AV
Sr. Director, Business Development
Senior Director of Business Development (BD) responsible for identifying and presenting technology solutions to fill United States Air Force, Federal/Civil, and OSD operational gaps. The role leads business capture through engagement strategy and proposal development, executing quarterly and annual capture targets, ensuring customer satisfaction, and maintaining close ties to the customer program offices and units follow contract award.
Responsibilities
Leads and supervises the USAF, Fed/Civ, OSD BD Team ensuring timely completion of all training tasks, professional development, timecard management, and expense report management.
Builds trusted relationships across assigned customer organizations at all levels and facilitates the same for others within AV.
Identifies and wins new business opportunities while meeting the needs of assigned customers.
Represents AV to the customer organization and continuously works to strengthen the company’s reputation within the customer organization.
Utilizes new business processes and the AV Capture Customer Relationship Management (CRM) tool, Salesforce.
Creates capture plans with compelling win strategies for major sales opportunities.
Conducts market research to assess the size and potential value of an opportunity.
Conducts competitive assessments to understand strengths and weaknesses of AV solutions considering competition.
Supports monthly forecast reviews and annual strategic planning process.
Helps prioritize company investment recommendations.
Identifies funding sources, contract vehicles, influencers, and decision‑makers with prospective customer organizations and engages to shape requirements for AV solutions.
Communicates regularly with management and works closely with Product Line Management to provide customer requirements and competitive feedback.
Qualifies new leads and manages meetings to identify initial customer requirements.
Assists with marketing collateral development.
Works with Product Line Managers and the Engineering Department to identify technology needs and connect them with funding sources.
Builds partnerships with other companies to pursue opportunities and enhance AV product offerings.
Works on significant and unique issues where analyses of situations or data could require evaluations of intangibles among other available information.
Performs other duties as assigned.
Experience
Bachelor’s degree in Engineering, Physical Science, Business, or relevant discipline is required, or an equivalent combination of education, training, and experience.
14–20 years of relevant or equivalent experience (inclusive of military experience).
United States Air Force Experience desired.
Background related to aerial weapons employment including launched effects (ALE), loitering munitions, small and medium UAS, manned‑unmanned teaming, and ground control preferred.
Prior relevant experience engaging USAF senior leaders is desired.
Proven understanding of customer requirements/needs/issues and capability gaps is desired.
Understanding of FAR/DFARS and Middle‑Tier Acquisition is a plus.
Additional Requirements
Advanced degree is preferred.
Strong communication, negotiation, strategic planning, and interpersonal skills.
Demonstrated leadership skills.
Working knowledge of typical contracts used by assigned customer segment (US Government, Non‑DOD; US Government, DOD; or International).
Understanding of US Government acquisition and program planning processes.
Demonstrated business experience; ability to develop and maintain internal and external trusting, professional relationships.
Assessment of risk and opportunity in plans or actions and taking appropriate action to mitigate or capitalize on them.
Proficiency in MS Office (Word, PowerPoint, Excel, Outlook).
Ability to excel in a fast‑paced, deadline‑driven environment leading a broad variety of duties.
Takes ownership and responsibility for assigned tasks and bookings achievement.
Committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company.
Focuses on teamwork and puts the success of the team above own interests.
Ability to lead successful trade show events in close coordination with the marketing group.
Displays strong initiative and drive to accomplish goals and meet company objectives.
Physical Demands
Ability to work in an office environment; majority of work will be remote (from home).
Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (constant).
Special Requirements
U.S. Citizenship required; Active Secret security clearance and ability to obtain a Top Secret security clearance, if required.
Ability to travel within contiguous U.S. 25–50% of time; potential for periodic OCONUS travel.
Must have a valid driver’s license and clean DMV record.
Salary Range $181,370 – $257,250
Benefits AV offers an excellent benefits package including medical, dental, vision, 401(k) with company matching, a 9/80 work schedule, and a paid holiday shutdown. For more information about our company benefit offerings please visit our benefits portal.
