Sr. Business Development Leader

SUMMARY: VSE Aviation is actively seeking a team-oriented Business Development and Strategy professional with substantial experience in the Commercial MRO sector.  The ideal candidate will play a lead role in contributing to the growth of Aviation MRO segment. This position will provide support and be responsive to the needs and efforts of the leadership team at VSE Aviation. 

DUTIES & RESPONSIBILITIES: 

Responsibilities include, but are not limited to: 

• Lead, develop, and execute the Logistics account growth strategy in coordination with Business Unit leadership 
• Create and execute a campaign plan in support of our vision and goals 
• Lead and the identification of new business opportunities that support the account plan, establish Business Area growth goals, identify and submit targets, throughout the opportunity life cycle 
• Manage the development, maintenance, and update the pipeline in new areas of opportunity for the Business Area  
• Maintain and grow  a pipeline of $2+B for the Logistics team 
• Coordinate projects and action plans to collect information about opportunities; in collaboration with technical staff, propose and test potential solutions; and qualify opportunities 
• Organize and execute presentations of areas of opportunities for bid decisions and pipeline reviews 
• Lead the early development of win strategies during Identification phase, prior to assignment of a Capture Manager 
• Meet with customers to analyze and comprehend the customer territory as it is relative to the customers portfolio of deals 
• Throughout opportunity life cycle, provides insight from the customer point of view 
• Maintain on-going interaction and collaboration with the Defense marketing team 
• Develop broad customer and partner relationships and regular travel to customer sites. 
• Develop engagement plans and stakeholder management activities  
• Regularly interface with customers to develop more informed knowledge of market activity  
• Coordinate with team members on Proposal/Bid strategies 
• Support all aspects of proposal planning, preparation, and submittal efforts 

• Identify and collaborate with strategic partners or industry groups to form teaming arrangements or partnerships in the pursuit of new business opportunities 
• Assist in the development and presentation of key pursuits for capture of business area  
• Prepare and effectively present customer briefings 
• Other duties as assigned. 

MINIMUM REQUIREMENTS:   

• Bachelor's degree  
• 7 years of relevant/technical work experience OR 
• An additional 3 years specific work experience in lieu of degree. 
• Proficiency with Microsoft Office Suite, including Word, Excel, Outlook and scheduling applications 

PREFERRED REQUIREMENTS 

• Master’s degree 
• 11+ years’ experience in working with large complex US Defense programs (requirement)  
• PMP, formal Business Development Training/Certification 
• Capture planning experience including opportunity generation/validation, bid/no bid assessments, competitive assessments, and color team reviews 
• Customer experience with existing contacts in relevant/comparable markets 
• Expert knowledge of defense procurement practices and the DoD acquisition cycle 
• Practical ‘hands on’ attitude with the ability to operate independently 
• Currently holds or can obtain SECRET US Defense clearance
• Detailed knowledge of Military Standards and regulations 

• Experience with engineering and supply chain management in a regulated industry 
• Must be able to communicate effectively in a variety of settings and be able to assimilate complex instructions easily. Ability to communicate with all levels of management and staff to establish productive relationships. Superior consultation, diplomacy, influencing and negotiating skills is required. Must possess the ability to explain complex concepts in a way that makes sense to someone with fewer knowledgeable about the topic. 
• Strategic Thinking and Decisive Judgment: Must demonstrate an enthusiasm to engage with and support colleagues to ensure all staff have the information and opportunity to perform to the best of their abilities. Capable of strategic analyzation to determining optimal decision  
• Must promote collaboration and facilitate teamwork across the organization and its external service providers. Must be tactful, diplomatic, and work with integrity, honesty, and respect for others. 
• Must display exceptional listening and analytical skills in order to understand customer concerns and needs with the ability to respond promptly and effectively to those needs. 
• Able to support and encourage performance by motivating individuals and teams to achieve high performance. Will clarify and define the goals and strategies of the organization and successfully communicate this to all. Excellent interpersonal and communication skills are required to work effectively with the US team, suppliers, customer, and corporate parent staff. 
• High level of self-motivation and standards with the ability to multi-task; balancing "analysis" with "doing". Must be adaptable and able to prioritize and work under pressure to meet deadlines. Work on own initiative. 

OTHER (INCLUDE LICENSES, CERTIFICATIONS, SECURITY CLEARANCE, TRAVEL REQUIREMENTS, ETC.):   

• The selected applicant will be subject to a background check and drug testing.