Sr. Business Development Director

Location

The desire is for the Senior Director, Business Development to reside in Wood Dale IL.  Accommodations could be made to facilitate virtual performance of duties.  Individuals must have reasonable access to a major airport and must be able to travel domestically and internationally as needed.

Description: 

The Sr. Business Development Director is responsible for conducting significant customer and stakeholder engagements to cultivate relationships to develop business in the government and defense sector for AAR.  This position develops deep customer relationships with key individuals in the U.S. Government agencies and associated contractors, gaining a clear understanding of requirements, concerns, and future growth areas and works towards shaping those requirements towards AAR solutions. Identifies specific new business development targets, develop win-strategies, and develop customer and competition intelligence assessments.   Works complimentary with the capture staff to achieve financial results.  This person coordinates closely with operations and functional leaders, and proposal management support to deliver compliant and compelling proposal with a high PWin rate.  

What you will be responsible for: 

• Build customer relationships.
  • Develop relationships: Nurture key customers by building an intentional engagement plan based on Business Group priorities.   A formal contact plan will be established based on pipelines and growth strategies.  The plan will outline contact points, contact tempo, messaging, briefings/charts, etc.
  • Assess client needs: through regular contacts understand pinch points and develop ways to solve for the customer.  Ensure the company can meet these needs.  
  • Follow up: part of the engagement plan to show commitment by following up on notes/tasks taken, ideas created.   
  • Prepare status reports: the development arm will generate status reports so P&L leaders can track progress
• Keep up with industry developments: Monitor market positioning of competitors
• Identify opportunities: finding targets for AAR products and services
• Conduct through research for opportunities, prepare status reports for senior leader review
• All other duties as assigned

What you will need to be successful in this role: 

• Direct experience working in or with US or FMS Government Agency Program Management Offices and Supply Chain organizations
• Displays understanding and competence in US or FMS Government procurement, contracting and budget processes 
• Bachelor degree from a four-year college or university; or degree in process with significant US Military aviation experience.
• Minimum of eight years of international and/or Federal business experience in the US Defense aviation industry, can be in conjunction with Military aviation experience
• Current and active minimum US SECRET Clearance is preferred
• Highly successful building relationships with upper-level decision makers, seizing control of critical issues, and delivering on customer commitments
• Excellent oral and written communication skills with the ability to synthesize requirements and present business cases for action/corporate response in a clear, concise, focused manner.
•  Demonstrated focus on customer satisfaction and development and maintenance of relationships both internally and externally. Demonstrated ability to negotiate, influence and manage risk
• Demonstrated ability to work in a team environment and/or lead teams to success
• Demonstrated record pursuing and capturing $20M+ jobs