Director - Navy Affairs

Mission-Driven. Honor-Bound. Fairbanks Morse Defense. What’s your calling? For the men and women of Fairbanks Morse Defense it’s the rapid and effective support of the fleets that entrust us to design, develop, and deliver the best naval power technology on the planet. We’re one of the nation’s leading marine defense contractors because of the highly trained and dedicated teams that provide reliable power systems, parts, and aftermarket services to the U.S. Navy, Coast Guard, Military Sealift Command, and Canadian Coast Guard. When you join Fairbanks Morse Defense, you join a legacy of commitment that spans 150 years. Fairbanks Morse Defense offers competitive benefits with a wide range of training and development opportunities. Our world-class teams are dedicated to helping every individual achieve their full potential. Discover what it’s like to be a part of the Fairbanks Morse Defense team here: https://www.fairbanksmorsedefense.com/careers

Summary
The role of the Director-Navy Affairs is to drive excellence in development and management of relationships, products, and aftermarket support product opportunities. Responsibilities include collaboration across the FMD Team and our customers in setting and expanding Parts, Service & Solutions Sales, Revenue and Margin Targets along with creating and executing Strategy aligned with accelerated sales growth across FMD product groups.
This role requires high motivation, a strong leadership orientation, and excellent communication skills to effectively manage customers across all functional areas of FMD. This is a highly visible position with a great opportunity to demonstrate leadership by adding value to customers and enabling financial results.

Principal Duties and Responsibilities

• Represent FMD at the highest levels within the Navy, MSC and USCG at NAVSEA, the Pentagon and at other Government locations as needed to further FMD's business interest.
• Pursue new government programs for all FMD equipment and services, along with R&D funding, Capex funding and new business opportunities and to advocate for the benefits of FMD.
• The Director of Navy Affairs elevates the company’s relationship with FMD customers to the next level and ensures understanding of customers’ value proposition and how FMD can deliver products and service to help customer achieve success.
• Develop and strengthen customer relationships through calls and on-site visits to deepen understanding of planned operations and issues to retain and develop business potential.
• Develop a long-term strategy and plan for enhanced customer support that can be monitored and followed by all stakeholders and provides the greatest opportunity for growth and retention.
• The role will require stakeholder management, decision mapping and campaign planning.
• Identify risks due to competitors and escalate as required. Work with FMD business to create appropriate risk mitigation strategies and execution plans.
• Solicit customer feedback, promptly and transparently address any concerns, and communicate to appropriate FMD personnel to develop strategies to ensure customer satisfaction and drive the business forward.
• Share best practices, trends, and behaviors with rest of FMD Team to ensure knowledge is leveraged.
• Understand and maintain current knowledge of product group horizontally, vertically, and attend networking / industry events to gain further expertise.

Activities

• Support pipeline development and execution with Sales Managers, Service Centers, Project Estimators and Component Sales.
• Monitor the development of new projects, customer-initiated product upgrades and equipment investigations by conducting joint sales calls, meetings, and sales strategy sessions.
• Identify opportunities for new Solutions offerings and/or accelerate closure of existing opportunities and support all product group sales activities.
• Review market trends for possible additional offerings and strategy development; internal or external.
• Create, support and/or maintain organization communications allowing internal and external customer(s) timely contact between organizations.
• Provide visibility to activities and pipeline by leveraging existing technology, Salesforce, Oracle, Office 365, etc.

Qualifications and Educational Requirements

• Bachelor’s degree in business administration, technical degree, or equivalent sales management experience is required.
• 10 plus years of direct experience working either in or with the U.S. Navy.
• Five plus years of supervisory experience is required.
• Experience with government budgeting and funding processes.
• Excellent communication skills, verbal, written and presentation; ability to interface and gain trust cross functionally and effectively manage in a matrix organization.
• Demonstrated ability to develop and sustain a high level of customer relations skills while maintaining day-to-day activities.
• Demonstrated ability to evaluate and balance team and individual workloads through effective time management, prioritization, and organizational skills.
• Travel as required to successfully perform the job duties as described above (May include Domestic and International travel)
• This position requires access or potential access to Unclassified Naval Nuclear Propulsion Information, which is Not Releasable to Foreign Nationals (NOFORN) data. Therefore, to meet NOFORN requirement, you will have to provide proof of US Citizenship and attest that you do not have dual citizenship. Acceptable proof of US Citizenship is a US Passport, US Birth Certificate or Naturalization Certificate

This specification is intended to indicate the kinds of tasks and levels of work difficulty that will be required of positions that will be given this title and shall not be construed as declaring what the specific duties and responsibilities of any particular position shall be. It is not intended to limit or in any way modify the right of any supervisor to assign, direct, and control the work of employees under his/her supervision. Ability to competently perform all the essential duties of the position, with or without reasonable accommodation, demonstrated commitment to effective customer service delivery, and the ability to work productively as a member of a team or work group are basic requirements of all positions at Fairbanks Morse Defense.

Fairbanks Morse Defense offers a competitive benefits package including but not limited to, medical, dental, vision, life, and disability insurances, and 401k retirement plan with employer match. In addition, we offer paid time off, paid holidays, paid parental leave, and tuition reimbursement.

Equal Opportunity Employer/Veterans/Disabled