Business Development Manager - Defense

If you're known for your reliability, join a company that values it as a core principle. Rovco combines cutting-edge technology with unwavering dependability. We're looking for individuals who share our commitment to delivering the best solutions and services. Location : Remote / Hybrid - USA East Coast, Washington DC Salary: up to $150,000 + performance bonus Rovco focuses on making the world a cleaner, greener and safer place by deploying technology for good. We're using techniques in artificial intelligence, autonomy, computer vision and marine robotics to create a difference in the world with underwater technology for our clients in offshore wind and the subsea industry. Take a look at one of our products in action: SubSLAM X2 - Unlocking the Future of Marine Robotics - YouTube We've announced funding of more than $30 million, been voted one of the most innovative and sustainable companies working towards net zero and won awards for Best Use of AI and Best Technology Innovation. Discover your place in a hybrid team of 150+ people that celebrates diversity knowing that every perspective is a valuable part of our success and that empowers you to achieve a fulfilling work-life balance. Business Development Manager - Defense As a Business Development Manager at Rovco, you will play a pivotal role in driving the company's growth and furthering its mission. You will be part of a new dynamic team of Business Development professionals, shaping and executing strategies to identify and secure new business opportunities, cultivate client relationships, and position Rovco as a leader in a new industry for us. Your industry expertise, networking skills, and innovative thinking will contribute to the continued growth of the business and product development. Rovco is expanding in the US and taking on projects in the Defense industry. To be successful you'll need to have significant experience with defense-related projects that incorporate subsea robotics and/or autonomy to assist in managing relationships and acquiring work for this new business direction to ensure growth within the region. We'll welcome your ideas & input and support your development. In addition, this is an incredible opportunity to help further the adoption of autonomous marine robotics. Objectives & Responsibilities: Rovco is an exciting and dynamic environment meaning these are likely to change as we grow. Upon joining, your objectives and responsibilities will include: New business opportunities • Identify and maintain partnerships, and products/services to expand the company's market share across verticals and different departments of Defense. • Identify new and upcoming tendering opportunities within the US Government procurement portals. • Create and implement strategies to successfully tap into new business opportunities within the defense community and document these in formal plans. • Help develop supply chain management for the East Coast, talking to suppliers and vendors if needed. • Be a relationship manager in the EST zone and main contact to ensure the success of existing opportunities. • Establish and foster relationships with new US defense-related clients resulting in new leads and qualified opportunities. • Set and manage metrics related to new opportunities for the sales team & take timely action to ensure targets are achieved. • Provide accurate, timely management information on new business opportunities to help inform executive decision making as required. • Help support tendering activities and understanding the different methods the US government requires. Client Relationship Management: • Build strong relationships with new clients, understanding their needs, and proposing tailored solutions. • Maintain and strengthen relationships with existing clients to ensure continued satisfaction and engagement. • Provide timely advice and suggested actions to ensure healthy and productive client relationships at all times. Sales and Pitching: • Develop persuasive proposals that effectively communicate Rovco technology-enabled solutions to different departments of defense. • Take the lead on bringing together the necessary internal resources to create and deliver effective, client-specific proposals with the tendering team. • Convey all job specific tooling and personnel requirements for tendering opportunities in order to create a competitive proposal. Industry Engagement: • Attend conferences and events to establish and nurture relationships with industry partners. • Stay updated on industry trends and provide valuable insights for Rovco technology roadmaps. • Provide the business with any industry intelligence (e.g. opportunities/risks) as necessary. Sales Forecasting and Objectives: • Create and manage robust sales forecasts in conjunction with other key internal stakeholders. • Provide timely, accurate and insightful reporting to inform the business on team performance. • Actively work towards exceeding sales targets to contribute to the company's growth, taking timely action to address situations where targets/forecasts are at risk. Market Positioning and Competitive Analysis: • Possess a deep understanding of Rovco products, differentiators, and industry competition. • Understand the customer needs across different defense departments. • Possess a strong working knowledge of 3D data sets. • Strategically position Rovco to excel in competitive