[Hiring] Principal Business Development Manager @Crystal Group

Role Description

This position drives revenue by identifying new business opportunities and aligning solutions with customer needs. The individual will collaborate closely with technical teams to gather requirements, lead and support proposal development, and optimize solution offerings. Responsibilities also include managing customer relationships, overseeing pursuit-related expenses, and mentoring new team members. Financial accountability and alignment with company goals are key priorities.

• Identify and cultivate new business opportunities within the aerospace and defense, and/or industrial sector focusing on aligning offerings with identified customer needs and pain points.
• Aids in capturing end user technical requirements and road maps to assist in optimizing the customer’s solution as well as Crystal Groups financial performance (EBITDAE).
• Work closely with Advanced Technology and Advanced Program Pursuit team members to effectively communicate with end users directly and through RFI/RFP proposals.
• Seeks new business opportunities, builds relationships, and communicates with potential and current customers virtually, face-to-face and at trade shows.
• Takes initiative to pursue active business opportunities.
• Held accountable for resources utilized in the pursuit of business which should include demo unit costs, travel expenses, and estimated engineering time.
• Responsible for leading and initiating the mentorship of new hires to the department.
• Manage and maintain financial accountability in margin, pre-PO expenses, and capital expenditure to align with company core goals.

Qualifications

• Must be a US Person (US Citizen, person granted US Permanent Resident Card or any individual who is granted status as a "protected person”).
• Bachelor’s degree in business or related field and 12+ years of demonstrated success in a sales role.
• Strong financial literacy, including understanding of pricing models, gross margin, and EBITDA.
• Previous participation in trade shows, customer demos, or technical presentations.
• Experience presenting to executive leadership, key clients, or other high-stakes audiences, with the ability to clearly communicate complex technical and business information in a professional and persuasive manner.

Requirements

• Extensive knowledge with rugged computing systems, embedded hardware, and/or industrial/defense-grade electronics.
• Strong financial acumen, including knowledge of EBITDAE and cost-benefit analysis in solution development.
• Substantial understanding of program lifecycle management, including capture planning, pre-PO processes, and post-sales transitions.
• Expertise in Microsoft Office products (ex. Excel).
• Communicate effectively, both verbally and in writing, with potential and existing customers.
• Time management.
• Creative problem solving.
• Strong proposal development skills, including the ability to lead and contribute to technical and business content.
• Skilled in data-driven decision making and financial forecasting related to business development initiatives.
• Travel to customer sites and have a flexible work schedule.
• Manage multiple tasks at once, as well as prioritize them in order to hit deadlines.
• Working cross-functionally with Advanced Technology and Advanced Program Pursuit teams.
• Work effectively in a fast-paced environment.
• Proven track record of growing and maintaining a strong book of business, with consistent success in building long-term client relationships and driving revenue growth.
• Able to effectively lead large (10-20 member) multi-disciplinary teams on vaguely defined projects with little supervision, oversight, and coaching provided.
• Identify inter-departmental process deficiencies, propose viable solutions, and implement appropriate corrective action(s) with moderate managerial support provided.

Benefits

• Medical/dental/vision insurance.
• Paid time off.
• Tuition reimbursement.
• Wellness programs.
• Participation in our Employee Stock Ownership Plan (ESOP).
• On-Site Gym.

Working Conditions

• This is a remote position.
• Occasional exposure to manufacturing floor and testing environments may be required.
• The role may involve lifting up to 25 lbs, standing for extended periods during product testing, and occasional travel (up to 75%).