Associate Director, Sales & Business Development

Midland, Ontario, Canada

We are looking for an Associate Director, Business Development to make Raytheon ELCAN a great place to work, grow, and belong

Raytheon ELCAN is the future of high precision electro-optical solutions for the aerospace and defence industry. We think differently to help customers see better and farther in any domain, against any challenge.

As the Associate Director, Business Development at Raytheon ELCAN, you will lead an international team responsible for identifying and capturing strategic growth opportunities in the global A&D market. Reporting directly to the General Manager, you will work closely with the Senior Leadership Team to achieve enterprise goals, achieve financial metrics and deliver growth across the business. Your proven passion and experience leading, mentoring and developing a team will be balanced with your applied understanding of the high precision electro-optics marketplace.

We are looking for a dynamic leader to nurture customer relationships, develop networks of key internal and external stakeholders and leverage these networks to drive business growth in both commercial and military markets. You will be working in a highly matrixed organization alongside engineers, QA, program managers and product managers – all part of a 160 year legacy of optics innovation.


Responsible for leading and coordinating all Raytheon ELCAN Business Development and Sales activities globally, as follows:

Leadership, tasking and management of the Raytheon  ELCAN BD team, to include Lead Investigation, Campaigns,  Capture and Bid activities
Ensure there is regular customer and market engagement to better understand customer needs and to promote Raytheon  ELCAN and its products and technologies
Creation and sustainment of a valid five year pipeline of opportunities that delivers growth with both existing and new customers
Provide input , then meet or exceed agreed Raytheon ELCAN’s Annual Operating Plan (AOP) targets for Bookings/Sales/Profit/Cash
Ensure excellence in business capture, pipeline development, and proposal writing (content, delivery and timing)
Contribute to defining Raytheon ELCAN’s long term business and technology strategy,  including product development and marketing plans,  by providing input on future electro-optical requirement trends
Management of the Raytheon ELCAN BD functional and B&P budgets (in conjunction with Finance)
Provide reports and analysis and recommendations to the organization
Collaborative member of the Raytheon ELCAN Leadership Team.

Essential Experience:

Practical understanding of, and interest in Aerospace and Defense government and commercial electro-optic markets including but not limited to components, sub systems and products.   
Demonstrated experience in developing and managing strategies as it relates to the business, product, technologies and customers resulting in  a dynamic 5-year strategic requirements roadmap
Demonstrable ability to establish and maintain relationships with customers, including government Defense departments, at multiple levels
Demonstrable track record of meeting business sales targets and growth of the business achieved through execution of campaigns and capture plans
Experience managing people as well as leading through influence.  

Desirable Experience / Qualifications:

Maintaining existing relationships with relevant Raytheon ELCAN Customers
A&D and/or military background
Direct experience of dealing with various customer/government acquisition processes/vehicles
High level technical understanding of opto-electronic technologies
Experience and/or understanding of different commercial models for the provision of products and operational capability
Experience in product/system integration on various platforms
Proven ability to develop market strategies that create opportunities, including product development
Business Capture manager certification 
Holder of relevant security clearances (if not held, must be prepared to apply for them)
BS in Engineering, Business or Marketing preferred, but market and commercial experience more important.  MBA a plus (not a requirement). 

Personal Attributes:

An interest in business, and business capture including commercial awareness and instinct – an ability to manage and work within agreed customer and business budgets – and intuitive risk and opportunities management skills
Ability to establish and nurture customer trust
Creative and entrepreneurial approach
Proactive team member and team leader who can motivate and lead by example
Strong communicator (verbal and written) including at board level
A logical problem solver who can distil and simplify complex operational and technical problems 

Only those selected for an interview will be contacted. The successful candidate will be required to complete a criminal reference check and obtain/maintain a Government of Canada security clearance and any applicable clearances with respect to the handling and transfer of controlled goods after accepting a conditional offer of employment.

Raytheon ELCAN offers a competitive compensation package that includes incentive program, benefits, and pension plan.  We also offer flexible work arrangements with an available hybrid work schedule.

Raytheon ELCAN is committed to diversity and inclusivity in employment and welcomes applications from all qualified persons. We are an equal opportunity employer.  In accordance with the Accessibility for Ontarians with Disabilities Act, 2005, Raytheon ELCAN will provide accommodations throughout the recruitment, selection and/or assessment process to applicants with disabilities.  If you require disability-related accommodations, please contact Human Resources.  All personal information is collected under the authority of the Freedom of Information and Protection of Privacy Act.    


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FYI Notes

Associate Director, Sales & Business Development