Director, Sales & Business Development - Defense

Director of Sales & Business Development - Defense

Location: Mississauga, ON

Salary: $175,000 - $200,000 plus incentives. Please note that the salary range information provided is a general guideline only, reflecting a position based in Ontario. Criteria such as the candidate’s qualifications and relevant experience, the scope of the specific position, as well as market and business considerations will be evaluated when extending an offer.

• RRSP with Employer Match
• Health and Wellness Benefits
• Learning and Development Opportunities
• Competitive Pay
• Referral Program
• Recognition
• Employee Stock Purchase Plan
• Inclusive & Supportive Culture

We offer a competitive wage, a comprehensive benefit package, RRSP, tuition reimbursement, and paid vacation/holidays.

Your Challenge: Direct control of departmental operating budget. Member of the Senior Management Team responsible for contributing to annual sales, bookings, profitability and strategic business objectives. Develop and execute the Company’s annual and long-range Sales & Business Development strategy aligned with corporate growth objectives. Develop and maintain a rolling three-to-five-year opportunity pipeline including opportunity qualification, capture strategy, customer engagement plans, probability of win, pricing strategy and executive action plans. Lead capture activities for all strategic pursuits from early customer engagement through contract award. Establish and maintain executive-level relationships with customers, government agencies, strategic partners, sales representatives and key industry stakeholders. Ensure the Voice of Customer is routinely captured, communicated throughout the organization and incorporated into strategic planning, product development and operational decision-making. Develop market entry strategies for new products, technologies and international markets. Identify and establish strategic partnerships that improve market access, local content capability and competitive positioning. Own the Company’s competitive intelligence process by monitoring customer priorities, competitor activities, technology developments and procurement trends. Lead the Company’s Price-to-Win process for strategic opportunities, ensuring pricing strategies balance competitiveness, profitability and probability of award. Provide executive leadership and oversight for the preparation of all major proposals and quotations, ensuring submissions are compliant, competitive, technically sound and delivered on schedule. Chair proposal reviews and commercial gate reviews for major opportunities. Work closely with Engineering to ensure product development priorities are aligned with validated customer requirements and future market opportunities. Lead cross-functional pursuit teams involving Engineering, Operations, Program Management, Supply Chain, Quality and Finance to ensure coordinated execution of strategic opportunities. Lead commercial negotiations for major contracts and strategic agreements while ensuring compliance with corporate policies and customer requirements. Develop annual sales forecasts, bookings forecasts and market assessments to support business planning. Mentor, coach and develop members of the Sales & Business Development organization while fostering a culture of accountability, collaboration and continuous improvement. Ensure all employees perform their work in accordance with the Company’s Quality Management System (QMS). Take every reasonable precaution to protect the health and safety of employees including: Establishment of safe work procedures. Education and orientation of employees. Appointment of competent supervision. Performance of workplace inspections. Immediate reporting and investigation of incidents. Corrective action for unsafe conditions.

• Sales Managers
• Business Development Managers
• Proposal Manager
• Contracts Manager
• Spares Administrator
• Sales Administrator
• Estimator
• Strategic Capture Lead (future)

What You Bring

• Minimum ten (10) years of progressive leadership experience in Sales, Business Development or Capture Management within the defense, aerospace or related industries.
• Demonstrated success by securing complex domestic and international defense programs.
• Strong understanding of Canadian, U.S. and international government procurement processes.
• Proven experience leading strategic capture efforts from opportunity identification through contract award.
• Experience developing commercial strategies, Price-to-Win analyses and competitive assessments.
• Strong understanding of proposal management, contract negotiations and commercial risk management.
• Demonstrated ability to build executive-level customer relationships with military, government and industry stakeholders.
• Experience working within cross-functional organizations involving Engineering, Operations, Program Management and Finance.
• Excellent leadership, communication, negotiation and presentation skills.
• Strong analytical, commercial and financial acumen.
• Ability to think strategically while driving disciplined execution.
• Willing and able to travel internationally as required.
• Minimum Education Requirements Bachelor’s degree in engineering, Business Administration, Commerce or a related discipline. MBA or equivalent business education is considered an asset.

Key Performance Measures

• Annual Bookings
• Qualified Opportunity Pipeline
• Proposal Win Rate
• Gross Margin at Award
• Price-to-Win Discipline
• Customer Satisfaction
• Market Share Growth
• Strategic Partnership Development
• Forecast Accuracy
• Business Development Team Performance

Curtiss-Wright is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, sexual orientation, gender identity, physical or mental disability, age, ancestry, legally protected medical condition, family care status, marital status, religion, veteran status, national origin, or any other legally protected status. If you require accommodation during the recruitment process, please contact Talent Acquisition. If you require accommodation due to a disability at any time during the recruitment and/or assessment process, please contact Talent Acquisition and we will make all reasonable efforts to accommodate your request.

This position may require exposure to export-controlled information and subject to additional security screening. In the event information provided during the security screening reveals ineligibility to access export-controlled information, any offer of employment may be reconsidered or withdrawn.

Who We Are

Our Values Environmental, Social and Governance Curtiss-Wright's INDAL facility combines a high level of engineering and manufacturing capability with expertise in the management of large and complex defense programs to produce specific solutions for the world’s navies. With over 50 years of experience, we lead in the design and development of ship-borne helicopter handling systems, undersea sensor handling systems and specialized on-deck structures. Our employees are highly motivated, self-starters and able to work in a fast-paced team environment where critical and tight deadlines are common, and Customer Satisfaction is our foremost mission.

Our Values

• Leadership: We lead based on vision and strategic direction, empowering employees to reach goals through thoughtful and decisive action.
• Customer Focus: We are committed to achieving total quality by meeting our customers’ expectations and delivering products and services in a timely fashion.
• Teamwork & Trust: Working in a spirit of trust and collaboration, we actively encourage employees to contribute their ideas and innovations to keep our company moving forward.
• Respect for People: We believe that people are our most valuable asset and will always do the right thing in our dealings and interactions with all employees.
• Integrity: We will act with the highest integrity in all of our business relationships and strategic partnerships.

What We Offer Our Employees

Opportunity: As part of the Curtiss-Wright team, you have the opportunity each day to transform the way customers do business, as well as transform your career. Our entrepreneurial environment provides you with excellent experiences that enable you to develop your skills through stretch assignments and the opportunity to work with the best talent in the industry. You will have the opportunity to contribute from day one!

Challenging Work: The work we do here is not only challenging, but it is meaningful to our customers, our employees and the communities in which they live and work. You are given the chance to work on some of the most advanced technology projects in the world.

Collaborative Environment: The teamwork among our exceptionally talented people enables us to deliver some of the most advanced solutions to our customers.