Regional Business Development Director
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Job Description
Business development director growing Marken and UPS aviation logistics solutions across US markets. Hunting, closing, and implementing profitable opportunities with airlines, OEMs, MROs, and aerospace customers.
Responsibilities:
- Develop and execute business development strategy for aviation, aerospace, AOG, OEM, MRO, and complex secure logistics markets
- Identify and target airlines, aircraft manufacturers, aerospace OEMs, MRO organizations, component manufacturers, aviation suppliers, and other organizations with mission-critical logistics requirements
- Build a sustainable pipeline of qualified opportunities delivering profitable new revenue
- Prospect for new customers and establish customer relationships
- Build relationships with senior stakeholders across Procurement, Supply Chain, Logistics, Maintenance, Engineering, Operations, and executive leadership
- Understand customer supply chains, operational challenges, service requirements, and critical logistics needs
- Identify opportunities involving AOG, Next Flight Out, expedited freight, critical spare parts, hand-carry/on-board courier, high-value cargo, secure logistics, and specialized transportation
- Lead the commercial lifecycle from prospecting and qualification through solution development, pricing, proposal, negotiation, contract award, implementation, and revenue generation
- Develop strategic account penetration plans
- Lead and coordinate RFIs, RFQs, RFPs, and formal sourcing processes
- Partner with Operations, Pricing, Solutions, Procurement, Aviation, Security, Legal, Finance, Implementation, and other internal stakeholders
- Utilize the UPS network and capabilities to develop integrated customer solutions
- Negotiate commercial agreements while managing revenue, profitability, service performance, and operational feasibility
- Monitor competitive developments and provide market intelligence
- Maintain customer activity, opportunities, pipeline, and forecasts in Salesforce and other commercial systems
- Provide revenue forecasts and communicate opportunity progress, risks, competitive dynamics, and leadership actions
- Represent Marken and UPS at customer meetings, conferences, trade shows, and industry events
- Support transition from contract award to operational execution
- Achieve or exceed new-business revenue, pipeline, activity, and profitability objectives
Requirements:
- Bachelor's degree and/or equivalent relevant professional experience
- Significant business development or sales experience in aviation, aerospace, AOG, time-critical logistics, freight forwarding, expedited transportation, complex secure logistics, or a closely related industry
- Demonstrated track record of personally originating and closing significant new business
- Strong understanding of aviation and aerospace supply chains and time-critical logistics consequences
- Experience selling to airlines, OEMs, MROs, aerospace manufacturers, aviation suppliers, or similar organizations
- Ability to independently develop a territory, prospect for customers, and create pipeline
- Experience navigating complex, multi-stakeholder sales processes
- Ability to establish credibility with senior and executive-level customer stakeholders
- Understanding of pricing, profitability, contract terms, revenue forecasting, and solution economics
- Strong negotiation, presentation, communication, and relationship-development skills
- Ability to operate in a global, matrixed organization and coordinate multiple stakeholders
- Strong organizational skills and ability to manage multiple complex opportunities
- Experience using Salesforce or another enterprise CRM platform
- Ability and willingness to travel extensively
- Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S.
Benefits:
- Permanent employment
- Equal opportunity workplace free of discrimination, harassment, and retaliation
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