Raytheon UK

Business Development Executive (APNT - Landshield)

Raytheon UK
United Kingdom, London
11 May 2019
20 Aug 2019
Job Type
Job Title: Business Development Executive (APNT - Landshield)
Location : Harlow
Req ID: 139074BR

Job Description:
This high profile role will lead the development and growth of the Assured Precision Navigation and Timing (APNT) business through the capture and delivery of APNT solutions into both domestic and international markets, through an initial focus on securing the US Army Mounted Assured PNT Programme of Record.
The successful candidate must have a track record of leading and winning large international captures, especially in the US, and be expert in developing and implementing discriminating win strategies and stakeholder engagement plans. Ideally they will also have relevant experience in the C4 and/or Electronic Warfare market.
The role is responsible for supporting existing customers and targeting new defence and government business, providing leadership in the generation of maximum profitability and growth in line with company vision and values. In order to realise the full potential of the APNT product set, the successful candidate will need to be prepared for significant international travel.
The role holder will be expected to generate their own leads and present the APNT capability/ products at a senior management level within target organisations. This role will require a highly motivated individual with a hunger to win.

The successful candidate will;
•Demonstrate the Raytheon core values of People, Integrity, Commitment, and Excellence and aligns the capture team around common vision and goal
•Demonstrate a winning attitude and perseverance under difficult circumstances
•Delegate roles, responsibilities, and decision-making appropriately; whilst sharing responsibility and accountability with the capture team and promoting autonomy for others as appropriate
•Develop, communicate, and manage team performance
•Mentor capture team members in effective capture methods, using lessons learned and best practices
from across the company
Agile Decision Making
•Actively listen and solicit input from key internal and external stakeholders and capture team members
•Determine when change is warranted and commits to course of action once decision is made
•Define problems clearly using team inputs, thoughts and opinions
•Identify alternate solutions, valuing diversity of thought and opinions
•Take appropriate risks and accepts responsibility for outcomes

Relationship Management
•Leverage networks within Raytheon, the customer community, and industry to shape the capture
•Actively listen in order to comprehend, interpret, and respond appropriately to internal and external stakeholders and capture team members
•Communicate openly and honestly to develop trusted relationships with internal and external stakeholders and capture team members
•Consistently deliver on promises made to internal and external stakeholders and capture team members through all phases of capture and transition to contract award
•Prepare and delivers clear and concise briefings

Customer Engagement
•Identify and leverages customer decision-makers and influencers and their interrelationships throughout the capture process to assure capture is properly customer focused
•Stay abreast of capture status, procurement status with the customer and assessing and re-planning appropriate responses
•Develop and execute customer engagement plans that address customer's internal factors; external factors; and customer's perceptions of Raytheon to shape procurement decisions and ensure customer success
•Use competitive intelligence tools and techniques to learn and assess customer issues, hot buttons and key performance parameters and appraise competitor's potential solutions
•Successfully maintain continuity of customer relationship through all phases of capture and transition to contract award

Win Strategy Development
•Perform comprehensive customer assessment to develop the win strategy, discriminators, and counters to competitor's discriminators

•Perform comprehensive competitive assessment to develop the win strategy, discriminators, and counters to competitor's discriminators
•Develop capture strategy offering differentiated customer-focused solutions based on information gleaned from the customer and competitive assessments
•Develop initial win strategy, discriminators and counters to competitor's discriminators early in the capture life-cycle and updates them as necessary
•Ensure capture strategy is consistent with Business growth strategy
•Drive early Price to Win development and updates as needed from competitive intelligence
•Create sound business case and value proposition based on customer requirements
•Translate win strategy into executable capture plan and proposal development plan

