Company Overview: Spartronics is a fast-growing company who manufactures mission-critical, life-saving products for customers who have a high cost of failure. We are $430M in revenue and 1300 employees worldwide. This position is open because Spartronics is investing in expanding the sales team. Growth!
Position: Business Development Director, Aerospace/Defense
Reports to: Vice President of Business Development
Territory: Globally within vertical
Industries/Key Clients Selling to:
Aerospace and Defense and prime aero/defense contractors.
Spartronics supports our customers with centers of excellence sites globally with people, leading edge technology, competitive costs, and state of the art equipment resulting in a long term relationship, both employee and clients. Spartronics differentiates by high quality manufacturing of complex products with a high cost of failure. We are customer-focused and have long standing
relationships with blue chip customers.
Medical is currently 30% of the business. Aerospace/Defense is 42%. The remaining is industrial. Our sites generally service customers from multiple industries but in a market that quality and reliability is paramount and failure is not acceptable.
Objectives: This position is business development role with direct responsibility to developing a target opportunity of $5m to $10m model as a minimum with a goal of obtaining accounts that could exceed $50m and larger during the first 12 months, selling contract manufacturing services to medical device and aerospace/ defense customers. The average sales cycle is 12 – 18 months for new customers and 6 – 12 months for new programs with existing customers.
Compensation: Spartronics is committed to pay fair market compensation based on candidates’ skills, experience and demonstrated accomplishments. This position offered a generous base salary. There is a sales incentive plan paying out commission that has the potential to double the annual salary.
Prospecting: Consistently find new opportunities and new customers.
Generate opportunities for new business and continue to grow those accounts within the company’s strategy.
Screen and qualify new business opportunities via leads, contacts, relationships, industry networking.
Establish new relationships with potential customers, and referral sources.
Identify key decision makers and path of introductions and strategic meetings
Developing a qualified pipeline of $50m or higher of annual sales opportunities.
Working with the correct decision makers, where there is a business problem to solve and there is an implication to not solving the problem. Identify key decision makers and strategy to create introductions at an executive level.
Qualification: Ensure all pipeline opportunities meet minimal qualifications.
Track and follow up new business pursuits.
Create a robust funnel of opportunities with qualified pursuits
Qualifications are assessing need, timing, budget, capabilities match and implementation schedule.
Presenting: Effectively present a business-driven proposal as needed to convince the business level, user level and financial level decision makers why these solutions should be purchased now and not from your competitors.
Present the business case that aligns to customer needs as defined during the qualification phase.
Describe the solution in alignment to business and technical needs.
Align scope, schedule, and cost.
Effectively position unique qualifications and corporate overview.
Close sales timely in enough volume to meet annual business objectives.
Close deals, in collaboration with VP of Business Development that meet the customer and Companies expectations
Winning sales to meet and exceed new revenue objective Target account at a minimum is $5 -$10m minimum although this may require initial orders much less for qualification but provide a path to hit target minimum.
Represent the company at industry functions such as trade event or webinars.
Successfully obtain leads and show company in best light, and ability to scale.
Required skills, years of experience and demonstrated accomplishments:
Bachelor’s Degree or equivalent; 10+ years related experience or equivalent combination of education and experience (some IVD experience preferred).
5+ years’ experience in EMS Manufacturing or closely related industries.
Expertise in Contract Manufacturing and/ or expertise in procurement with Co-manufacturing for vertical segment of business
Knowledge of related certifications such as ISO 9000, AS9100, ISO13485, NADCAP
Technical or engineer background a plus
Experience in preparing strategic presentations and presenting to groups of people.
Proven business development capability.
Experience using CRM tools.
Well-travelled, organized, and ability to multitask and meet deadlines
Team oriented and highly professional
Ability to travel globally up to 40%.
This position requires use of information which is subject to the International Traffic in Arms Regulations (ITAR). All applicants must be U.S. persons within the meaning of ITAR.
ITAR defines a U.S. person as a U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee.
Spartronics LLC is an Equal Opportunity, Affirmative Action Employer – EOE/MF/V/D.