Logo

Senior Business Development Manager, Space Systems Engineering and Technical Services at Sierra Lobo

Company address: Corporate HQ 11401 Hoover Road Milan, Ohio 44846

Hiring Manager: Bert Sadtler


Company introduction

Sierra Lobo, Inc. (SLI) specializes in providing test, evaluation and engineering services to the aerospace sector nationwide. SLI also offers in-house engineering and R&D services through the Technology Development and Engineering Center (TDEC) in northern Ohio. SLI has a proud history of providing excellent services and products to customer in government and industry. SLI believes that success is based on adhering to the core principles and values that include: integrity; service; excellence; dignity; and growth.

With Corporate HQ located in Ohio and offices in Greenbelt, MD and Pasadena, CA, SLI was incorporated in 1993 and won their first government contract in 1994. The founders serve as CEO and COO today. Their backgrounds include engineering in aerospace testing, the oil and gas industry, and propulsion technologies. That, combined with their interests in developing technology to better human kind, laid the foundation for their vision and focus on customer service excellence, innovation, growth, and risk management. SLI has exhibited growth throughout their history expanding from test and evaluation to engineering services work.

Customers include the National Aeronautics and Space Administration (NASA), US Army, US Air Force, US Navy, and private industry. SLI has a proud history of excellence supported by awards and recognitions such as receiving two of NASA’s George M. Low awards, NASA’s Contractor of the Year Award and JPL’s Thomas May Contractor of the Year Award.

Company mission statement

Integrity
Service
Excellence
Dignity
Growth
Improvement
Our employees are the foundation for our success
Open, transparent communications
Safety is a value, never to be compromised
Exceed customers’ expectations
Never accept complacency or the status quo
Empower our employees with the proper level of responsibility, authority, and accountability
Promote outreach, education, and growth in our communities, and our nation
Build and nurture relationships based on trust and confidence

What is the purpose of this role

Sierra Lobo’s Senior Business Development Manager will be a seasoned, outward facing producer who will gain intimate familiarity with Sierra Lobo’s pipeline and maximize the short term and long-term opportunities. There will be additional attention toward developing new opportunities that are complimentary to Sierra Lobo’s expertise.

Sierra Lobo’s focus is on winning work in Space Systems with our Engineering and Technical Services past performance. Our core capabilities and experience lie in space systems (i.e spacecraft, launch vehicle, propulsion systems, and ground support equipment) R&D, design, development, test and integration, and operations services.

Sierra Lobo current customers include NASA, the US Air Force Test Command, and US Air Force Research Lab in Wright Patterson AFB and the AFRL Rocket Lab at Edwards Air Force Base, as well as private industry partners in the space systems test and evaluation and engineering services sector and commercial and defense space sector.

We desire to grow within this current customer set through continued offering of our core capabilities and through expansion of engineering services.

Sierra Lobo also desires to expand our business base to adjacent DoD and intelligence space service markets (i.e Space Force, Research labs, NRO, Other DoD Space, and commercial space industry.) by building upon our core capability and experience described above.

The Senior Business Development Manager role will be focused on winning work in the Space Systems Engineering and Technical Services sectors. The target market is NASA, DoD and intelligence space service markets (i.e Space Force, Research labs, NRO, Other DoD Space, and commercial space industry.

The ideal candidates will have established business development relationships within the customer sets defined above and possess an understanding of the business service areas for which Sierra Lobo possesses core capability such as space systems test and evaluation and preferred in space system service business areas that Sierra Lobo specializes.

The Sr. BD Manager will collaborate with and also report to the Director of Business Development, located at Milan, Ohio office. The Sr. BD Manager could be located within the Washington DC Region OR located within the continental United States. This role will have frequent in-person collaborations with the office in Milan, Ohio.

Where will the new hire work from

From home

Who will the new hire report to

Dan Lowe

How many people report into this position

0

Key characteristics required by the ideal candidate

– Current US Citizenship and “clearable” through US DoD Security. (Holding an active clearance would be a plus)

– Demonstrated Business Development success within the Space Systems Engineering and Technical Services Sector.

– Demonstrated long term established business development related relationships within NASA, DoD/ Intelligence space agencies and commands, Space Force, and/or commercial space industry.

– Currently living in the Continental U.S. (Ideally near a major airport).

Expected Experience for this Senior Level Role:

– Demonstrated experience managing, maintaining, and reporting on a business development pipeline with opportunities in various pursuit phases from leads to post-proposal submission.

– Demonstrated experience generating budgets and providing estimate to completion for labor and non-labor resources for allocated G&A and B&P budgets.

– Demonstrated experience producing and presenting gate review packages, decision gate packages and capture strategy briefings at an executive level.

– Demonstrated experience identifying and maintaining an adjacent market plan for pursuit and acquisition of work outside the business’s core capability areas.

– Demonstrated experience supporting proposal development areas as well as proposal team resource.

– Demonstrated experience performing capture activities such as price-too-win, win strategy development, and solution development.

– Demonstrated experience collaborating with leadership to identify, develop, and market differentiating management and technical capabilities for target markets and opportunities.

Geographic

Duties and responsibilities

– Manages and sustains a “Quality Pipeline” with a focus on small business set-aside and full and open contracts and vehicles. Identifies and pursues new opportunities in current and adjacent markets.

-Leads, performs, or supports opportunity identification, qualification, capture , proposal strategy development, price to win, and proposal review. As required performs proposal development activities.

– Coordinates the development of marketing brochures and other materials for targets, and coordinates marketing communications activities such as publication of brochures and other marketing communications.

– Contributes to continuous improvement of SLI’s business acquisition process.

– Builds and maintain strong personal relationships with key customers and industry BD personnel as the main customer-facing role in SLI’s BD organization.

– Responsible for coordinating the development of marketing brochures and other materials for targets, and coordinates marketing communications activities such as publication of brochures and other marketing communications.

– Support the Capture Manager in Price to Win by providing information about the competitors and the Customer’s buying habits.

– May manage a B&P budget allocated to a specific opportunity.

Specific geographic location requirements

United States

Education and qualifications

Citizenship requirements

– Current US Citizenship

Security clearance requirements

“clearable” through US DoD Security (Holding an active clearance would be a plus)

Required experience

The ideal candidates will have established business development relationships within the customer sets defined above and possess an understanding of the business service areas for which Sierra Lobo possesses core capability such as space systems test and evaluation and preferred in space system service business areas that Sierra Lobo specializes.

Top priorities for first six months

Pre-requisite: During the pre-hiring discussions, learn about the company’s capabilities and be able to draft an outline of the opportunities you will prioritize.

1)Become the manager and owner of the Sierra Lobo pipeline, refining the platform for successful short term and long term wins.
• Manage the Pipeline Process
• Jump-in as the SR BD and work existing opportunities
• Work in adjacent markets, developing new business

2)Develop a plan and execute on delivering short-term revenue
• What is in the pipeline that can be targeted?
• Example: Have SLI added to an existing contract with one or two seats
• Do you have access to a strategic alliance?

3) Based upon what you bring to SLI, define adjacent markets where you can expand SLI’s presence

4)Develop a plan and execute on being the outward face
• Could include:
Major recognition events (virtual)
Government/industry councils (virtual)
Monthly webinars (virtual)
Industry partnerships
• Take ownership of the external engagements planning for next fiscal year
• Identify and suggest participation schedule based on available budget

Compensation

On target earnings

The target compensation is a combination of a base salary plus a performance bonus with total on-target earnings range of $180K -$300K. Breakdown of Compensation is listed. The pay cycle is every two weeks.

Base salary

$180K to $250K

Bonus

$20K to $50K

Company culture/values/principals

Integrity
Service
Excellence
Dignity
Growth
Improvement

Benefits summary

Medical
There are multiple options, based on location, available for employees to allow for the greatest flexibility in meeting the individual needs of our diverse workforce. Preventative care and wellness programs are incorporated into all plans. Sierra Lobo pays the majority of the premium for this benefit, and employees may cover spouses and other eligible dependents. Employees become eligible to participate on the first day of the month following or coinciding with their hire date.

Dental and Vision Plans
To encourage our employees to maintain good dental and vision health, we offer plans that emphasize preventative and routine checkups. Sierra Lobo pays a portion of the premium for these benefits and employees may cover spouses and other eligible dependents. Employees become eligible to participate in either of these benefits on the first day of the month following or coinciding with their hire date.

Retirement
When the time comes, Sierra Lobo wants our employees to be able to retire comfortably. To help achieve this goal; employees are able to participate in our company-sponsored 401(k) plan. Participants receive a contribution from the company, based on the employee’s contribution, and all participants are 100% vested in the company contributions from their first day of eligibility/participation. We offer a wide range of investment options and employees are eligible to participate on their 31st day of employment or any time after.

Paid Time Away from Work
Sierra Lobo recognizes the importance of employees spending time away from work, so we offer our employees paid vacation or Paid Time Off (PTO), depending on location, which is accrued per pay period beginning with the employee’s first paycheck. We also provide up to 10 paid holidays per year, military leave, jury duty, bereavement and other paid time away from work.

Disability
To help protect our employees in the event of a prolonged illness or severe accident, Sierra Lobo provides both short-term disability and long-term disability plans to employees. These plans provide employees with 60% of their base wages.

Life Insurance and Accident Insurance
To ensure your loved ones are protected against financial hardship, in the event of death or serious injury, Sierra Lobo provides life and accident insurance at no cost to the employee. Supplement life and accident insurance may be purchased by the employee to provide additional coverage for self, spouse, and/or dependent children.

Other Benefits
Sierra Lobo offers a generous tuition reimbursement and other training programs, a confidential Employee Assistance Program (EAP), flexible work schedule (depending on location), discount programs, AFLAC, and College Savings Plans.

Executive leadership

George Satornino

Mr. Satornino is the Chief Executive Officer of Sierra Lobo. Mr. Satornino, along with Mr. Lowe, our President, and another engineering colleague, formed and incorporated the company in 1993. Since Sierra Lobo’s inception, Mr. Satornino has driven the company’s success and led its growth from a nine-employee startup to a 700-person company of engineers, technicians, and business professionals with over $100M in contracts, and offices and operations centers around the country, including a state-of-the-art Technology Development and Engineering Center (TDEC) in Milan, Ohio. Mr. Satornino has more than 37 years of both technical and business management experience.

As Chief Executive Officer, he guides much of Sierra Lobo’s daily operations in the areas of corporate leadership and direction, strategic planning, business operations, as well as the oversight and direction of corporate finances and research and development. Under his leadership and dedication to innovation, technical excellence, and high-quality performance, Sierra Lobo has become a premier and nationally recognized provider of services to NASA, the Army, Air Force, and Navy. Subsequently, Sierra Lobo has received numerous awards and recognition for its technical achievements and support, its commitment to safety, and its delivery of quality services. Mr. Satornino received his BS in Mechanical Engineering, and Master in Business Administration from Southern Methodist University.

Dan Lowe (Hiring Manager)

Mr. Lowe is the Chief Operating Officer and one of the founders of Sierra Lobo. He has been part of the leadership team of SLI since the company’s inception in 1993. He has held a variety of positions, including Vice President of Business Development. Today, he is responsible for strategic planning, business development, and government services customer relations. He also sits on the Board of Managers for SLI’s joint ventures.

Mr. Lowe has 30-plus years of experience in a variety of industries, including naval nuclear power, the glass industry, and aerospace. He is adept at strategic planning, operations management, business development, systems engineering, mission assurance, and project management. Mr. Lowe is also skilled in the areas of testing and evaluation and research and development of space systems and hardware and hypersonic technologies. Mr. Lowe holds a BSME from The University of Toledo and is a Registered PE in the State of Ohio.

Company news page

https://www.sierralobo.com/media/news-and-announcements/