Director of Business Development in East Farmingdale at Curtiss-Wright

Date Posted: 11/6/2019

Job Snapshot

Job Description


The Opportunity | BUSINESS DEVELOPMENT SALES AND MARKETING DIRECTOR (DEFENSE)


The Director of Sales and Marketing will be responsible for the coordination of business development, sales and marketing activities for all CW-Industrial valve business units in the defense market. This individual will be required to direct business unit market research activities, including measurement of current market segments such as historical trends, growth rates, economics and competition, as well as future market opportunities to ensure each business unit has adequate information and understanding of all markets.


Additionally they will be responsible for identifying, evaluating and managing new strategic business opportunities, initiatives, mergers, acquisitions, partnerships, alliances and/or joint ventures. The Director of Sales and Marketing will also need to provide leadership in planning, designing, due diligence, and implementing strategic business objectives along with overseeing proposal actions to CW-Industrial valve business unit defense customers.



Your Challenge


Industrial Division:



  • Perform internal and external sales function as required to identify and develop opportunities for business expansion, including, but not limited to new markets and products. Prepare detailed business cases and recommendations.

  • Develop marketing vision, strategies, and tactics, including required long range business plans and actions.

  • Develop key business relationships in domestic and/or international markets, with primary responsibility to identify and develop opportunities for business expansion. Interface with customers at their facilities and industry meetings to promote CW-Industrial valve business unit capabilities.

  • Prepare reports for senior management (e.g. monthly new order budgets, plan, and actuals)

  • Other duties as assigned by Sr. General Manager


Target Rock Group:


  • Perform internal and external sales function as required to develop and maintain customer business relationships in domestic and/or international markets. Interface with customers at their facilities and industry meetings to promote Target Rock Group capabilities and obtain leads for business development. This responsibility includes preparation and delivery of presentations as required.

  • Structure, secure approval and execute negotiation strategies to capture contracts for new and existing products. Prepare detailed business cases and recommendations to Target Rock Group senior leadership teams.

  • Establish and pursue 5-year strategic and annual new order budget/plan.

  • Set proposal strategy and direct preparation of Technical and Commercial proposals

  • Trend RFQs and proposals through analysis of the Opportunity Pipeline Log

  • Prepare and route financial analysis for proposals >$500K, in accordance with CW requirements

  • Lead contract terms & conditions negotiations, interfacing with Division Contracts team as required

  • Set proposal strategy and direct preparation of Technical and Commercial proposals

  • Identify and implement new sales channels

  • Maintain level of oversight to ensure compliance with industry regulations, regulatory agencies, export laws and technology transfer as they apply to proposal development and contract negotiation

  • Support/lead aspects of M&A activities to include research, assessment, diligence, and negotiation.

  • Additional responsibilities as assigned by Senior General Manager


Your Expertise


  • U. S. Citizen

  • Have or ability to obtain DoD security clearance

  • Ten (10) years of experience in Defense Sales/Marketing

  • Technical aptitude and experience selling highly engineered products.

  • Strong oral and written communication skills with knowledge of MS Office.

  • Defense market knowledge, negotiation, contract development/review, and presentation skills.

  • Bachelor's Degree in Engineering or Business, Marketing preferred

  • Master's Degree in business oriented field preferred.



This position may require exposure to information that is subject to US export control regulations, i.e. the International Traffic in Arms Regulations (ITAR) or the Export Administration Regulations (EAR). All applicants must be U.S. persons within the meaning of U.S. regulations.



Curtiss-Wright values diversity in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If you require accommodation due to a disability at any time during the recruitment and/or assessment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.


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