Regional Business Development Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Formulate and implement a detailed business development strategy targeting the aviation, aerospace, AOG, OEM, MRO, and complex secure logistics sectors.

• Identify and engage with airlines, aircraft manufacturers, aerospace OEMs, MRO organizations, component manufacturers, aviation suppliers, and other entities with intricate or mission-critical logistics needs.

• Cultivate a sustainable pipeline of qualified opportunities that can generate substantial new revenue.

• Seek out and establish new customer relationships.

• Develop connections with senior customer stakeholders across Procurement, Supply Chain, Logistics, Maintenance, Engineering, Operations, and executive leadership.

• Gain a thorough understanding of customer supply chains, operational hurdles, service requirements, and critical logistics demands.

• Identify opportunities related to AOG, Next Flight Out, expedited freight, critical spare parts, hand-carry/on-board courier, high-value cargo, secure logistics, and specialized transportation.

• Oversee the commercial lifecycle from prospecting and qualification through solution development, pricing, proposal, negotiation, contract award, implementation, and revenue generation.

• Create strategic account penetration plans.

• Lead and manage RFIs, RFQs, RFPs, and formal sourcing processes.

• Collaborate with Operations, Pricing, Solutions, Procurement, Aviation, Security, Legal, Finance, and other stakeholders.

• Leverage the UPS network and capabilities to develop integrated customer solutions.

• Negotiate commercial agreements while overseeing revenue, profitability, service performance, and operational feasibility.

• Provide market intelligence on customer trends, competitor activities, service gaps, emerging opportunities, and product needs.

• Maintain records of customer activities, opportunities, pipeline, and forecasts in Salesforce and other commercial systems.

• Deliver revenue forecasts and communicate updates on opportunity progress, risks, competitive dynamics, and leadership actions.

• Represent Marken and UPS at customer meetings, conferences, trade shows, and industry events.

• Collaborate with Implementation and Operations post-contract award to ensure a smooth transition to operational execution.

• Meet or exceed new-business revenue, pipeline, activity, and profitability targets.

⛳️ Requirements

• Bachelor's degree and/or equivalent relevant professional experience.

• Extensive business development or sales experience in aviation, aerospace, AOG, time-critical logistics, freight forwarding, expedited transportation, complex secure logistics, or a related field.

• Proven success in personally originating and closing substantial new business deals.

• Strong comprehension of aviation and aerospace supply chains, as well as the implications of time-critical logistics.

• Experience in selling solutions to airlines, OEMs, MROs, aerospace manufacturers, aviation suppliers, or similar entities.

• Ability to independently develop a territory, seek new customers, and build a pipeline.

• Experience navigating complex, multi-stakeholder sales processes.

• Capacity to establish credibility and build relationships with senior and executive-level customer stakeholders.

• Understanding of pricing, profitability, contract terms, revenue forecasting, and solution economics.

• Strong negotiation, presentation, communication, and relationship-building skills.

• Ability to function effectively within a global, matrixed organization and coordinate multiple internal stakeholders.

• Excellent organizational skills and the ability to manage multiple complex opportunities simultaneously.

• Experience utilizing Salesforce or another enterprise CRM platform for opportunity management, pipeline development, and forecasting.

• Willingness and ability 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.

• Preferred: established relationships within the airline, aviation, aerospace, OEM, or MRO sectors.

• Preferred: direct experience in selling AOG or time-critical logistics solutions.

• Preferred: familiarity with Next Flight Out, on-board courier/hand-carry, expedited freight, charter, critical spare parts, or specialized aviation logistics.

• Preferred: experience in selling high-value, secure, sensitive, or chain-of-custody transportation solutions.

• Preferred: experience with global freight forwarding, express transportation, aviation logistics, or specialized supply-chain services.

• Preferred: experience in developing large enterprise clients and managing strategic RFP/RFQ processes.

• Preferred: familiarity with aviation maintenance and aftermarket supply chains.

• Preferred: existing knowledge of major airlines, aerospace manufacturers, OEMs, MRO providers, and aviation supply-chain participants.

🏝️ Benefits

• Permanent employment.

• Extensive travel based on customer, territory, and business needs.

• Equal opportunity workplace that is free from discrimination, harassment, and retaliation.