Description

Job Summary

The Director of Government Business Development is responsible for developing, managing, and expanding the company’s government-sector business across federal, state, and local agencies. This role leads government sales strategy, customer engagement, capture planning, and proposal development for aviation parts and equipment, including spares, components, tooling, and related support services. The position also has direct responsibility for leading the proposal management function, ensuring compliant, competitive, and timely responses to government solicitations.

This role requires deep knowledge of government acquisition processes, aviation and defense supply chains, and cross-functional leadership to align sales, contracts, operations, quality, and finance in pursuit of government opportunities. The role is critical in positioning the company as both a prime contractor and a valued subcontractor, including within small business set-aside programs.

Essential tasks of the position include developing processes, procedures, and plans for identifying and managing opportunities, proactive outreach to build and maintain relationships with government agencies and contractors, preparing and tracking replies to government market-research notices, and overseeing the proposal development and submission process while maintaining compliance with government terms and conditions and company policies and procedures. The position works closely with internal teams to align sales initiatives with the company goals and objectives.

Required Skills & Abilities

      Accredited four (4) year degree in the applicable field of study, i.e., General Business, Business Management/Administration, Supply Chain Management, Logistics, etc.

      Eight (8) to fifteen (15) years of work-related experience as shown in a resume, reflecting the technical knowledge necessary to complete the job.

      Government-business development.

      Proposal management and preparation.

      Knowledge and understanding of government-procurement execution.

      Excellent communication and interpersonal skills.

      Strong analytical and strategic thinking abilities.

      Proficiency in managing projects and deadlines.

      Skilled in using MS Office software to develop reports and presentations.

      Ability to travel as needed.

Key Competencies

      Strategic thinking and capture leadership.

      Proposal compliance and execution excellence.

      Building relationships and customer engagement.

      Prime and subcontractor positioning.

      Cross-functional collaboration.

Preferred Qualifications

      Experience with aviation parts distribution, MRO support, or OEM/aftermarket aviation equipment.

      Familiarity with DoD aviation platforms.

      Experience with definitive contracts, IDIQ contracts, and prime/subcontractor teaming arrangements.

      Knowledge of pricing strategies for government contracts, including cost and commercial item pricing.

Requirements

Duties & Responsibilities

•       Government Business Development & Engagement

o   Develop and execute a comprehensive government business development strategy targeting federal, state, and local agencies.

o   Identify, qualify, and pursue new contract opportunities including definitive contracts, IDIQs, BPAs, small business set-asides, and standalone competitive procurements.

o   Position the company as a capable prime contractor for direct awards and as a strategic subcontractor or teaming partner to large primes.

o   Build and maintain strong relationships with contracting officers, program managers, end users, prime contractors, and key government stakeholders.

o   Represent the company at industry days, trade shows, pre-solicitation conferences, and small business outreach events.

o   Lead capture planning activities, including customer intelligence, competitive analysis, teaming strategies, and win themes.

o   Develop partnerships, teaming agreements, mentor-protégé relationships, and subcontractor networks to expand market access and capabilities.

•       Proposal Management & Capture Execution

o   Lead and manage the proposal management team responsible for responding to RFPs, RFQs, RFIs, Sources Sought, market research requests, etc.

o   Develop and maintain proposal development processes, templates, compliance matrices, schedules, and review cycles.

o   Oversee end-to-end proposal execution, including preparing and managing compliance matrices, scheduling and leading kickoff meetings, solution development, pricing coordination, progress and compliance checks, and final submission.

o   Ensure all proposals are compliant with solicitation requirements, FAR/DFARS regulations, other agency regulations, and customer instructions.

o   Collaborate across engineering, supply chain, quality, contracts, and finance to develop accurate and compelling proposals.

o   Conduct proposal reviews (Pink, Red, Gold/Executive) and implement continuous improvement based on win/loss feedback.

•       Contracting & Regulatory Coordination

o   Work closely with contracts to support negotiation of terms and conditions, pricing structures, and contract modifications.

o   Ensure alignment with government compliance requirements including ITAR, EAR, FAA regulations.

o   Comply with cybersecurity requirements (e.g., NIST 800-117 and CMMC), verify teaming partner compliance before subcontract award.

o   Support post-award transition from sales to execution, ensuring customer requirements are clearly communicated to internal teams.

•       Leadership & Cross-Functional Collaboration

o   Lead, mentor, and develop a high-performing government business development and proposal management team.

o   Establish performance metrics, pipeline reporting, and forecasting for government opportunities.

o   Coordinate with Contracting, Products and Services, and Operations teams to align pursuit strategies with execution capabilities.

o   Provide regular briefings to leadership on pipeline status, key pursuits, risks, and growth opportunities.

•       Strategy, Market Intelligence and Growth

o   Monitor government budgets, procurement forecasts, and policy changes.

o   Analyze competitor positioning, pricing trends, and contract award data to inform strategy.

o   Support long-term growth initiatives including the company’s growth in pursuing managed repairs and manufacturing opportunities.

o   Lead the company’s efforts to become an approved/qualified source.

o   Research and identify all aviation platforms supported by government agencies develop a pipeline of opportunities based on existing contract expiration dates.

•       Contract Negotiation

o   Recommend and develop negotiation objectives and participate in negotiating contract terms and conditions.

o   Work closely with the team members to ensure favorable contract terms while mitigating risks for the company.

o   Lead negotiations when required.

      Performance Monitoring and Reporting

o   Track and analyze business development metrics, such as win rates, pipeline growth, and revenue forecasts.

o   Monitor and report on business development activities, progress, and outcomes.

o   Analyze and evaluate the effectiveness of business development strategies and tactics, make improvements, as necessary.

o   Prepare reports and presentations for senior management to assess business performance and enable informed decisions.

o   Maintain data in the company ERP system

•       Continuous Learning and Professional Development

o   Engage in continuous learning and professional development.

o   Stay updated on industry trends, regulatory changes, and best practices to maintain a competitive edge.