Regional Business Development Manager

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

📋 Description

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

• Identify, approach, and cultivate relationships with airlines, aircraft manufacturers, aerospace OEMs, MROs, component producers, aviation suppliers, and other critical logistics clients.

• Establish a robust pipeline of lucrative new business prospects through proactive outreach and engagement.

• Foster customer relationships across Procurement, Supply Chain, Logistics, Maintenance, Engineering, Operations, and executive leadership teams.

• Comprehend customer supply chains, operational hurdles, service demands, and essential logistics requirements.

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

• Manage the entire commercial lifecycle from prospecting and qualification to solution development, pricing, proposal submission, negotiations, contract award, implementation, and revenue generation.

• Create strategic account penetration plans across various customer locations, divisions, geographies, and service offerings.

• Oversee and coordinate RFIs, RFQs, RFPs, and formal sourcing activities.

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

• Utilize Marken and UPS capabilities to develop integrated customer solutions.

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

• Stay informed about competitive advancements and provide market insights.

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

• Deliver revenue forecasts and update on opportunity progression, risks, competitive dynamics, and leadership initiatives.

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

• Ensure a smooth transition from contract award to operational implementation.

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

⛳️ Requirements

• Must reside in the Midwest or Eastern region of the United States.

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

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

• Proven history of originating and closing substantial new business deals.

• In-depth knowledge of aviation and aerospace supply chains along with time-sensitive logistics.

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

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

• Familiarity with 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.

• Capability to operate within a global, matrixed organization and coordinate with internal stakeholders.

• Strong organizational skills with the ability to manage multiple complex opportunities.

• Proficient in using Salesforce or another enterprise CRM platform.

• Willingness and ability to travel extensively.

• Must be a U.S. Citizen or National, a lawful permanent resident, or an alien authorized to work in the U.S. for this employer.

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

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

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

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

• Preferred: familiarity 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: knowledge of aviation maintenance and aftermarket supply chains.

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

🏝️ Benefits

• Permanent employment.

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