Business Development Director, Taiwan

Summary

The Business Development Director - Taiwan is responsible for the identification and business development of prospective Counter-UAS customers in Taiwan. This position is responsible for the direction of all strategic and tactical efforts as they relate to supporting existing business as well as capturing new business in the region.  This includes recommending potential partnerships, joint ventures and/or representations, substantiated by research and due diligence results in the specifics of each campaign, to include factors relating to geopolitics, government requirements, and customer operational demands, and familiarity with regional cultures and customs.

Position Responsibilities

• Responsible for the Taiwan major international market segments/regions with full responsibility for business strategy, capture plan development and execution, and progressive sales growth in alignment with AV strategic plans

• Provides thought leadership and strategic guidance to the following areas:

• Analyzes current and new markets, develop campaign / capture strategies to grow our business

• Gathers pertinent information on market, customer structure, and the competition

• Identifies funding sources and sales vehicles

• Interfaces with local US Government teams

• Identifies initial customers and technical/operational requirements including identifying influencers and key decision makers, determine ‘price-to-win’ and shape requirements towards AV products

• Responsible for Sales Forecast and AOP planning, tracking and status reporting to Intl Market Segment Lead in support of global sales operations

• Identifies and develops key “value-add” partnerships that support AV strategic international growth goals

• Build and maintain trusted and solid relationships across the customer organization at all levels, while facilitating the same for others within AeroVironment

• Identification and creation of new business opportunities, primarily government but may include civil

• Strengthens the company’s reputation within the customer organization

• Utilizes new business processes and Customer Relationship Management (CRM) tool

• Creates capture strategies and execution plans with compelling win strategies for ongoing and new business opportunities

• Supports monthly forecast review presentations to leadership, as well as annual strategic planning efforts

• Prioritizes investment decisions for review, based on customer requirements, and the pipeline

• Identify funding sources, sales vehicles, influencers and decision-makers at prospective customers

• Communicates regularly with management and work closely with PLM to provide feedback and recommendations substantiated by progressive knowledge of the customer and competitor landscapes.

• Qualifies new leads and set up meetings to communicate customer requirements, campaign needs, and due diligence results

• In conjunction with the Marketing, Flight Ops, Project Management, and Customer Support Departments, organizes and supports trade shows, flight demonstrations, training, and customer service visits

• Other duties as assigned

Basic Qualifications (Required Skills & Experience)

• Bachelor’s degree in Business Administration or relevant discipline; Advanced degree is preferred

• Minimum of 12 years of relevant Business Development experience. Prior relevant experience working with customers within the region and understanding customer requirements/needs/issues, with demonstrated success.

• In-depth knowledge of geopolitics, regional and in-country operational needs relating to autonomous systems, both aerial and ground.

• Extensive understanding of cultural and political attributes of countries in the area. Proficiency in Mandarin is required

• Demonstrated experience in writing proposals and winning contracts.

• Strong track record of successful sales of autonomous systems to defense & security entities in Taiwan.

• Experienced in foreign material sales (FMS), direct commercial sales (DCS), export licensing requirements, FCPA regulations, and interfacing with pertinent foreign and US government channels in areas of operation.

• Must be a current resident of Taiwan, preferably Taipei, and ability to obtain authorization to work in Taiwan.

• Must have a valid driver's license and clean DMV record.

Other Qualifications & Desired Competencies

• Excellent written and verbal communication skills.

• Excellent analytical, time management and organizational skills.

• Strong computer skills and proficiency with office software and productivity tools.

• Strong knowledge of Microsoft Office Suite (Word, PowerPoint, Excel).

• Works well with little or no supervision and exercises independent judgement on a regular basis.

• Strong ability to gain cooperation of others, conducting presentations of technical information concerning specific projects or schedules.

Physical Demands

• Ability to sit, stand, stoop, reach, lift (up to 10 lbs.), bend, etc.  Hand and wrist dexterity to utilize the computer.

• May require travel to sites/program and special functions.

Environmental Conditions Critical to Performance

• Work is in an office environment, climate controlled through central air conditioning/heating.

• May have some exposure to outside environment while traveling.

Special Requirements

• U.S. Citizen, U.S. Permanent Resident (Green Card holder) or asylee/refugee status as defined by 8 U.S.C. 1324b(a)(3) required.

• Must be able to travel internationally when required.