Business Development Account Executive USAF

Belong. Connect. Grow. with KBR!

KBRs National Security Solutions team provides highend engineering and advanced technology solutions to our customers in the intelligence and national security communities. In this position your work will have a profound impact on the countrys most critical role protecting our national security.

Why Join Us

• Innovative Projects: KBRs work is at the forefront of engineering logistics operations science program management mission IT and cybersecurity solutions.

• Collaborative Environment: Be part of a dynamic team that thrives on collaboration and innovation fostering a supportive and intellectually stimulating workplace.

• Impactful Work: Your contributions will be pivotal in designing and optimizing defense systems that ensure national security and shape the future of space defense.

KBR seeks a highly motivated and experienced Account Executive to join our team. The ideal candidate will have a strong background in aerospace and defense with a proven track record of managing key accounts and driving business growth. This role requires exceptional communication skills strategic thinking and building and maintaining solid client relationships specifically within the U.S. Air Force (USAF) markets.

The AE will be knowledgeable of and maintain working relationships with the USAF Joint & Combatant Command senior leaders decisionmakers and other senior executives and leaders across the Department of Defense Intelligence Community and Federal Government. Specifically the AE will seek to strengthen KBR customer relationships and enhance business growth across the companys Air Space and Intelligence (NSS) portfolios related to USAF national security programs services and solutions. The candidate must demonstrate a working knowledge of the roles and responsibilities of each department or agency including organizational design acquisition and procurement governance and funding mechanisms. Additionally the candidate should possess significant career government and industry credentials including executivelevel leadership experience extensive operational experience and background a comprehensive understanding of current and evolving missions operational concepts policy doctrine acquisition procurement contracting and funding.

The position regularly updates and reports to the SAE VP of Growth SVP of NSS and Executive Leadership Team.

Key Responsibilities:

Account Management: Oversee and manage NSS critical accounts within the USAF ensuring client satisfaction retention and growth. Develop manage and implement account strategies to meet client needs and achieve business growth objectives.

• Develop and strengthen a trusted relationship with current and potential KBR customers while serving as the primary company executive representative.
• Ensure a coherent integrated KBR message to the customer while promoting corporate capabilities and solutions to meet customer needs.
• Build improve and manage significant key individual customer relationships.
• Promote and introduce corporate capabilities technologies services and solutions to the customer.
• Possess an indepth understanding of the customers missions and KBR services solutions and products.
• Possess an indepth understanding of the U.S. Air Force accounts competitive landscape including competitors and potential partners.
• Develop track and execute a strategiclevel Customer Engagement Plan including regular periodic meetings with strategically relevant influencers decisionmakers and leaders.
• Host senior customer visits to KBR and arrange visits to customer sites as appropriate.
• Function as senior Air Force executive representative responsible for customer engagement and government relations related to customer matters issues and concerns including approved conventions and symposia.

Business Development: Identify qualify (MileStone0 and pursue new business opportunities within accounts and potential new clients in the USAF market (Horizon 2: 12 18 Months out). Align engagement strategies with developing new business opportunities throughout the growth lifecycle (Beginning Middle and End Game). Lead positioning and thought leadership opportunities in coordination with MARCOM through strategic customer outreach (Trade shows Symposiums Panel Moderation Social Media Presence and other Government and Industry outreach). Create and assist in creating white papers thought leadership pieces proposals and other artifacts that position KBR as a leader in the areas aligned with growth objectives.

• Define KBR to the customer by communicating the full breadth and depth of KBRs services and solutions that can support their missions.
• Define the customer to KBR Business Area and Growth stakeholders to ensure a comprehensive understanding of customer needs and trends.
• Track pertinent USAF account information horizontally across all KBR Groups and communicate it to leaders to aid in business development capture and program .
• Provide senior customers an avenue to communicate satisfaction or dissatisfaction with the KBR program and contract performance.
• Communicate internally across KBR by hosting monthly USAF/USSF Account Calls to facilitate planning and coordinating engagement and events tracking USAF account financial performance disseminating customer information and monitoring emerging opportunities and strategies.
• Tracking USAF account financial performance disseminating customer information and monitoring emerging opportunities issues and results.
• Build a sense of community among KBR Department of the Air Force stakeholders.
• To promote KBR brand awareness and technology leadership exercise active thought leadership through speaking writing and personal communications.

Strategic Planning: Collaborate with internal teams to develop NSS Strategy and execute strategic account plans. Develop and refine USAF and USSF account strategies aligned with KBR and NSS growth objectives. Analyze market trends competitor activities and client needs within the USAF and USSF to identify growth opportunities. Develop and execute engagement strategies across the USAF and USSF focused on NSS strategic priorities. Work with MARCOM and crossfunctional teams on KBR brand recognition initiatives and positioning KBR as a thought leader and market driver within the USAF. Provide feedback and insights to drive KBR investments that are aligned with accounts.

• Inform the annual strategic planning process by providing insights into USAF trends requirements challenges and opportunities.
• Help develop new ideas and solutions to capture new business. Contribute to strategic planning by providing insights into changes in joint defense intelligence and federal government missions acquisition procurement contracting approaches and funding profiles.
• Identify requirements and create novel solutions for key USAF partners and affiliated government agencies.
• Demonstrate critical thinking assessment and analysis of published USAF articles plans speeches and doctrine.

Client Relationship Management: Build and maintain strong longterm relationships with clients in the USAF focused on critical customers aligned with NSS strategic priorities. Serve as the primary point of contact addressing client inquiries resolving issues and providing exceptional customer service. Manage customer relationships and engagement strategies aligned with strategic objectives. Ensure engagement strategies provide continuous and consistent engagement and touch points across crucial account stakeholders.

Compliance and Risk Management: Ensure all account activities comply with company policies industry regulations and contractual obligations. Identify and mitigate potential risks to the business.

Metrics That Define Success:

NSSdirected Goals:

• NSSs USAF Pipeline is populated at 3X per annum.
• 100 recompete win rate for USAF bids.
• 5 organic growth per annum in NSSs USAF contracts.

Qualifications:

• An active TS/SCI security clearance is required.
• Bachelors degree in Business Marketing Engineering or a related field. MBA preferred.

• Minimum of 10 years of experience in account management sales and business development aligned with the USAF accounts.
• Proven track record of managing key accounts and achieving growth objectives.
• Strong understanding of the USAF market including industry trends and competitive landscape.
• Excellent communication negotiation and presentation skills.
• Ability to think strategically and develop innovative solutions to complex problems.
• Strong analytical skills and proficiency in growth forecasting and reporting.
• Ability to work independently and as part of a team in a fastpaced dynamic environment.

Work Environment:

• Location:Hybrid (Remote and Onsite in the NCR)
• Travel Requirements: up to 20
• Working Hours:Standard

Basic Compensation:

The offered rate will be based on the selected candidates knowledge skills abilities and/or experience and in consideration of internal parity.

Additional Compensation:

KBR may offer bonuses commissions or other forms of compensation to certain job titles or levels per internal policy or contractual designation. Additional compensation may be in the form of sign on bonus relocation benefits short term incentives long term incentives or discretionary payments for exceptional performance.