Thales Defense & Security, Inc.

  • ATM Business Development Director

    Location US-KS-Overland Park
    Posted Date 6 months ago(11/28/2017 11:15 AM)
    Job ID
    Business Development/Proposal Mgmt/Marcom/Sales - All
    Experience (Years)
    Erin Cresswell
    Minimum Degree
  • Overview

    The Business Development Director designs, leads and implements the strategic business capture plan for the Air Traffic Management (ATM) business under Thales Defense and Security, Inc. (TDSI).


    This position reports directly to the VP of ATM.   The ATM business is primarily located in Overland, KS.   In the future, this position has the possibility of working out of Syracuse, New York or Arlington, VA


    • Proactively interfaces with customers and partners to identify, qualify and capture new business opportunities.
    • Leads market analysis, monitors competitive intelligence and identifies customer needs. Identifies, evaluates and pursues partnerships, alliances and joint ventures where these will lead to new business.
    • Generates capture plans for strategically or financially significant opportunities.
    • Directs the updates to and reviews the opportunity forecast for their respective business areas on a regular basis.
    • Leads or contributes as assigned by the VP in the preparation of internal pursuit reviews and external proposals to include competitive assessments, customer hot buttons and win themes, price-to-win strategies, etc.
    • Market analysis, assists with the development of the marketing communications strategy.
    • Tradeshows/customer visit coordination and execution.
    • Interface with FAA program offices and/or FAA leadership to understand, shape and influence future requirements.
    • Establishes, maintains relationships and interfaces with key personnel within US DoD (USAF, Army, Navy) to support current and future business opportunities
    • Lead efforts to develop and influence ATM related procurements within the Foreign Military Sales (FMS) by working with FMS Program Management personnel and with other Thales entities responsible for potential MoD customers
    • Perform as an integral member of the ATM team interacting on a regular basis with inter/intra-company disciplines – including engineering, contracts, program management, manufacturing and customer service. 
    • Lead multi-discipline teams in the pursuit of new business opportunities. 
    • Effect market penetration and growth with minimal supervision.
    • Domestic and International travel to support the ATM business.
    • Develop mid and long-term strategic plans based on financial, competitor and market data.
    • Identify and assess future markets, products and services which may be attractive to the division/business unit by developing potential strategy, roadmaps and financial models.
    • Contribute to the evaluation and resolution of strategic issues within the division/business unit in conjunction with peers by performing analysis of financial, operational and organization issues and working collaboratively to develop, assess and implement solutions.
    • Support business development activities in relation to strategic pursuits or new products/services.
    • Support marketing activities, in particular marketing and communication strategy.
    • Identify and implement key partnerships, alliances and cooperative knowledge.
    • Manage merger, acquisition and disposal process working with legal and financial specialists to prepare proposals and negotiate agreements.
    • Acquire and disseminate market intelligence and competitor knowledge.
    • Develop and maintain relationships with company, competitor and customer executives.
    • Act as thought leader participating in working groups, standards bodies and industry events.
    • Contribute to development and implementation of Key Account Plans.
    • By example, set the standards that embody the TDSI Core Value & Thales Leadership Model.
    • Maintain a high ethical standard of practice, including compliance with all company procedures.

    Supervisory Responsibilities:

    This position carries out supervisory responsibilities in accordance with the organization's operating policies and applicable laws. Responsibilities include interviewing, hiring, training and developing employees; planning, assigning and directing work; performance appraisals, rewarding and providing for employee discipline when required; addressing complaints and resolving problems. Active mentoring and development of staff is critical element of the supervisory responsibilities.


    • US Citizenship or US Residency Required.
    • Bachelor’s degree in Business, Engineering or related degree required.
    • Minimum 10 years ATM business development experience in the government sector.
    • Experience identifying and leading the capture effort of large government projects desired.
    • Working knowledge of financial statements and analysis including financial modelling, valuation techniques, return-on-investment and other similar tools.
    • Experience working with the FAA – DoD experience is desired.
    • Basic understanding of one or more of the following Air Traffic Management technical domains is highly preferred; surveillance, navigation, communication, data processing system, decision science or human factors.
    • English fluency - effective oral and written communication skills.
    • Excellent interpersonal, communication skills and presentation skills required
    • Proven ability to form relationships and exert influence at all company, partner and customer organization levels is required.
    • Excellent organizational skills and work ethic.
    • Ability to work in a team environment and interact with employees in all departments and functions.
    • Computer proficiency with Microsoft products and sales tracking systems.
    • Extensive travel (domestic and international) required.


    Thales Defense & Security, Inc. participates in the United States Department of Homeland Security's E-Verify program.


    Thales Defense & Security, Inc. is an Equal Opportunity /Minorities/ Females/ Vet/ Disabled Affirmative Action employer.


    We welcome and encourage diversity in our workforce.



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