Sr. Manager, Business Development

Who We Are:

• CAE Vision: Our vision is to be the worldwide partner of choice in defense and security, and civil aviation by revolutionizing our customers' training and critical operations with digitally immersive solutions to elevate safety, efficiency and readiness.
• CAE Defense & Security Mission: CAE's Defense and Security business unit focuses on helping prepare military customers to develop and maintain the highest levels of mission readiness.
• CAE Values: Empowerment, Innovation, Excellence, Integrity and OneCAE make us who we are and we strive to make a difference in the world while helping each other succeed.
  

What We Have to Offer:

• Comprehensive and competitive benefits package and flexibility that promotes work-life balance
• A work environment where all employees are valued, respected and safe
• Freedom to succeed by enabling team members to deliver, take initiatives and make decisions
• Recognition, professional development, advancement and having fun!
  

Summary

The Senior Manager, International Business Development (IBD) will be responsible for growing the CAE USA Military Training portfolio outside of the United States. The IBD Senior Manager will collaborate with program and functional teams to develop capture strategies. Activities will include opportunity identification and qualification, customer relationship management, competitive intelligence, price-to-win, customer analysis, and capture team leadership. This position is based in Tampa, FL or Arlington, TX and reports to the Director of International Business Development.

Essential Duties and Responsibilities

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Working knowledge and previous experience in Foreign Military Sales
• International Relations: Experience working with foreign governments or military organizations, understanding cultural nuances, and navigating the complexities of international business dealings.
• Technical Knowledge: Background in defense systems, military technologies, and related product offerings, which allows for effective communication of technical specifications and benefits to potential customers.
• Strategic Planning: Develop and implement strategies to enhance foreign military sales, focusing on long-term growth and market penetration in international defense sectors.
• Government Contracting: Familiarity with the processes and regulations governing U.S. government contracts, specifically in relation to foreign military sales, including knowledge of the Federal Acquisition Regulation (FAR) and Defense Federal Acquisition Regulation Supplement (DFARS).
• Policy Compliance: Ensure adherence to U.S. government regulations and policies regarding foreign military sales, including the Arms Export Control Act (AECA) and International Traffic in Arms Regulations (ITAR).
• Client Relationship Management: Establish and maintain strong relationships with foreign government officials, military leaders, and defense stakeholders to foster trust and facilitate sales engagements.
• Proposal Development: Prepare and coordinate comprehensive proposals and presentations tailored to the specific requirements of foreign military clients, ensuring compliance with applicable regulations. Assist in writing Letters of Request.
• Cross-Functional Collaboration: Collaborate with engineering, finance, legal, and program management teams to align efforts and ensure successful project execution.
• Contract Negotiation: Lead negotiations with foreign buyers, addressing terms, pricing, and delivery schedules to finalize sales agreements.
• Performance Tracking: Monitor sales performance metrics, analyze results, and prepare reports for management to track progress against targets.
• Training and Support: Provide guidance and support to foreign military clients regarding product utilization, maintenance, and operational needs post-sale.
• Networking and Representation: Represent the company at international defense exhibitions, conferences, and trade shows, networking with potential clients and industry partners.
• Ensures compliance with company policies and procedures and other practices set forth by upper management
• Continuous Improvement: Identify areas for process improvement in FMS procedures and practices to enhance efficiency and customer satisfaction

Qualifications and Education Requirements

• Bachelor's Degree in business, international relations or other applicable field
• This role can only sit in Tampa, FL or Arlington, TX
• 10+ years of international military business development experience
• Experience working with Foreign Military Sales (FMS) and/or Direct Commercial Sales (DCS) customers
• A proven track record of sustained business growth with large government programs across a broad range of customers and contract vehicles
• Must have knowledge of the Departments of State & Defense international acquisition process, export, and policy governing sales of defense articles and training to include FMS and DCS
• Comprehensive understanding of the capture management process with expertise in working the upfront positioning/shaping in the international market
• Proven ability to develop and implement creative strategies to win bids
• Excellent written and oral presentation skills including the ability to generate written material to communicate to customers at all levels, including senior executives
• Experience leading teams and managing budgets
• Experience managing and directing international consultants/agents
• Demonstrated ability to build customer and industry relationships
• A demonstrated capability to think strategically and execute tactically
• High proficiency in analyzing customer requirements, decomposing solicitations, creating briefing packages to internal leadership with winning strategies
• Experience in the training and simulation market a plus and highly desirable
• Ability to travel up to 30% of the year
• Due to U.S. Government contract requirements, only U.S. citizens are eligible for this role.

Preferred Skills

• Simulation and Training experience
• Technical/Proposal writing
• Technical presentations
• Strategy Development
• Relationship development and management
• Business case development
• FMS & DCS process understanding
• ITAR familiarity
• Understanding of political, military, and economic relationships with international customers
  

Security Responsibilities

Must complywith all company security and data protection / usage policies and procedures. Personally responsible for proper marking and handling of all information and materials, in any form. Shall not divulge any information, or afford access, to other employees not having a need-to-know. Shall not divulge information outside company without management approval. All government and proprietary information will be accessed and stored electronically on company provided resources.

• Incumbent must be eligible for DoD Personal Security Clearance.

Due to U.S. Government contract requirements, only U.S. citizens are eligible for this role.

Work Environment

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Must be able to work overtime
• Must be able to travel internationally as needed
  

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for their job. Duties, responsibilities, and activities may change at any time with or without notice.

CAE USA Inc. is an EOE/AA employer and gives consideration for employment to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If you'd like more information about your EEO rights as an applicant under the law, please click here Know Your Rights: Workplace Discrimination is Illegal.

PAY TRANSPARENCY NONDISCRIMINATION PROVISION The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information.