Division Vice President - Business Development, Sales & Marketing

Abaco Systems is a global leader in modular, high performance, open architecture, standards-based rugged embedded computing for the most demanding applications in defense and industry. Our products and solutions are found in high-profile military/aerospace sea, land and air programs, plus commercial and industrial organizations in which rugged reliability is mission-critical.

Position Summary:

Abaco is seeking a highly strategic Vice President of Business Development, Sales & Marketing to manage the vision and results for OEM business development, sales, aftermarket sales, marketing, outside sales reps and distributors. This position requires a strong results-oriented leader for this multi-site, global business unit. This position reports directly to the Division Vice President and Business Unit Manager.

How You Will Make an Impact:

• Drive Growth- The Vice President of Business Development, Sales & Marketing will develop and implement a strategy and action plan to achieve the company’s desired growth rate. This will include:
  • Customer Plan: Analyze and evaluate current customers to prioritize which customers have the greatest potential for deeper penetration and increased flow of orders; deprioritize legacy customers that may not represent future growth opportunity.
  • Adjacency and Core Market Strategy; establish plan for penetrating strategic adjacent and core markets through targeted campaigns and pursuit plans
• Organizational Development- Ensure that the entire business development, sales & marketing organization has the capability to scale for growth. This will include:
  • Evaluating the business development, sales and marketing team, ensuring that each person has the capability and scalability to contribute to the company growth plan
  • Mentoring/coaching managers and individual contributors
  • Implementing a fast-paced, proactive work style to ensure that each salesperson relentlessly pursues new orders and closes pursuits efficiently
  • Establishing standard work and best practices to enhance business development and sales operations, pursuit tracking and management of CRM tools
• Business Development- Drive the development process to:
  • Develop the opportunity pipeline through analysis of end user and customer budgets, research and development and long-term procurement plans, and outreach to senior government and industry leaders
  • Qualify fit of Abaco products (current and future) through understanding of end-user and customer requirements, funding profiles, and program / platform schedule milestones
  • Develop and execute plans to capture identified pursuits
• Direct Sales Performance- Delivering results that include:
  • Managing and executing per the opportunity pipeline
  • Ensuring that clear tactical sales plans are in place and that each person demonstrates accountability, engages key functions to achieve sales targets, and has strong ability to close
  • Ensuring that each person is utilizing CRM systems to properly plan, document and track their leads, calls and results
  • Developing plans to meet budgeted price increases annually
  • Achieving linearity (level loading of order delivery dates with manufacturing capability) and utilization of SIOP to integrate sales with other functions
  • Seeking adjacent market opportunities to increase sales
• Rep/Distributor Sales Performance- Evaluate and drive the rep and distributor network and agreements now in place to ensure optimum performance of this sales channel; strategic rep replacements as needed, and strategic expansion of the rep network to achieve greater market penetration; establish global strategy for distributor and rep growth to ensure capture of global opportunity that exists due to global installed base
• Culture- Drive the AMETEK culture throughout all levels of the organization, with a focus on a hunter-mentality and quality, on-time products; lead by example with a team-oriented, metrics-driven, results-oriented mentality; establish data-driven expectations for self and team, ensure clear communications, align business rhythms to meet reporting requirements
• Product Development- Collaborate with customers, engineering department and senior management to drive a technology roadmap and multi-generational product plan that is highly responsive to customer needs and VOC and achieves a competitive advantage to increase market share
• Marketing- Position Abaco as a premier supplier for the aerospace & defense, industrial, energy, medical, communications and other critical sectors OEM market; utilizing branding, trade shows, conferences, press releases, white papers, datasheets, social media, website, and other digital marketing tools; leverage market analysis to drive campaign strategy and prioritize business decisions; seek to improve value proposition and enhance ability to communicate that value to achieve greater customer penetration and higher pricing opportunities
• Customer Satisfaction- Accountability to drive VOC metrics and enhance customer experience
• Strategic Plan- Develop and periodically update a comprehensive and focused strategic plan to achieve growth and improve performance, and establish tactical action plans, engaging the cross functional team to implement and execute this plan; accountability for establishing objectives, priority, and delivering results from these efforts
• Financial Management- Support financial reporting, including forecasts, budgets, quarterly reports, and manage to the approved budget; set pricing strategy and execute against plan; establish and administer incentive plan for Sales team; align sales goals with budgets and drive incentive programs to meet and achieve sales targets; prepare and deliver key corporate planning deliverables on time
  

What You Will Bring to the Role:

• BA/BS required with Engineering Degree preferred; Master’s Degree a plus
• Passion for and background in the aerospace and defense industry, selling components into major OEM and aftermarket accounts
• 10-15 years’ experience leading strategic business development, sales initiatives and tactical execution in an aerospace and defense electronics environment
• Proven leadership ability to influence, develop, and empower employees to achieve objectives with a team approach
• Outstanding verbal, written, and presentation communication skills with ability to effectively communicate appropriate messaging to all levels (internally and externally), including corporate and customer executive teams
• Creative business development and sales visionary to drive profitable growth through strategic price increases, new product sales, and geographic and market expansion
• Highly influential in setting direction for new investment in technology, bid/no bid decisions, and leveraging current capabilities
• Ability to lead and coach team on complex sales negotiations and use of problem-solving techniques; demonstrated ability to manage a geographically dispersed staff, set goals and objectives to meet Business Unit goals, as well as the proven ability to mentor subordinates
• Effective at knowing what to measure to track progress, know how to design effective and efficient business development and sales processes
• Computer skills to include Salesforce, Word, Excel, PowerPoint, Outlook, etc.
• Well-developed problem-solving skills; solid organizational skills and ability to be self-directed.
• Hands-on individual with the ability to see the big picture
• Ability to work well under pressure, multitask, prioritize and meet deadlines; experience working in a fast-paced environment and able to juggle multiple tasks simultaneously
• Ability to work in a lean and always evolving environment and easily adapt to changes
• Timely decision maker, able to prioritize critical tasks that add the highest value
• Committed life-long learner

Abaco is a Department of Defense (DoD) supplier and as such employees may work with or be exposed to export controlled information and/or information that has been designated as classified information. This information may only be seen or handled by US citizens or qualified permanent residents or those with proper clearances.

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