DRS Technologies provides leading edge products and services to government and commercial
customers worldwide. Focused on defense electronics, we develop and manufacture a broad range
of mission critical systems and components in the areas of communications, combat systems,
battlefield digitization, electro-optics, power systems, data storage, digital imaging, flight
safety and space. For additional information on DRS, please visit our website at www.drs.com
We have an immediate need for a Vice President of Industrial Marketing for DRS Power Systems
to support the efforts of three entities: DRS Power Technology, Inc., located in Fitchburg,
Massachusetts; DRS Electric Power Technologies, Inc., located in Hudson, Massachusetts; and
DRS Power and Control Technologies, Inc. in Milwaukee, Wisconsin and Danbury, Connecticut.
This position will be located in Fitchburg, MA. The position will directly report to the
President, DRS Power Systems.
DRS Power Systems brings together three entities that provide high performance and fully
integrated power, propulsion and control solutions.
DRS Power Technology (PTI) provides engineering and manufacturing services for Naval and
commercial machinery systems. This includes steam turbines, gas turbines, ship propulsion
electric motors, fuel cells and design, packaging and manufacture of aero-derivative turbine
DRS Electric Power Technologies (EPT) is a world leader in the development of high performance
electric machinery for demanding military and industrial applications. EPT pioneered the use of
high performance permanent magnets and high performance power switching electronics in large
DRS Power and Control Technologies (PCT) provides integrated plant control systems, power
conversion electronics, electrical switchgear, advanced control and information networks, and
The Vice President of Industrial Marketing, in conjunction with the Head of the Industrial
Line of Business (ILOB) and senior management, establishes the overall strategic direction for
the Industrial Business. The ideal candidate will design and implement business development
plans and policies to achieve financial goals. Specifically, the Vice President of Industrial
In conjunction with the Vice President/General Manager of each location (EPT, PTI and PCT)
and the Head of the Industrial Line of Business, develop the short-term and long-term [5-year]
Design and implement a comprehensive business development process, bringing organization and
direction to the function and, as a result, increasing the utilization of resources, fostering
teamwork and improving efficiency.
Oversee bookings and forecasts. Monitor existing programs and ensure that the business
development efforts support and enhance the business strategy to win new and follow-on
programs and generate future revenue.
Evaluate and prioritize new programs, their pursuit and their proposals, providing the
highest possible opportunity for success.
Develop a methodology to identify and effectively track new business opportunities and
direct all proposal and response activity. This includes the identification, qualification,
pursuit and capture phases, developing successful strategies.
Identify appropriate partners, teaming arrangements or alliances that lead to future
Effectively communicate the core competencies, technologies and applications to customers
and prospective customers, providing solutions to difficult problems.
Assist with the transfer of technology from IR&D to production programs and effectively
introduce technology, applications and solutions to customers.
Position Power Systems as a fully integrated, high technology power systems supplier. This
will require: developing a clear and concise marketing message; developing and introducing
focused advertising campaigns to the targeted market; representing both companies at trade
shows; and representing the companies to the media when required.
Develop and maintain relationships, both internally and externally.
Effectively communicate with all levels of decision makers.
Qualifications and Characteristics
The Vice President of Industrial Marketing must have a strong background in industrial power
systems design, application and development.
Specifically, the candidate will possess the following:
A minimum of fifteen (15) years' experience, including at least five (5) years of successful
sales & marketing management and/or a lead business development role within industrial power
Ability to design, implement and subsequently manage a sales and marketing strategy and
manage customer relationships.
Business savvy and the ability to value analyze investments versus results and use this
information to establish priorities.
Ability to present clear and compelling product/value proposition the customers.
Demonstrated ability to manage all phases of complex proposals, leading to the capture of
new sales and long-term repeat business.
Broad based technical knowledge and a quick study. An individual who can easily become
conversant and credible in new electrical power technologies.
Strategic insight to know and understand which programs will succeed and why and how DRS can
best participate and add value.
A comprehensive understanding of the importance of prioritization of projects and
opportunities to maximize business potential and deliver on stated forecasts and objectives.
A proven track record demonstrating the ability to effectively communicate with customers on
complex, technical issues and, as a result, develop strong, lasting relationships which
ultimately lead to the development of more business.
Persistence, patience, flexibility. Ability to work diligently with the customer.
Ability to communicate new ideas in a manner that produces buy-in at the top of the
organization, both internally and externally.
Communication skills necessary to instill confidence, enthusiasm and influence others
throughout the organization. A leader and motivator.
Ability to recognize critical problems and the resulting areas of opportunity that, when
analyzed and acted upon, will translate into definite bottom-line improvement. Sound
A leader and a change agent with a vision beyond tomorrow. A willingness to step forward and
assume responsibility, and try new approaches to solve customer requirements.
Ability to focus attention on current details, yet keep an eye on long-term successes.
An individual with a strong conviction who will not accept the status quo or accept no for
an answer. An individual who challenges conventions, critiques processes, and looks for
alternatives. An inquiring mind.
Open-minded with a willingness to accept input from others and evaluate opposing
alternatives in the course of managing and achieving objectives.
Candidate must have the ability to travel extensively domestically and, to a far lesser
Bachelor's Degree, preferably in electronic or electrical engineering. An additional advanced
degree in a related discipline would be regarded positively.
Commensurate with the responsibilities described above, our client will provide an attractive
base salary and a bonus. He/she will also be eligible to participate in our very attractive
benefits program including, medical, dental, life, STD, LTD, 401(k), FSA and several other
Closing Date: 06/06/05 Applicants should forward resumes to HR@drs-pt.com or mail to DRS-PTI,
166 Boulder Drive, Fitchburg, MA 01420. DRS Technologies, Inc. and its subsidiaries are Equal
Opportunity Employers. Minorities, women, disabled and veterans are encouraged to apply.