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Manager, Defense Sales Team

Date: Nov 23, 2022

Location: Broken Arrow, OK, US, 74012

Company: FlightSafety International

About FlightSafety International

FlightSafety International is the world’s premier professional aviation training company and supplier of flight simulators, visual systems and displays to commercial, government and military organizations. The company provides training for pilots, technicians and other aviation professionals from 167 countries and independent territories. FlightSafety operates the world’s largest fleet of advanced full-flight simulators and award-winning maintenance training at Learning Centers and training locations in the United States, Canada, France and the United Kingdom.

Purpose of Position

The Defense Sales Team Manager (DTSM) coordinates the efforts of the DSMs under their charge to yield maximum productivity. They instill purpose and relevance in each Manager by highlighting their contributions and individual objectives as they relate to FlightSafety’s annual Sales goals and our Corporate goals. The DSTM will serve as the primary POC to major OEM’s and USG customers. He/or she will aid DSMs in developing internal and external customer relationships and provide the support needed to complete the proposal cycle for each opportunity assigned.

Tasks and Responsibilities

  • Providing feedback sensitively and in a timely manner.
  • Communicating clearly so that everyone knows exactly what they should be doing.
  • Organizing efficiently to keep projects flowing harmoniously from start to finish.
  • Managing time effectively so that deadlines are met.
  • Building morale through encouragement and bonding activities.
  • Resolving conflicts among team members quickly and fairly.
  • Effective management of leadership team expectations.
  • Performs price and cost analyses on the various elements of subcontractor proposals, reviewing in detail the significant direct and indirect cost elements to aid in source selection for major proposal responses.
  • Orchestrates bid strategies, technical and management approaches, oversight of the development of the cost volume and teaming strategy, as well as capture and proposal strategy as it applies to the Sales Team.
  • Interfaces with Business Development team, Capture team, Proposal team and PMO Director’s in Broken Arrow and St. Louis concerning pursuit status, pricing, costs, scheduling and overall pursuit performance.
  • Collaborates with members of the business units sales, marketing, finance, legal, and product teams to ensure content is complete, accurate, and timely.
  • Communicates capture strategy and technical approach to the sales team and makes sure it is implemented effectively.Assigns specific duties to the Sales team managers.
  • Communicates expectations and responsibilities to each member of the team.
  • Recruits subcontractors and teaming opportunities to help the company successfully bid on projects.
  • Coordinates and manages the bidding and proposal process.
  • Conducts research and uses information compiled by the capture/proposal team to determine the best price and the best slate of services for the bid.
  • Meets with prospective customers to answer questions and discuss a possible contract.
  • Expands the client base while maintaining existing clients
  • Understands every aspect of a business opportunity including the scope of the project, how many resources will be needed, the impact on schedules
  • Manages competitive pricing and budget concerns.
  • Works with DSM to ensure that a top-notch proposal is submitted to the prospective customer.
  • Maintains routine contact with prospective client targets.
  • Studies key competitors.
  • Perform other incidental and related duties as required or assigned by Manager.
  • Interact within a cooperative environment through beneficial behavior, commitment to common goals, contribution to problem solving, communication of ideas and suggestions, and encouragement to other employees and departments.
  • Accountable for the control and distribution of documents and/or equipment subject to export control restrictions and the security of FSI materials, projects and business information regarding the methods and techniques used in the production and usage of FSI products.
  • Accountable for the accuracy and completeness of assigned tasks.

Minimum Education

  • Bachelor's degree in Business discipline or related field or equivalent combination of education and experience

Minimum Experience

  • Minimum of six years experience in program management, business development, marketing, capture and proposals or other related field.
  • Experience with Federal Acquisition Regulation (FAR)/Defense Federal Acquisition Regulations (DFARS) (for Military position) and US Government contracting, contracting types and procurement processes.

Knowledge, Skills, Abilities

  • Adobe Acrobat, Microsoft Office (i.e. Word, Excel, PowerPoint), Microsoft Project, Meridian, SharePoint preferred.
  • Familiarity with the federal contract bid process and requirements, the Government task order and RFP development process, Federal Acquisition Regulation (FAR) requirements, and how proposals are evaluated.Ability to analyze and compare estimated costs against actual cost for a given period in order to produce supportable, competitive prices in response to requests from outside and interdivisional customers
  • Ability to obtain and maintain an active secret level security clearance.
  • Adhere to company processes and government regulations.
  • Exhibit and practice professional and courteous behavior while interacting with both internal and external customers.    
  • Able to adhere to a work schedule including prompt and regular attendance.
  • Able to complete tasks from a virtual work station if necessary.
  • Effective management of the Sales Team and their responsibilities.


Physical Demands and Work Environment

While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to sit; use hands to finger, handle, or feel and reach with hands and arms. The employee is occasionally required to stand; walk; or climb. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision and ability to adjust focus. Noise level is moderate.

FlightSafety is an Equal Opportunity Employer/Vet/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.

Nearest Major Market: Tulsa
Nearest Secondary Market: Oklahoma