Director of Business Development

The Director of Business Development is responsible for driving strategic growth across domestic and international defense and aerospace markets. Our client designs and produces over 60,000 different cable constructions. Each cable is designed around the customer’s needs and contains a combination of electrical, optical, and mechanical elements. This role involves identifying, qualifying, and capturing new business opportunities while strengthening key customer relationships and expanding our clients' market presence.

Working cross-functionally with engineering, operations, quality, and supply chain, the Director ensures technical feasibility, competitive positioning, and successful execution of capture strategies from early engagement through contract award and transition to production.

Key Responsibilities

Business Development & Growth Strategy

• Identify, qualify, and capture new business opportunities across U.S. and international defense markets, including DoD primes, sub-primes, and Tier‑1 integrators
• Develop and execute strategic growth plans targeting military, aerospace, shipboard, and harsh‑environment cable applications
• Build and maintain strong customer relationships to anticipate needs and position our client as a preferred partner
• Lead opportunity shaping efforts, including early customer engagement to influence specifications, materials, and design approaches

Capture & Proposal Execution

• Analyze technical data packages (TDPs), drawings, and Statements of Work (SOWs) to assess risk, compliance, and cost drivers
• Develop pricing strategies and Price‑to‑Win models, incorporating commodity volatility (e.g., copper, specialty polymers, fluoropolymers)
• Coordinate proposal development, including quotations, bid packages, and supporting documentation
• Support negotiation and closing of contracts, ensuring alignment with business objectives

Cross‑Functional Leadership

• Serve as the primary interface between business development and engineering, manufacturing, quality, and supply chain teams
• Validate producibility, lead times, material availability, and compliance risks during capture phases
• Coordinate with Quality and Compliance to ensure adherence to ITAR, DFARS, Buy American Act, and customer‑specific requirements
• Support transition from capture to execution by ensuring clear handoff of assumptions, pricing, and technical commitments
• Conduct detailed market and competitor analysis to inform strategy and improve competitive positioning
• Monitor industry trends, global market conditions, and defense program pipelines
• Lead competitive assessments, including manufacturing capabilities, certifications, and historical performance
• Maintain accurate CRM data and pipeline visibility across program lifecycle phases (prototype, qualification, LRIP, full‑rate production)
• Track campaign performance, budgets, and key metrics
• Support long‑term growth initiatives, including LTAs, sole‑source strategies, and follow‑on production
• Represent our client in customer meetings, technical interchange meetings (TIMs), audits, and facility tours
• Present company capabilities, quality systems, and manufacturing strengths
• Travel 25–50% as required to support customer engagement and business development efforts

Technical & Industry Expertise

• Deep knowledge of military and aerospace wire & cable specifications, including:
  • M22759, M24643, and related customer‑specific specifications
• Strong understanding of wire and cable manufacturing processes, materials, and compliance requirements
• Experience supporting new product introduction (NPI) and emerging defense platforms

Qualifications

Required

• Bachelor’s degree in engineering, Business, Marketing, or related field
• 15+ years of experience in business development, capture management, or sales within defense, aerospace, or manufacturing
• Demonstrated success in winning and managing complex government or defense‑related contracts
• Strong understanding of DoD acquisition processes and contracting environments
• Ability to obtain a U.S. security clearance

Preferred

• Advanced degree (MBA or Engineering)
• Experience with long‑term agreements (LTAs), sole‑source justifications, and defense program lifecycle management
• Background in wire & cable, electrical components, or adjacent manufacturing sectors
• Would like the candidate to live close to San Diego, California, or the surrounding area.

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