tenders and win new business. • Conduct regular market analysis to understand drivers behind Rovco business acquisition performance. You should apply if you have: (we know it's tough, but please try to avoid the confidence gap. You don't have to match all the listed requirements exactly to be considered for this role): Significant experience with defense-related projects that incorporated subsea robotics and/or autonomy. Substantial networking experience with a comprehensive industry address book of key contacts and decision-makers in the USA. Well-developed understanding of subsea projects, including ROV, and/or AUV-based scopes. Ability to understand customer technology needs as it relates to defense projects and convey back internally for analysis. Ability or understanding of the US government ranking system, and protocol for communicating within different government departments of defense. The ability to formulate and execute successful sales strategies that align with & drive business Strategy in an emerging US marketplace. Technical sales background with an understanding of technology solutions and ability to articulate these to customers. In-depth knowledge of the latest defense industry trends, particularly in the path to autonomy. A demonstrated track record of successfully identifying and converting substantial business opportunities, especially in subsea robotics. Excellent relationship management ability capable of building, nurturing & repairing stakeholder relationships as required to impact sales outcomes. Good working knowledge and experience with the government procurement process and how to navigate efficiently through the process. Proficiency using CRMs such as SalesForce to produce insightful management information. Well-developed leadership skills capable of growing & leading a high-performing sales team, but also capable of working alone and taking initiative. A committed, determined work ethic coupled with the resilience & tolerance required to generate results in established & unestablished sales areas. Have respect for classified, sensitive or secret information when communicating with others. Ability to work in a startup-type environment, that is part of a bigger team, whether it's remotely or in an office. Prior "active duty" service or current "Reserve status" would be an advantage. Benefits At Vaarst / Rovco, we're committed to creating a diverse and inclusive workplace where everyone can thrive. Our hybrid-remote approach and state-of-the-art Office Hubs provide a welcoming space designed to nurture your creativity, productivity and well-being. In addition, you'll get an extensive range of benefits so you can focus on doing your very best work: Flexible, hybrid working so you can work when is best for you. 20 days annual leave. Private medical insurance, including Dental, optical which can be extended to your family. Career and learning development through paid courses, conferences and events. Curiosity fund – up to $500 to spend on learning which is not role related. Up to 10% company bonus. 401k up to 2% company contribution. Volunteering day, to give back to your local community. Recognition & rewards for doing great work and living our values and behaviours. Flexible working options including reduced hours, job share, phased return to work, term time working, compressed hours. We're a sociable, tight-knit team with monthly socials. Join Vaarst / Rovco in our mission to make the world a cleaner, greener and safer place by deploying technology for good. Interview Process At Rovco, we've designed a straightforward interview process to ensure the best fit for both you and the company. We have adopted anonymised recruitment. This means that your name, date of birth and other personal details will not be seen by the hiring team. Application: Begin by submitting your application with your CV, highlighting your skills and experience relevant to the job. Answer key questions on elements that are important to the role. Talent Partner Interview: We will tell you more about the role, the team and Rovco's mission. This is a two-way conversation; we want to learn about your motivation, what you can bring to Rovco, and provide answers to your questions. Aptitude Test: Demonstrate your critical thinking, problem-solving abilities, and workplace personality through an aptitude test. It includes a timed cognitive exercise and a workplace personality questionnaire. Team Interview: Engage in a 1-hour interview with a few team members. Experience the role firsthand and share your skills and experience. We'll discuss our technologies, key skills, and team dynamics. As always, feel free to ask any questions you may have. CTO Conversation: Meet with our CTO for a 30-minute discussion. This is your opportunity to express your thoughts on the role and ask any final questions. We'll clarify expectations and ensure this role aligns with your aspirations. Offer! If you are successful in the process, you'll receive an offer to join Rovco and become part of our team. We value the diversity of our teams and are committed to supporting and welcoming individuals from all backgrounds, knowing that every perspective is a valuable part of our success. Should you require any reasonable adjustment throughout the recruitment process, please do not hesitate to let a member of the Talent team know. Apply now and help deploy technology for good. #J-18808-Ljbffr