OSI Systems, Inc

  • Director, NA Sales/Business Development

    Location US-VA-Arlington
    Posted Date 2 months ago(4/13/2018 6:51 PM)
    Rapiscan Systems, Inc
    Requisition #
  • Overview

    Rapiscan Systems is an industry leader in detection technology, providing cargo and vehicle inspection systems and services for ports, borders, military, high-threat facilities, and checkpoints to help customers combat terrorism, drug smuggling, illegal immigration, and trade fraud.  We offer a broad array of scanning system configurations that leverage low-, medium-, and high-energy X-ray technology—or multiple X-ray technologies—to address each customer’s unique security application requirements. Our commitment to excellence in imaging performance, innovative design, and uncompromising quality ensures our solutions consistently deliver best-in-class imaging, high reliability, and operator satisfaction, to help customers find threats and contraband with ease and confidence.


    The role of Director, North America Sales/Business Development is responsible for the financial growth of the Service revenue in the U.S. This role will participate in the development of long-term strategic goals which include identifying business opportunities, developing Rapiscan’s Aviation Strategy with our Airline and Air Cargo partners, negotiating and closing business deals, be a subject matter expert in our detection products in the Aviation and Air Cargo Space, and participating in the Bids & Proposal process. The focus is on cultivating prospective/new customers throughout the Aviation and Critical Infrastructure space and converting them into clients which requires calling on clients, conducting presentations on security service solutions that meet/exceed clients’ current and future needs.


    A primary objective of the Director, North America Sales/Business Development responsibility is to ensure we are supporting our future and existing clients throughout the Aviation and Air Cargo space and ensuring we are able to capture additional revenue opportunities. This position requires an energetic, detail oriented, self-starter who is willing to learn and assist in the growth of the Service business. The Director, North America Sales/Business Development will work with other team members to grow Service revenues by assisting in the follow up and renewal of Rapiscan Detection Service contracts, supporting the sales of spare parts, supporting product sales and growing the overall business. The Director, North America Sales/Business Development will assist in Service & Sales proposal efforts, the maintenance of service contracts and updating Service marketing communications.



    • Build on and grow Rapiscan’s existing Aviation/Air Cargo Strategies
    • Focus on improving on our relationships withing the Aviation and Air Cargo Space and ensure they are comfortable and confident in our Detection equipment and our capabilities
    • Assist and support the Product Sales Bid Team with services pricing, spares pricing and services deliverables in response to RFI’s & RFP’s
    • Create and assist in the generation of service quotes and proposals in reponse to bids
    • Support and track renewals and opportunities using our ERP, CRM systems and Microsoft Excel
    • Support the Sales of Spare Parts quotes utilizing Navision or Word based templates tools
    • Assist in the implementation of programs to grow Service revenue in the region
    • Analyze opportunities and vetting the install base looking for Winback opportunties
    • Partners with Marketing & Voice-of-the-Customer (VOC) to identify trendsetter ideas by researching industry and related events, publications, and announcements; tracking competitors and their growth strategies.
    • Locates or proposes potential business deals by contacting potential customers/distributors/partners; discovering and exploring opportunities.
    • Cold calling as appropriate within the Asia Pacific region to ensure a robust pipeline of opportunities.
    • Meet potential customers/distributors/partners by growing, maintaining, and leveraging the regional network.
    • Screens potential business deals by: analyzing market strategies deal requirements, growth potential and financials; evaluating options; managing internal priorities; and recommending Service strategies.
    • Service Distributor Agreement Models – Facilitates new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
    • Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal & professional networks
    • Enhances organization reputation by collaborating with the Sales team to achieve targeted growth in the region.
    • Plans approaches and pitches.
    • Works with Service Management team to develop proposals that addresses customers’/distributors’/partners’ needs, concerns, and objectives.
    • Participates in pricing Service solutions
    • Develops the Distributor Management Plan which includes establishing KPIs and Service revenue target for region


    Other Work Requirements:


    • Presents new products and services and enhances existing relationships.
    • Works with technical staff and other internal colleagues to meet customers’/distributors’/partners ‘ needs.
    • Works with management to improve business related processes.
    • Prepares detailed plans to improve execution of Service, revenue and margin from business tools and lessons learned.
    • Submits progress reports and ensures data is accurate.
    • Ensures that data is accurately entered and managed within the Company’s CRM or other system as designated by Company.
    • Forecasts and tracks Service growth targets for the region.
    • Works with Marketing to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
    • Presents business development training and mentoring to colleagues and counterparts across the global organization.
    • Understands Company’s goal and purpose to continually optimize Service delivery.
    • Follows corporate policies and technical procedures.
    • Upholds Company's core values of Integrity, Innovation, Accountability, and Teamwork
    • Demonstrates behavior consistent with 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 in order for corrective action to be implemented and to avoid recurrence of the problem.
    • Duties may be modified or assigned at any time to meet the needs of the business.





    • Bachelor’s Degree highly desired.
    • 5+ years of related experience in Aviation/Air Cargo Industry or relevant experience with Aviation
    • Detection/Checkpoint Products.
    • Good communication skills.
    • Comfortable with meeting and briefing large numbers of customers.

    Travel Requirements:


    • Possess the willingness and flexibility to travel domestically and internationally up to 50%.
    • Work independently to plan and arrange travel accommodations within Company guidelines.
    • Possess the flexibility and capability to deal with sudden changes (i.e. customer schedules, flight delays, on site weather delays etc.).
    • Focus on costs savings by planning and arranging travel accommodations as soon as practical.
    • Travel is to be booked via Company approved travel agencies
    • Maintain and organize expense receipts and work independently to manage administrative tasks, including the timely submission of expenses and other administrative reporting as required.
    • The ability to obtain site passes, clearances and Visas as required to carry out job responsibilities.
    • Maintain valid passport and credit card as required to support business travel.
    • Understand and comply with Company travel policy, including security travel



    Equal Opportunity Employer


    EEO is the Law


    Poster Link: http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf


    OSI Systems, Inc. has three operating divisions: (a) Security, providing security and inspection systems, turnkey security screening solutions and related services; (b) Healthcare, providing patient monitoring, diagnostic cardiology and anesthesia systems; and (c) Optoelectronics and Manufacturing, providing specialized electronic components and electronic manufacturing services for the Security and Healthcare divisions, as well as to external original equipment manufacturer clients for application in the defense, aerospace, medical and industrial markets, among others.


    Sorry the Share function is not working properly at this moment. Please refresh the page and try again later.
    Share on your newsfeed

    Connect With Us!

    Not ready to apply? Connect with us for general consideration.