Regional Business Development Director

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

📋 Description

• Formulate and implement a business development strategy for aviation, aerospace, AOG, OEM, MRO, and intricate secure logistics markets.

• Identify and engage airlines, aircraft manufacturers, aerospace OEMs, MRO organizations, component manufacturers, aviation suppliers, and other entities with essential logistics needs.

• Create a robust pipeline of qualified opportunities to generate profitable new revenue.

• Seek out new customers and foster customer relationships.

• Cultivate relationships with senior stakeholders across Procurement, Supply Chain, Logistics, Maintenance, Engineering, Operations, and executive leadership.

• Comprehend customer supply chains, operational challenges, service requirements, and critical logistics necessities.

• Spot 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.

• Develop strategic plans for account penetration.

• Lead and coordinate RFIs, RFQs, RFPs, and formal sourcing procedures.

• Collaborate with Operations, Pricing, Solutions, Procurement, Aviation, Security, Legal, Finance, Implementation, and other internal teams.

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

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

• Track competitive developments and supply market insights.

• Maintain customer activity, opportunities, pipeline, and forecasts in Salesforce and other commercial platforms.

• Provide revenue forecasts and communicate progress on opportunities, risks, competitive dynamics, and leadership actions.

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

• Assist in the transition from contract award to operational execution.

• Meet or exceed objectives related to new-business revenue, pipeline, activity, and profitability.

⛳️ 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 closely related field.

• Proven history of personally originating and closing significant new business.

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

• Experience selling to airlines, OEMs, MROs, aerospace manufacturers, aviation suppliers, or similar organizations.

• Capability to independently develop a territory, prospect for customers, and build a 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.

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

• Ability to function in a global, matrixed organization and coordinate multiple stakeholders.

• Strong organizational abilities and capability to manage multiple complex opportunities.

• Experience utilizing Salesforce or another enterprise CRM platform.

• 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.

🏝️ Benefits

• Permanent employment.

• Equal opportunity workplace free of discrimination, harassment, and retaliation.