Director, Business Development – Aircraft Maintenance & Modernization (Federal & Defense)

United States Req #516
Wednesday, March 31, 2021

SUMMARY: The Director of New Business Development will be responsible for leading the capture of large opportunities supporting DoD and Federal market space. This position is focused on attaining the desired financial growth of the Aircraft Maintenance and Modernization Division plus pursuit of major base operation support, facility support services, and Maintenance, Repair and Overhaul (MRO) service opportunities. The Director will lead the implementation of strategic direction and tactical positions for maintenance in coordination with the General Manager and other business leaders.


  • Develop market research, pricing of new products and services, contract development, inventory support, operational planning and development and initial implementation
  • Understand Federal and Defense Services (FDS) current opportunity pipeline and the current programs we manage as an organization
  • Grow and qualify the opportunity pipeline, to include existing as well as adjacent markets/customers, through diligent and timely identification/qualification of new business opportunities by leveraging current core competencies, customer intimacies, and inter and intra-company collaboration
  • Develop and maintain a sustainable, multi-year new business pipeline that assists with meeting FDS and VSE corporate growth goals and strategies
  • Lead and participate in the identification, qualification, and pursuit of strategic business opportunities
  • Thorough understanding and key relationships within the DoD (USAF, US Navy, US Army, US Marines and USCG), Federal Agencies, FMS, and OEMs
  • Play a key role in the development and execution of the long-term strategic plan for Aircraft Maintenance and Modernization Services (AMMS) and ultimately Federal and Defense Services (FDS)
  • Conduct customer visits and perform research to understand current and emerging customer needs and requirements
  • Engage directly with prospects and clients, seeking new and expanded business relationships
  • Establish, build, and maintain customer relationships and assess competitor capabilities aligned to specific customers across a diverse business portfolio
  • Develop internal cross-organizational relationships and drive new growth through collaboration with the other Divisions
  • Obtain market intelligence and competitive data pertaining to potential targeted pursuits, and develop marketing strategies that maximize the value of that intelligence
  • Conduct competitive intelligence activities, gap analysis, and provide support to special programs and evaluations as necessary and directed
  • Participate as a thought leader in bid decisions and the development of cost strategies
  • Provide sound business judgment, innovation in approaching business challenges and the ability to translate a strategic plan into operating results
  • Utilizes industry best practices to increase the probability of win through development of strategies and themes to support competitive proposal submissions that meet and/or exceed customer’s expectations
  • Encourages positive working relationships among all team members
  • Coordinate efforts with the General Manager of AMMS
  • Interface effectively with members of management, other departments and co-workers
  • Maintain effective communication with business leaders
  • Use tools to stay organized and engaged with the day-to- business operation
  • Ability to identify key growth areas and develop new business aligned with the FDS and overall company’s growth strategy
  • Perform other duties and special projects as assigned


  • Bachelor’s degree in Business, Engineering, Marketing, Aviation Management or related field or equivalent experience required for a Director level position
  • Ten (10) years of relevant, industry experience with demonstrated growth experience or related business experience in DoD with focus in defense, government services and/or other professional services executing all aspects of business development, program capture, planning and execution
  • Five (5) years of demonstrated experience in aircraft maintenance business including third (3rd) party maintenance and/or military contract management, depot maintenance, modifications, modernization, CLS and sustainment
  • Proven capability to act as a Capture Manager for pursuits ranging from $20M to $100M+ programs
  • Demonstrated experience in aircraft platforms: Transport (C-130, C-40, P-8, etc.), and Fixed and Rotary Wing (commercial and military)
  • Demonstrated project management experience including work within a multi-disciplinary team
  • Knowledge of Government procurement, contracting, and current acquisition trends and customer buying behaviors
  • Confidence and experience dealing with senior executives; ability to work effectively in fast-paced, time sensitive, and often multi-tasking environment
  • Experience qualifying strategic programs consistent with strategic direction/plan, discriminators, competitive differentiation/unique feature and business value
  • DoD customer experience ranging from Military (USAF, US NAVY, US ARMY, US Marines and USCG), Federal Agencies, FMS and OEMs
  • Established relationships with domestic customers, associated primes, and appropriate government organizations
  • Demonstrated success in leading and growing DoD services business and industry knowledge of building a pipeline with a goal of $3B+
  • Can provide at least one example of leading opportunity captures >$50 million including: developing overall win strategy, shaping deals with customers, developing team strategies, understanding pricing and assisting in developing winning price
  • Thorough knowledge of entirety of BD lifecycle and the Shipley method
  • Ability to use PC and widely used software packages, e.g., spreadsheets (Excel), word processing (MS Word), etc. at an intermediate level
  • Excellent communication skills with strong writing and presentation skills
  • Must be able to travel domestically and internationally by driving and/or flying at least fifty (50) percent of time
  • Must read, write, speak and understand English
  • Must have a valid driver’s license and meet company requirements for insurance coverage for driving a company vehicle


  • Demonstrated experience in heavy maintenance MRO environment
  • Current OEM, LB, SB and Native-American Business relationships
  • Knowledge of competitors and ability to model competitor behaviors in the market
  • Proven experience working with geographically diverse teams; strong coaching and mentoring skills.
  • Masters of Business Administration (MBA)

Physical Requirements:

  • Must be able to lift twenty-five (25) pounds unassisted
  • Must be able to bend, stoop, kneel, and stand for prolonged periods of time, climb steps, ladders and stairs
  • Visual acuity must be a minimum of 20/40 corrected
  • Must be able to work assigned schedule with minimal absences
VSE is an Equal Opportunity/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, gender, age, national origin, disability, Protected Veteran status, sexual orientation, or any other characteristic protected by federal, state or local law.

Other details

  • Job Family Business Development
  • Pay Type Salary
  • United States