Director, USG Business Development

Description

The right candidate will lead AllClear Aerospace & Defense's engagement with the U.S. government and Department of War, driving growth in repair services as a primary focus alongside distribution and logistics. This role calls for 15+ years of aerospace and defense experience, deep government defense procurement expertise, and a strong understanding of Department of War organizations, commands, and acquisition processes. The Director will shape growth strategies for the U.S. Navy, Air Force, Army, and related Department of War agencies, working on-site at AllClear's Miramar, FL operations.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Own and execute the integrated business development strategy across distribution, repair, and logistics services, driving repair services revenue growth as a top priority; leverage data and structured processes to optimize pricing and contract positioning, improve win probability (Pwin), and maintain regular pipeline reporting with senior leadership.

• Lead U.S. government pursuit and capture teams for NSN fulfillment across distribution and spares, with a primary focus on growing repair management and repair services for Department of War military services, including the U.S. Navy, U.S. Air Force, and U.S. Army.

• Champion data-driven decision-making across the business development function, applying data analysis and data mining to uncover trends, risks, and opportunities; drive the implementation of technology solutions that improve pipeline visibility and automate reporting and forecasting.

• Build and leverage a network across Department of War customers, contracting offices, program managers, and the Defense Logistics Agency (DLA); identify and pursue new business opportunities.

• Proactively hunt, identify, shape, and develop new U.S. Government business opportunities through direct customer engagement, market intelligence, installed-base analysis, and relationship development.

• Develop business development plans, proposals, and pricing strategies for U.S. government tenders and long-term service agreements, maintaining advanced knowledge of the Federal Acquisition Regulation (FAR).

• Collaborate cross-functionally with distribution, repair services, logistics, finance, and legal to align strategy with operational capabilities and contract requirements; oversee day-to-day government customer engagement and maintain advanced knowledge of AllClear's capabilities, OEM product lines, and military aviation platforms.

Requirements

Supervisory Responsibilities

This position carries supervisory responsibility for the U.S. government pursuit and capture team. Scope of direct reports will be determined based on business needs and team structure as directed by the Vice President, Global Sales.

Qualifications

To perform this job successfully, an individual must perform each essential duty satisfactorily. The requirements below represent the knowledge, skill, and ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience

• Bachelor's degree in Engineering, Aviation Maintenance, Business, or a related field required; Master's degree or MBA preferred.

• 15+ years in aerospace and defense, including 8+ years in U.S. government business development, contract pursuit and capture, or related sales, with 3+ years leading pursuit or capture teams.

• Strong data analysis and data mining skills, with experience implementing technology solutions that improve pipeline visibility and automate reporting and forecasting processes.

• Engineering or aviation maintenance background strongly preferred, with expertise in U.S. Department of War procurement processes, the Federal Acquisition Regulation (FAR), and a working understanding of the Defense Logistics Agency (DLA) and its role in NSN fulfillment and distribution contracting. Strong technical understanding of military aviation maintenance, component repair, MRO operations, and repair capability development strongly preferred.

• Demonstrated ability to manage complex, cross-functional pursuits from identification through award and execution, with strong project management, prioritization, and accountability skills. PMP certification or equivalent project management experience preferred.

• Deep familiarity with U.S. military aviation platforms and supply chain, NSN fulfillment, MRO/repair services, and defense logistics contracting, with an established network within U.S. military services, Department of War program offices, and the defense contracting community.

• Superior written and verbal communication skills; proven ability to brief senior government officials and executive leadership; strategy development and capture planning experience.

Technical Skills

• Advanced Microsoft Office Suite – Outlook, PowerPoint, Excel

• Advanced Salesforce (CRM) understanding and usage; comfortable leveraging data, process, and structure to drive business development decisions

• Direct experience with government procurement portals and databases (e.g., SAM.gov, FEDMALL, FPDS, DIBBS)

• ERP experience – Quantum preferred

• Comfortable adopting common AI, machine learning, and large language model (LLM) tools (e.g., Microsoft Copilot, ChatGPT) to support research, drafting, and data analysis

Language Skills

• Fluent English required; ability to communicate with senior government officials and executive leadership

• Ability to read, analyze, and interpret government regulations, contracts, and business information

• Ability to present information and respond to questions from government officials, managers, and executives

Physical Demands

• Customary physical demands for an office environment

Work Environment

• Traditional office environment

Travel

• Travel up to 20% will be required