EEO Statement We are proud to be an EEO/AA Equal Opportunity Employer, including disability/veterans. AeroVironment, Inc. is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status.
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Responsibilities
Leads and supervises the USAF, Fed/Civ, OSD BD Team ensuring timely completion of all training tasks, professional development, timecard management, and expense report management.
Builds trusted relationships across assigned customer organizations at all levels and facilitates the same for others within AV.
Identifies and wins new business opportunities while meeting the needs of assigned customers.
Represents AV to the customer organization and continuously works to strengthen the company’s reputation within the customer organization.
Utilizes new business processes and the AV Capture Customer Relationship Management (CRM) tool, Salesforce.
Creates capture plans with compelling win strategies for major sales opportunities.
Conducts market research to assess the size and potential value of an opportunity.
Conducts competitive assessments to understand strengths and weaknesses of AV solutions considering competition.
Supports monthly forecast reviews and annual strategic planning process.
Helps prioritize company investment recommendations.
Identifies funding sources, contract vehicles, influencers, and decision‑makers with prospective customer organizations and engages to shape requirements for AV solutions.
Communicates regularly with management and works closely with Product Line Management to provide customer requirements and competitive feedback.
Qualifies new leads and manages meetings to identify initial customer requirements.
Assists with marketing collateral development.
Works with Product Line Managers and the Engineering Department to identify technology needs and connect them with funding sources.
Builds partnerships with other companies to pursue opportunities and enhance AV product offerings.
Works on significant and unique issues where analyses of situations or data could require evaluations of intangibles among other available information.
Performs other duties as assigned.
Experience
Bachelor’s degree in Engineering, Physical Science, Business, or relevant discipline is required, or an equivalent combination of education, training, and experience.
14–20 years of relevant or equivalent experience (inclusive of military experience).
United States Air Force Experience desired.
Background related to aerial weapons employment including launched effects (ALE), loitering munitions, small and medium UAS, manned‑unmanned teaming, and ground control preferred.
Prior relevant experience engaging USAF senior leaders is desired.
Proven understanding of customer requirements/needs/issues and capability gaps is desired.
Understanding of FAR/DFARS and Middle‑Tier Acquisition is a plus.
Additional Requirements
Advanced degree is preferred.
Strong communication, negotiation, strategic planning, and interpersonal skills.
Demonstrated leadership skills.
Working knowledge of typical contracts used by assigned customer segment (US Government, Non‑DOD; US Government, DOD; or International).
Understanding of US Government acquisition and program planning processes.
Demonstrated business experience; ability to develop and maintain internal and external trusting, professional relationships.
Assessment of risk and opportunity in plans or actions and taking appropriate action to mitigate or capitalize on them.
Proficiency in MS Office (Word, PowerPoint, Excel, Outlook).
Ability to excel in a fast‑paced, deadline‑driven environment leading a broad variety of duties.
Takes ownership and responsibility for assigned tasks and bookings achievement.
Committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company.
Focuses on teamwork and puts the success of the team above own interests.
Ability to lead successful trade show events in close coordination with the marketing group.
Displays strong initiative and drive to accomplish goals and meet company objectives.
Physical Demands
Ability to work in an office environment; majority of work will be remote (from home).
Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (constant).
Special Requirements
U.S. Citizenship required; Active Secret security clearance and ability to obtain a Top Secret security clearance, if required.
Ability to travel within contiguous U.S. 25–50% of time; potential for periodic OCONUS travel.
Must have a valid driver’s license and clean DMV record.
Salary Range $181,370 – $257,250
Benefits AV offers an excellent benefits package including medical, dental, vision, 401(k) with company matching, a 9/80 work schedule, and a paid holiday shutdown. For more information about our company benefit offerings please visit our benefits portal.
EEO Statement We are proud to be an EEO/AA Equal Opportunity Employer, including disability/veterans. AeroVironment, Inc. is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status.
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