Director, U.S. Army Business Development

ROBINSON HELICOPTER CO INC•Torrance, CA

3d•$140,000 - $160,000•Hybrid

About The Position

The Business Development Director leads Robinson Helicopter Company’s (RHC) growth and customer engagement strategy for the U.S. Army Flight School Next (FSN) program. Headquartered in Huntsville, Alabama, with dual-hat responsibilities at the Fort Rucker site, this role identifies and captures new business, strengthens relationships across the Army enterprise and the contracting prime, and provides senior RHC presence in the Huntsville and Fort Rucker communities supporting the program. This role also assumes business development responsibility for all U.S. Army Foreign Military Sales (FMS) inquiries directed to Robinson Helicopter Company, and may include additional U.S. Army efforts at other global base and training area locations. The ideal candidate possesses strong defense business development and capture experience, an established network across Army aviation and the Huntsville and Fort Rucker communities, and the ability to translate customer requirements into winning RHC solutions while supporting on-site program execution. As a hands-on, working-manager role, the ideal candidate is self-reliant and roll-up-your-sleeves, and can represent RHC independently at customer and industry engagements when away from headquarters.

Requirements

Bachelor’s degree in business, engineering, or related field.
10+ years of business development, capture, or program experience in defense or aerospace.
Demonstrated experience with U.S. Army aviation, Department of Defense, or federal government customers.
Direct experience with Robinson helicopters or other rotary-wing / vertical-lift platforms, including detailed technical knowledge of vertical-lift products, required to support and close complex deals.
Technical fluency with aircraft configurations and mission kits (e.g., medical, law enforcement, and other mission-specific configurations) to support highly configured, complex pursuits.
Proven track record of pipeline growth and opportunity capture.
Demonstrated capture management and proposal development experience on complex, competitive pursuits.
Demonstrated strong and effective verbal, written, and interpersonal communication skills.
Ability to influence and present to key stakeholders and senior leadership.
Self-reliant, roll-up-your-sleeves working manager able to represent RHC independently at customer and industry engagements when away from headquarters.
Proficient with the Microsoft Office software application suite and CRM systems.
Ability to work independently and travel between Huntsville, Fort Rucker, Torrance, and other locations as required.
U.S. Citizenship required and must possess current passport.

Nice To Haves

MBA preferred.
Familiarity with Foreign Military Sales (FMS) processes and defense export requirements (e.g., ITAR) preferred.
Established network within the Huntsville and/or Fort Rucker Army aviation community preferred.

Responsibilities

Identify, qualify, and capture new business opportunities tied to the Flight School Next program, Robinson Unmanned, Foreign Military Sales, and other U.S. Army based programs.
Develop and execute account and capture strategies aligned with U.S. Army mission requirements.
Lead capture management for priority pursuits, including capture planning, competitive assessment, win strategy, and teaming.
Lead opportunity pipeline development, gate reviews, and proposal development and support activities.
Identify opportunities for additional products, services, parts, repair, and process improvements.
Serve as the RHC business development point of contact for all U.S. Army Foreign Military Sales (FMS) inquiries directed to Robinson Helicopter Company.
Qualify, coordinate, & advance FMS opportunities in accordance with U.S. Government & RHC processes.
Coordinate FMS inquiries with RHC leadership, the contracting prime, and applicable U.S. Government channels.
Track and report FMS pipeline activity alongside program business development efforts.
Serve as a senior on-site RHC point of contact for the contracting prime, Army stakeholders, and the M1 Team.
Develop and maintain strong relationships with military personnel, government employees, and contractor partners.
Represent RHC at customer meetings, industry days, and program reviews in Huntsville, Fort Rucker, and appropriate events / tradeshow.
Act as the voice of the customer to internal RHC leadership and program teams.
Provide senior RHC leadership presence and continuity across the Huntsville and Fort Rucker locations.
Coordinate with the RHC Site Manager on customer engagement and local execution at Fort Rucker.
Support fielding, sustainment, and customer readiness activities at both locations.
Ensure customer requirements are captured and communicated to the RHC Program Manager and appropriate program / RHC team members.
Coordinate closely with the RHC Business Development and Program Management teams on program strategy, growth, and execution.
Monitor competitive landscape, market trends, and customer budget priorities.
Develop & recommend appropriate teaming relationships and support option-year and follow-on opportunities.
Collaborate with RHC engineering, customer success, and operations to shape offerings.
Prepare business development forecasts, pipeline reports, and executive briefings.
Track, monitor, and report on Key Performance Indicators (KPIs) established by RHC.
Maintain accurate opportunity and customer records in RHC systems.