Senior Director, Business Development

Sr. Director, Business Development – US Air Force

Dayton, Ohio, United States; Tampa, Florida, United States

Work Arrangement

Hybrid role with preference for Dayton, OH or Tampa, FL–based candidates.

Job Overview

The Senior Director of Business Development is responsible for leading and driving the strategic growth of a company. They identify new business opportunities, cultivate relationships with potential clients and partners, and negotiate deals and contracts. They develop and implement sales and marketing strategies to expand the company's market reach and increase revenue.

Essential Functions

• Builds and maintains a 5-year pipeline of new opportunities that are in the $10M-$300M size range with a focus on prime pursuits to include multiple award IDIQ and stand-alone contracts
•  A key leader in organic growth activities who will also contribute to acquisitive growth through target identification and competitive insights
• Represents solutions to clients, industry forums, and other companies; maintain a visible presence within industry
• Continuously works to gain understanding and monitor the market and its dynamics
• Continuously works to gain understanding of clients; engages with and monitors requirements, concerns, gaps, budgets, organizational changes, and other matters that drive client acquisitions
• Identifies and qualifies new opportunities through a gate review process
• Uses integrative, innovative, and insightful thinking processes to develop comprehensive winning bid strategies
• Positions the organization to greatest advantage against competitors
• Identifies and qualifies viable and advantageous teaming partners
• Develops market analysis, competitor assessments, and capability presentations
• Maintains a high level of knowledge and proficiency in company's functional and technical capabilities to maximize competitive offerings
• Engages with clients through strong interpersonal communications skills and ability to create and independently carry through on a strategic business plan
• Participates in color reviews to include Black hat sessions, Pink and Red teams, and White team/lessons learned
• Business plan lead; drafts, implements, maintains, and updates market- or client-specific business plans
• Performs other duties as assigned or required
• Regular and reliable attendance on a full time basis [or in accordance with posted schedule].
• Responsible for exhibiting professional behavior with both internal and external business associates that reflects positively on the company and is consistent with the company's policies and practices.
• Embodies AEVEX’s cultural values and aligns daily actions with department goals and company culture.

Qualifications and Competencies

• Knowledge and experience in one or more of the following areas required:
  • Manned and unmanned aviation and aerospace; sensor/system integration; advanced technology insertion; special mission aviation; loitering munitions, launched effects, Group 1-3 unmanned systems
• Demonstrated winning record leading new business pursuits in the $10M-100M range of actual (not MAIDIQ) contract value to the company is required in the recent 3-5 years
• Current presence and network within professional circles and associations a plus
• Trained in Shipley BD/Capture Management or professional equivalent
• Demonstrated experience in managing diverse teams who are solving challenges required
• Highly competitive and driven to win
• Financially literate with understanding of cost structures and returns on investment
• Excellent ability to develop, retain, and maximize focus on client needs
• Experience with or the ability to acquire and rapidly apply knowledge of company's operations and core competencies in order to develop integrated solutions
• Incisive thinker; creative problem-solver; resource integration abilities
• Excellent communication skills that allow for development, presentation, and promotion of integrated solutions to decisionmakers in both the public and private sectors
• Excellent ability to establish and maintain successful working relationships with clients, corporate leaders; project managers, staff, and other business enterprises and partners
• Strong knowledge of trends in government and industry which affect corporate business areas
• Directs and provides expert knowledge in the strategic function of the department.
• Develops short and long-term people and organizational strategy in alignment with AEVEX goals and direction.
• Leads with impact & influence. Establishes credibility, effectively persuades and develops others, and achieves important objectives collaboratively.
• Identifies, recruits, and retains top-notch talent.
• Champions AEVEX’s culture and empowers employees to take responsibility for their jobs and goals.
• Sets performance standards and encourages employee engagement and results through delegation, continuous feedback, goal setting, and performance management.
• Maintains transparent communication. Appropriately communicates organization information through department meetings, one-on-one meetings, and appropriate email, and regular interpersonal communication.

Education / Certifications

• Bachelor's Degree or 15+ years of experience is required
• Master's Degree Preferred

Experience

• 15+ years of progressively increasing functional experience in the Federal government or in Defense industry equivalent required
• Established relationships and past performance with US Air Force UAS including SOF/ISR PEO, AFSOC and/or Headquarters Air Force
• Established relationships and past performance with AFLCMC/WI
• Understand the US Air Force Acquisition Process and OTAs

Physical Requirements
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties the employee is:

Physical Requirements
Frequently required to sit, and to reach to use computers and other office equipment

Note:
Ability to travel via car and commercial air.
Ability to stand/walk for long periods of time at tradeshows.

For the purpose of this summary, occasionally is used to represent up to 1/3 of the time given to the work day, frequently represents 1/3 to 2/3 of the time and constantly represents 2/3 or more of the time.

Security Clearance

• Ability to obtain/maintain a Top Secret DoD clearance, U.S. Citizenship required.