Overview of the Position: The Senior Director of Business Development is integral in ensuring Wencor has a portfolio of products and solutions to satisfy customer needs and provide growth to Wencor as well as the planning and execution of our market strategies. Leveraging industry knowledge and relationships, he/she will collaborate with the leadership team and other internal functions to create long-term value-add partnerships with the OEMs/suppliers. Essential Duties and Responsibilities:
- Understand the company organization structure, current distribution channels, primary business segments served, product offerings, primary competitors, historic catalyst/impediments to growth, annual revenue breakout, pricing policies and top opportunities for Wencor to provide sustainably differentiated growth strategy for targeted OEMs & distributors.
- Maintain up-to-date market knowledge of industry, suppliers, customers, competition, distribution landscape, pricing, and fleet data. Leverage current relationships and build others at meaningful levels with targeted OEMs/suppliers to help differentiate Wencor in competitive pursuits.
- Maintain an active and robust pipeline of new business and supplier opportunities.
- Make initial contact with targeted OEMs to screen and qualify appropriate candidates for deeper engagement and evaluation.
- Develop and execute a plan to add to our portfolio of authorized distribution agreements. Manage the new distribution add process from qualification through engagement, negotiation and close for targeted OEMs in collaboration with Product Line Management.
- Collaborate with the MRO and Defense Businesses as needed in order to maximize opportunities for Wencor on new supply partners.
- Continually seek opportunities to enhance the Wencor distribution value proposition and associated collateral materials. Provide sales and product management team with the information and training needed to drive sales of new distribution lines.
- Responsible for Business Development budgets and forecasts.
- Other responsibilities as assigned.
Other Knowledge, Skills, and Abilities:
- Proficient with MS Word, Excel, and PowerPoint; advanced financial modeling to analyze large data sets for validation or trending in: market dynamics, internal historic data, and external supplier data.
- Solid understanding of the aviation industry with extensive knowledge of aerospace manufacturers &suppliers.
- Skilled in contract negotiations & contract execution in particular with distributors/OEMs
- Strong communicator able to work across all levels of the organization; able to make convincing & engaging presentations to large groups at the highest organizational level.
- Able to organize and track multiple relationships and data streams with significant amounts of detailed data.
Education / Experience Requirements: Bachelor's degree in Business, Marketing, Engineering or related degree with a minimum of 810 years of related PMA, Aerospace Market, and Supply Chain or Sales experience; or equivalent combination of education and work experience. MBA preferred. Other Qualifications: The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Language Skills: Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors. Mathematical Skills: Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations. Reasoning Ability: Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. Physical Demands: The physical demands described here are representatives of those that must be met by an employee to successfully perform the essential functions of this job.
- Is occasionally required to stand; walk; reach with hands and arms; stoop, kneel, crouch, and crawl; and lift up to 25 pounds.
- Is regularly required to sit and use hands to finger, handle, or feel.
- Is frequently required to talk or listen.
- Works in moderate noise levels.
- Travel up to 40% - domestically and internationally