Capture Management
•Take initiative to build an effective, motivated, and winning capture team by identifying and obtaining key cross-functional personnel and other required resources
•View capture like a program and uses proven program management tools and techniques to establish, update, execute, and measure capture plans
•Create operational efficiencies in execution through compliance with, and effective process tailoring of Winning New Business processes by leveraging lessons learned
•Demonstrate ability to gain and maintain stakeholder buy-in and support, including commitment of right resources for plans and potential solutions
•Drive the capture team to develop differentiated customer focused solutions based on an analysis of customer issues, hot buttons and key performance parameters; and an assessment of competitor's potential solutions
•Use proven financial management tools and techniques to deploy New Business Investment (NBI), capital, and Independent Research & Development (IRAD) resources in a holistic manner to realize win strategy
•Work with proposal manager to develop proposal strategy, proposal plan, and proposal budget and effectively transitions capture strategy to proposal strategy
•Possess timely and relevant knowledge of Raytheon, our competition, customers, users, and the market to influence and shape requirements and develop winning strategies

Required Skills & Experience
•Degree or equivalent qualification in engineering or business management
•Established experience in business to business sales into Tier 1 suppliers
•A strong C4 and/or Electronic Warfare background
•SC Cleared (and eligible and prepared to undergo DV Clearance)
•Expert in stakeholder, capture, bid and proposal management, including winning new, repeat or follow on business through leading and supplying winning proposals
•Expert in shaping and implementing winning captures into the target customer community
•Capable of managing and motivating a diverse multi-disciplined team in the delivery of innovative solutions
•Must have strong people and influencing skills that can be applied at all levels both internally, and externally
•Must have demonstrable skill of working with other companies, both large defence prime contractors and small and medium enterprises (SMEs)
•A strong Defence/Aerospace background with intimate understanding of the US DoD requirements definition and procurement processes
139074BR 139074
Business Unit Profile
About Raytheon:
Raytheon UK is a subsidiary of Raytheon Company
We are a prime contractor and major supplier to the UK Ministry of Defence and have developed strong capabilities in mission systems integration in defence, National & Cyber security and commercial markets
Raytheon UK also designs, develops and manufactures a range of high-technology electronic systems and software solutions at its facilities in Harlow, Glenrothes, Gloucester, Manchester Waddington and Broughton.
Raytheon Company, with 2017 sales of $25 billion and 64,000 employees, is a technology and innovation leader specialising in defence, civil government and cyber security solutions
With a history of innovation spanning 96 years, Raytheon provides state-of-the-art electronics, mission systems integration, C5ITM products and services, sensing, effects, and mission support for customers in more than 80 countries
Raytheon is headquartered in Waltham, Mass
Raytheon Career Development:
Raytheon has a wealth of resources available to help you develop your career from the moment you join Activities range from on-line learning modules, to external training and support for taking professional qualifications relevant to your role.

Standard Benefits:
.25 days holiday + statutory public holidays
.Contributory Pension Scheme (up to 10.5% company contribution)
.6 times salary 'Life Assurance'
.Flexible Benefits scheme with extensive salary sacrifice scheme's.
.Enhanced sick pay scheme
.Enhanced Family Friendly Policies, including enhanced Maternity, Paternity & Shared Parental leave.
.37hr working week, with an early finish Friday (hours may vary depending on role, job requirement or site specifics arrangements)Flexible working arrangements may be considered depending on the role and subject to line manager approval.
.Canteen facilities available at Harlow & Glenrothes sites and Manchester & Gloucester offer free snacks & drinks (hot & cold).

Diversity is a core business imperative at Raytheon
We are an equal opportunity employer that promotes inclusiveness and always employs the best professionals for the job
Having a diverse workforce allows Raytheon to draw upon a range of different ideas and experiences which supports growing our business and creates an environment where everyone has an equal opportunity for success
Raytheon UK pro-actively encourages diversity of ideas, thoughts, and networking opportunities and has created Employee Resource Groups (ERGs) including Raytheon Women's Network, YesNet (Young Employees Success Network), D&I council, Reservist Network etc. and all Raytheon employees are welcome to participate regardless of their background.

Raytheon Application Process
To apply visit the link to the website http://jobs.raytheon.com/united-kingdom/search/
and search for Req ID: 139074BR.
Please complete the on-line instructions to create a profile and upload CV

Please also view the Raytheon video: http://www.raytheon.com/ourcompany/ourculture/

Relocation Eligible

Clearance Type

Business Development

Type Of Job
Full Time

Work Location
United Kingdom - London

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