Job Summary

The Director, Business Development, DZMG plays a pivotal leadership role in driving growth and expanding market presence for Day & Zimmermann Munitions Group within key defense munitions sectors. This position is responsible for steering the entire business development lifecycle from identifying new opportunities and cultivating strategic relationships to leading capture efforts, navigating proposal activities, and facilitating smooth transitions from award to execution teams. Focused on core munitions, Counter-UAS/UAS, loitering munitions, warheads, fuzing, precision guided products, payloads, and associated electronic components, the role engages with a comprehensive range of government, interagency, and commercial customers. The Director promotes disciplined pursuit practices, leverages market intelligence, aligns program capabilities, and coordinates cross-functional teams to meet customer needs and foster sustainable revenue growth. This is a senior leadership position designed for a strategic thinker with deep defense industry expertise, excellent stakeholder engagement aptitude, and proven ability to lead complex, high-value business development initiatives in a highly competitive environment.

Responsibilities

• Establish and nurture strong relationships with key stakeholders including Program Managers (PM Combat Ammunition Systems, PM Maneuver Ammunition Systems, PM Close Combat Systems), Joint Munitions Command, PEO Missiles & Space, Department of War Fuze Integrated Product Team, DEVCOM Armaments Center, and commercial prime OEMs to accurately identify and anticipate mission needs, funding opportunities, acquisition strategies, and market trends.
• Lead the identification, qualification, and pursuit of new business growth opportunities across designated product lines by conducting rigorous strategic assessments covering customer demands, competitive landscape, financial viability, and organizational resource capacity to prioritize efforts effectively.
• Develop and oversee comprehensive market-facing deliverables including white papers, capability briefs, Requests for Information (RFIs), Sources Sought responses, industry-day content, and presentations that effectively communicate DZMG’s differentiated capabilities and support customer acquisition goals.
• Direct capture planning and execution activities including development of win strategies, solution design, pricing strategies, coalition building, proposal management, customer presentations, negotiation tactics, and ensuring compliant, competitive, and executable bids.
• Drive collaboration with internal cross-functional teams to maintain opportunity ownership throughout pursuit phases and manage the transition of awarded contracts to program execution, ensuring crystal-clear communication of commitments, risks, assumptions, and customer expectations.
• Mentor and lead the Manager of Business Development and associated staff to continually elevate business development processes, capture discipline, and organizational capabilities, fostering a culture of accountability and continuous improvement.
• Maintain a robust and disciplined opportunity pipeline management system, employing data-driven insights to forecast revenue growth and inform leadership decisions.
• Stay abreast of evolving defense acquisition policies, emerging technologies, and market dynamics to advise leadership on adapting strategies to maintain competitive advantage and meet government priorities.

KSAs (Knowledge, Skills, and Abilities)

• In-depth Defense Munitions Knowledge: Comprehensive understanding of Department of War munitions missions, acquisition cycles, funding mechanisms, and evolving industry trends relevant to DZMG’s portfolio.
• Business Development Expertise: Proven ability to manage the end-to-end capture lifecycle for complex deals ranging from $10 million to $500 million, including opportunity sourcing, shaping, qualification, proposal development, and successful negotiation.
• Strategic Analysis Skills: Capability to conduct thorough competitive analyses, assess market opportunities, identify distinctive value propositions, and make calculated pursue/no-pursue decisions based on disciplined evaluation criteria.
• Communication Proficiency: Exceptional written and verbal skills tailored to diverse audiences, demonstrating aptitude for preparing detailed white papers, RFIs, Sources Sought, proposals, executive briefings, and persuasive presentations.
• Financial and Commercial Acumen: Strong understanding of pricing models, contract structures, risk management, investment tradeoffs, and profitability considerations to shape viable and competitive business proposals.
• Leadership and Influence: Effective at guiding and motivating business development teams, leading cross-functional capture groups, engaging senior executives, and fostering accountability and ownership throughout pursuit and execution stages.

Minimum Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, Defense Studies, or a related field; relevant equivalent business development, capture, or defense industry experience will also be considered.
• At least 10 years of progressively responsible experience in business development, capture management, account leadership, or sales within defense, government contracting, or related sectors.
• Demonstrated success in pursuing, securing, and transitioning complex defense contracts, including leading the development of white papers, RFIs/Sources Sought responses, proposals, presentations, and other customer-facing materials.
• Experience managing cross-functional teams and directing business development professionals to achieve organizational growth objectives.
• Strong understanding of Department of Defense acquisition regulations, government contracting processes, and market dynamics associated with munitions and defense technologies.

Essential Functions

• Visual acuity (e.g., needed to prepare and analyze data, to transcribe documents, to view a computer, to read, to inspect objects, to operate machinery
• Walking 
• Hearing 
• Talking 
• Capacity to think, concentrate and focus over long periods of time 
• Ability to write complex documents in the [English] language
• Ability to read complex documents in [English] language 
• Capacity to express thoughts orally (e.g., accurately, quick and loudly convey spoken instructions to workers) 
• Capacity to reason and make sound decisions
• Ability to regularly perform all job functions at Company’s office or work site 

Travel:

50%

Compensation and Benefits

In compliance with this state's pay transparency laws, the salary range for this role is $131,600 - $197,400. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. (The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements).