Value Driven Solutions

Business Development Rep

• Load the Asset. Treat growth as keeping large, capital-intensive machine centers loaded. Manage to spindle hours and utilization as primary indicators of health — not raw volume or purchase-order count. Convert open capacity into qualified, profitable backlog.
• Run Long-Cycle Campaigns and Captures. Own multi-year program capture from first contact through award. These are campaigns, not transactions — sustained, relationship-driven pursuits measured in quarters and years.
• Get Designed In Early. Pursue programs where large structures are engineered in, and position the Company at the requirements and make-vs-buy stage — before the work is competed. Win on engineering credibility and timing, not just price.
• Bring Large-Envelope Technical Fluency. Speak credibly to customers and engineers about work envelope, single-setup capability on large parts, fixturing, large-part metrology, and material behavior. You are the bridge between the customer's hardest structural problems and our capability to hold them.
• Work the Hunting Grounds. Know the primes and tier-1s that consume large precision structures, and hold trusted, current access into the relevant programs and supply-chain organizations. Relationships are an asset you bring on day one and expand through the engagement.
• Take Market Through Displacement. Monitor competitor exits, capacity gaps, and at-risk programs. Run disciplined qualification campaigns to win second-source positions and capture work shaken loose by an incumbent's weakness or exit.
• Shape Deals for Margin and Cash. Structure terms to protect the Company on long-cycle work — progress and milestone billing, material pass-through, cancellation protection, and escalation. Apply working-capital and risk-based thinking to every engagement so that backlog strengthens the balance sheet rather than straining it.
• Build and Defend Backlog. Own a backlog-and-loading report tied to the capacity curve. Qualify hard. Pursue only what fits the envelope, the roadmap, and the cash profile — and have the discipline to walk away from work that doesn't.

Executive Business Development