Position description
Rapiscan Systems Inc, an OSI Systems Company is seeking a Senior Director, Sales Federal Government to lead our US Government Sales efforts OCONUS and would work out of our Sterling, VA location.
Rapiscan Systems, an OSI Systems, Inc. company, designs, manufactures and markets security and inspection systems worldwide. Our products are used to inspect baggage, cargo, people, vehicles and other objects for weapons, explosives, drugs and other contraband. Rapiscan Systems security and inspection devices can be found in a wide range of locations such as airports, border crossings, railway stations, seaports and terminals, government and military installations, and nuclear facilities.
This Sales professional will manage and oversee the business development and sales of Security Products and Solutions to Federal Government Customers internationally, including the Department of Defense (DOD) and other US Government customers. The ideal candidate will have a strong background in international relations, defense acquisition, and Foreign Military Sales (FMS). This role requires a deep understanding of the FMS process, including policy, regulations, and procedures, as well as the ability to work collaboratively with various stakeholders to ensure successful program execution.
This position reports to the Executive Vice President, North America, Cargo Scanning & Solutions Group, Rapiscan, Inc. The ideal candidate in this role should have a minimum 15 years of experience in international affairs/foreign military sales, defense acquisition, or a related field. The candidate should have excellent program management, negotiation, and financial management skills, along with strong communication and interpersonal abilities. The individual should be well-organized, capable of managing multiple tasks, and able to work effectively in a fast-paced, dynamic environment. Additionally, the individual should understand how the FMS process impacts the growth of industry and business.
Responsibilities
- Lead and manage International/FMS programs from inception to completion, ensuring compliance with DoD/DOS policies and regulations. Oversee the development, negotiation, and implementation of FMS cases.
- Collaborate with foreign governments, U.S. defense contractors, and various DoD agencies to facilitate the sale and transfer of defense articles and services. Serve as the primary point of contact for foreign customers.
- Negotiate terms and conditions of FMS agreements, ensuring that all contractual obligations are met. Work closely with legal and contracting teams to draft and finalize agreements.
- Monitor and manage program budgets, ensuring that financial resources are allocated appropriately and expenditures are tracked accurately. Prepare financial reports and forecasts for senior leadership.
- Ensure all FMS activities comply with U.S. laws, regulations, and policies. Prepare and submit required reports to Congress and other oversight bodies.
- Identify and mitigate risks associated with FMS programs. Develop and implement risk management plans to address potential issues and ensure program success.
- Stay current with industry best practices and emerging trends in defense sales.
- Provide administrative sales support, manage sales data, support sales research, track and maintain sales records, and interface with sales inquiries. Prepare documents and analysis to support reporting and sales objectives.
- Maintain and update sales and customer records in CRM systems, Excel databases, files, and records. Respond to customer inquiries and provide sales reports.
- Generate sales reports, forecasts, trends, update and recommend dashboards, track sales, identify potential issues, and recommend solutions.
- Conduct sales research to identify potential leads and market trends. Actively conduct data analysis to identify potential new business opportunities on tools such as FBO, Bloomberg, and GovWin.
- This position requires up to 30% travel.
- Uphold the company’s core values of Integrity, Innovation, Accountability, and Teamwork.
- Demonstrate behavior consistent with the company’s Code of Ethics and Conduct.
- It is the responsibility of every employee to report to their manager or a member of senior management any quality problems or defects for corrective action to be implemented and to avoid recurrence of the problem.
- Follow corporate policies and technical procedures.
- Assist in other Development of other Cargo Opportunities as assigned.
- Duties may be modified or assigned at any time to meet the needs of the business.
Qualifications
- Bachelor’s degree or higher in International Relations, Business Administration, Defense Acquisition, or a related field.
- Up to 15 years of experience in foreign military sales, defense acquisition, or a related field. Experience working with the Department of Defense/Department of State or other government agencies is highly desirable.
- In-depth knowledge of FMS policies, regulations, and procedures, including familiarity with the Arms Export Control Act (AECA) and International Traffic in Arms Regulations (ITAR).
- Excellent communication and interpersonal skills with the ability to work with the ability to work well with other strong personalities.
- Strong program management skills to lead and manage FMS programs from inception to completion, ensuring compliance with DoD policies and regulations.
- Excellent negotiation skills to negotiate terms and conditions of FMS agreements, ensuring that all contractual obligations are met.
- Strong financial management skills to monitor and manage program budgets, ensuring that financial resources are allocated appropriately and expenditures are tracked accurately.
- Excellent communication and interpersonal skills to collaborate with foreign governments, U.S. defense contractors, and various DoD agencies.
- Ability to work effectively in a fast-paced, dynamic environment.
#LI-Hybrid #LI-KB1
OTHER WORK REQUIREMENTS: Effective verbal and written communication skills in the English language and ability to deal effectively and tactfully with others to ensure success in the performance of job responsibilities, interpersonal communications and to ensure proper handling of sensitive and confidential information and situations. Ability to work independently, gather and summarize data for reports, resolve various administrative problems and prioritize work.
The specific programs and options available to any given employee may vary depending on eligibility factors such as geographic location and date of hire. Please note that the salary information shown above is a general guideline only. Salaries are based upon candidate experience and qualifications, as well as market and business considerations.
Application instructions
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