Regional Business Development Manager Remote Must be located in the Midwest or Eastern part of the US.

UPS Supply Chain Solutions

2d•Remote

About The Position

Together, Marken, UPS Healthcare Precision Logistics, provides clinical and advanced therapy logistics services. This senior individual-contributor role is responsible for developing and executing commercial growth strategy across aviation, aerospace, AOG, OEM, MRO, and complex secure logistics markets. The role identifies, develops, and closes new business with airlines, aircraft and component manufacturers, maintenance and repair organizations, aviation suppliers, and other organizations requiring mission-critical, high-value, secure, or time-sensitive transportation solutions. The position is a revenue-generating business-development role, not primarily a people-management or account-management position. The successful candidate is an experienced commercial professional and new-business hunter with aviation or time-critical logistics knowledge, established industry relationships, and the ability to manage opportunities from prospecting and solution design through negotiation, contract award, implementation, and revenue generation. The role collaborates across Marken and UPS to develop solutions using capabilities such as AOG, Next Flight Out, expedited transportation, critical-parts logistics, specialized handling, secure transportation, and global forwarding. The position is remote and requires the candidate to be located in the Midwest or Eastern part of the United States. Extensive travel is required based on customer, territory, and business needs. Employment is permanent.

Requirements

Bachelor's degree and/or equivalent relevant professional experience.
Significant business-development or sales experience in aviation, aerospace, AOG, time-critical logistics, freight forwarding, expedited transportation, complex secure logistics, or a closely related industry.
Demonstrated record of personally originating and closing significant new business.
Strong understanding of aviation and aerospace supply chains and the operational consequences of time-critical logistics.
Experience selling solutions to airlines, OEMs, MROs, aerospace manufacturers, aviation suppliers, or similar organizations.
Ability to independently develop a territory, prospect for new customers, and create a pipeline.
Experience navigating complex, multi-stakeholder sales processes.
Ability to establish credibility and relationships with senior and executive-level customer stakeholders.
Strong understanding of pricing, profitability, contract terms, revenue forecasting, and solution economics.
Strong negotiation, presentation, communication, and relationship-development skills.
Ability to work effectively within a global, matrixed organization and coordinate multiple internal stakeholders.
Strong organizational skills and ability to manage multiple complex opportunities simultaneously.
Experience using Salesforce or another enterprise CRM platform for opportunity management, pipeline development, and forecasting.
Ability and willingness to travel extensively based on customer, territory, and business requirements.
Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer.

Nice To Haves

Established relationships within airline, aviation, aerospace, OEM, or MRO communities.
Direct experience selling AOG or time-critical logistics solutions.
Experience with Next Flight Out, on-board courier/hand-carry, expedited freight, charter, critical spare parts, or specialized aviation logistics.
Experience selling high-value, secure, sensitive, or chain-of-custody transportation solutions.
Experience with global freight forwarding, express transportation, aviation logistics, or specialized supply-chain services.
Experience developing large enterprise customers and managing strategic RFP/RFQ processes.
Familiarity with aviation maintenance and aftermarket supply chains, including critical spare-parts movements and inventory support.
Existing knowledge of major airlines, aerospace manufacturers, OEMs, MRO providers, and aviation supply-chain participants.

Responsibilities

Develop and execute a comprehensive business-development strategy for aviation, aerospace, AOG, OEM, MRO, and complex secure logistics markets.
Identify and target airlines, aircraft manufacturers, aerospace OEMs, MRO organizations, component manufacturers, aviation suppliers, and organizations with complex or mission-critical logistics needs.
Build a sustainable pipeline of qualified opportunities capable of generating significant profitable new revenue.
Proactively prospect for new customers and establish new relationships rather than relying primarily on inbound opportunities or existing accounts.
Build relationships with senior customer stakeholders in Procurement, Supply Chain, Logistics, Maintenance, Engineering, Operations, and executive leadership.
Understand customer supply chains, operational challenges, service requirements, and critical logistics needs.
Identify opportunities involving AOG, Next Flight Out, expedited freight, critical spare parts, hand-carry/on-board courier, high-value cargo, secure logistics, specialized transportation, and other time-critical services.
Lead the full commercial lifecycle, from prospecting and qualification through solution development, pricing, proposals, negotiation, contract award, implementation, and revenue generation.
Develop strategic account-penetration plans to expand relationships across customer locations, divisions, geographies, and service requirements.
Lead and coordinate complex RFIs, RFQs, RFPs, and other formal customer sourcing processes.
Coordinate with Operations, Pricing, Solutions, Procurement, Aviation, Security, Legal, Finance, and other internal stakeholders to develop competitive, operationally executable solutions.
Use the broader UPS network and capabilities where appropriate to develop integrated and differentiated customer solutions.
Negotiate commercial agreements while maintaining appropriate expectations for revenue, profitability, service performance, and operational feasibility.
Monitor the competitive landscape and developments in aviation, aerospace, MRO, and time-critical logistics markets.
Provide market intelligence on customer trends, competitor activity, service gaps, emerging opportunities, and potential product or capability requirements.
Maintain accurate customer activity, opportunities, pipeline, and forecasts in Salesforce and other required commercial systems.
Provide reliable revenue forecasts and communicate opportunity progress, risks, competitive dynamics, and required leadership actions.
Represent Marken and UPS at customer meetings, industry conferences, trade shows, and aviation and aerospace industry events.
Partner with Implementation and Operations after contract award to support a successful transition to operational execution.
Meet or exceed assigned new-business revenue, pipeline, activity, and profitability objectives.