AAR CORP Sr. Director Business Development in HUNTSVILLE, Alabama

Title: Sr. Director Business Development

Location: United States-Alabama-Huntsville

Job Number: 6632


Responsibility to ensure that AAR remains competitive in the market. The main goals will be to produce new customers, work with current customers, and follow-up with all industry trends. The Senior Director, Business Development works closely with the Sr. Vice President, Business Development to evaluate current and adjacent markets to develop new business opportunities, while developing and executing sales strategies to position AAR with prospective clients. This position is responsible for orchestrating the teaming and win strategies; developing customer and competition intelligence briefs; identifying and qualifying specific new business development targets; and executing capture management and account management activities while energetically developing customer relationships (client and partners). This person coordinates closely with program managers, business intelligence, marketing, pricing, and proposal support by conducting Business Development Gate briefings.

As a principal Capture Manager, this person orchestrates the overall capture management strategy for specific strategic targets; works closely with Managers/Directors, Business Development, Proposal Managers, and Operations personnel in updating and finalizing the win strategy; the concept of operations; the proposed organization; proposed key personnel; proposed partners/teaming/subcontractors; and other key teaming aspects of strategic bids to include teaming and operating agreements. This position manages and controls overall bid budget and schedule; identifies and selects review team members; and insures on-time delivery of compliant and winning proposals to the customer. The selected candidate has a major role in supporting the development of the three-year strategic plan as well as the annual operating plan. This position is expected to identify a pipeline of opportunities with a total value of approximately $35 million in the short term and approximately $150 million over the next 3 years.


  • Assure AAR's competitiveness in the Army rotary& fixed wing markets.

  • Liaise to keep AAR ahead of industry trends.

  • Work to procure new business and work to exceedcurrent customer's needs.

  • Promote the mission, vision, and values that AARhas developed.

  • Manages an individual sales pipeline to include:identifying, qualifying and closing new opportunities to meet annual bookingsrequirements.

  • Interfaces with potential customers to discussrequirements, schedules and capabilities and with industry personnel to developteaming and/or partnering relationships to support business needs and maximizebusiness performance.

  • Conducts Business Development Gate Briefings.

  • All other duties as assigned.


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

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.


  • Leadership: demonstrated ability to lead peopleand get results through others Initiative: plans work and carries out taskswithout detailed instructions, prepares for problems or opportunities inadvance, undertakes additional responsibilities

  • Communication: excellent interpersonal and oraland written communication skills

  • Analytical skills: must be able to use data todetermine cause and effect for complex problem solving

  • Organization: very detail oriented and always comesprepared

  • Problem Solving: ability to develop and implementnew ideas to improve processes

  • Strong customer orientation



  • Required: Bachelor degree from a four-yearcollege or university; or degree in process with significant US Militaryaviation experience.

  • Minimum of eight years of international and/orFederal business experience, can be in conjunction with Military aviationexperience

  • Current and active minimum US SECRET Clearance ispreferred

  • In-depth computer knowledge (MS Word, PowerPoint, Excel, MS Project).

  • Highly successful building relationships withupper-level decision makers, seizing control of critical issues, and deliveringon customer commitments

  • Excellent oral and written communication skillswith the ability to synthesize requirements and present business cases foraction/corporate response in a clear, concise, focused manner.

  • Experience with Program Management and Operationsin support of large federal programs. (desirable)

  • Demonstrated focus on customer satisfaction anddevelopment and maintenance of relationships both internally and externally.

  • Demonstrated ability to negotiate, influence andmanage risk

  • Demonstrated ability to work in a teamenvironment and/or lead teams to success

  • Excellent influencing and negotiation skills.

  • Knowledge of USG and FMS program/contractingprocesses and acquisition/sustainment strategies.

  • Demonstrated record pursuing and capturing $20Mjobs.


The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, stand, bend, reach and move about the facility. The environment characteristic for this position is an office setting. Candidates should be able to adapt to a traditional business environment. Travel may be required, including overseas travel to developing/third world or War Zone countries.

Equal Opportunity Employer Minority/Female/Disability/Veteran