor key messages for resonance, and take control of the sale. Willing to challenge the status quo and persuade customers to take action through effective customer engagement plans, positioning Embraer Defense for success.
• New Business Capture: Lead the new business capture process, from opportunity identification to proposal submission, ensuring alignment with customer requirements and organizational capabilities. Certification in Capture/Business Development from Shipley & Associates or similar is preferred.
• Subject Matter Expertise: A thorough understanding of US military aviation concepts of operation, force structure design, requirements, capabilities, budgeting, and Defense Federal Acquisition Regulations with a particular emphasis on Mobility/Tanker platforms.
• Decision Making: Lead capture decision-making processes and participate in strategic initiatives, providing strategic insights and recommendations based on market analysis and opportunity assessment.
• Team Leadership: Lead and mentor a diverse matrixed team to ensure alignment with strategic priorities, talent development, and drive high performance.
• Opportunity Management: Oversee the management of US & Canada opportunity pipeline, ensuring timely and effective capture of new business opportunities.
• Language proficiency in English and Portuguese (desirable).
• Planning (Target Program process management), finance fundamentals (budget & analysis), employment law (sexual harassment, disability, discrimination, labor laws, etc.), business vision & competitiveness.
• Microsoft office (Word, Excel, Power Point, and Access), ENS system, company policies and procedures.
• Planning and analysis capabilities, business acumen, adaptable and resilient, exhibits self-control, responsible, demonstrates initiative, good communicator, assertive, helpful and a team player.
• Ability to Think Big, Take Action, and Help Others Succeed. Displays initiative to define own tasks with minimal oversight.

Travel Requirements

• Active secret security clearance (or higher) or ability to reactivate if inactive.
• Previous experience as a military aviator is preferred.
• Ability to work extended hours and/or weekends for short durations based on customer needs.
• Primary Job Location is Melbourne, FL; Alternate locations Jacksonville, FL or Washington DC. Possibility for remote work depending on proximity to customers and Key Decision Makers.

General Commitment for All Employees

• Commitment to company values and complies with department norms, policies, directives, and procedures.
• Incorporates Lean and P3E processes and concepts into daily activities.
• Strive for continuous improvement to processes and procedures.
• Honors and protect confidential and proprietary documents and information.
• Satisfies work schedule requirements.
• The job description is not designed to cover or contain a comprehensive listing of all activities, duties or responsibilities that are required by the employee. Performs other duties as assigned.

This Position is subject to the International Traffic in Arms Regulations (ITAR) export licensing requirements and 50 U.S.C.

• 3341 security clearance requirements.

Embraer is an Equal Opportunity Employer.