VP - Military Global Sales Capture (Remote Position) - Standard Aero

Job Title:                   VP - Global Capture 

Department:             Sector BD and Sales 

Location:                   US based;  Candidate may be remote, but should be located near a StandardAero facility and major international airport 

Travel:                        Domestic and international travel as required

Purpose of the role:

The VP of Global Capture is responsible for developing and implementing the strategic and tactical initiatives related to supporting and growing StandardAero’s military, government, and helicopter engine MRO programs. Responsible for developing market growth strategies, identifying business opportunities, and managing capture activities to LRP objectives.  Develops and maintains customer relationships, understands customer requirements, develops and presents support solutions, and remains engaged with the customer on keep-it-sold programs throughout the life-cycle of each contract. Supports Sector and corporate BD and sales teams with technical and capture expertise. 

The VP will directly lead key captures and help refine sector captures processes.  Leads internal teams to develop concepts of operations, win strategies, and pricing strategies.  Support and advise on other capture efforts. 

Support overall business development for Sector and Corporate efforts with an additional focus on USG component and accessory repairs. Coordinates across the Sector and Corporation for customer relations, internal teaming and supporting corporate objectives.

Key responsibilities and duties:

USAF F117 Program Capture:

• Leads and coordinates capture activities to obtain the highest PWin for the USAF F117 program
• Develops capture specific win themes, customer engagement strategies, industry teaming plans, competitor approaches, and industrialization plans
• Manages internal approvals through the Sector gating process and maintains records as required
• Supports program transition to operations after award

General Business Development: 

• Establishes, maintains, and develops business relationships with regional and relevant Engine OEM offices, related industry partners and select military / government customers for potential opportunities globally
• Develops market growth strategies for select engine, component repair and accessory MRO programs and market adjacencies.  Develops white papers and other marketing material to present potential customer solutions
• Develops and executes customer engagement plans. Responds promptly to inquiries and provide proposals or options for service required to meet customers’ needs
• Identifies and qualifies potential opportunities and manages a pipeline of multiple short and long term business opportunities. Develops business cases for potential customer solutions meeting StandardAero requirements
• Coordinates and collaborates with Sector Business Development team and across the Sector and Corporation to manage customer access and relations

General Accountabilities:

• Conducts customer engagements, prepares and performs product delivery presentations, provides product support, and performs other sales and marketing functions as needed
• Contributes to the development of strategic business plans and marketing initiatives and the preparation of sales forecasts, budgets, quotes and other projections
• Fully integrates all activities with the site Operations and the segment/sector team to ensure continuity of action during planning, implementation, transition, validation, and execution
• Keeps abreast of products, market conditions, competitive activities and promotional trends
• Provides management with oral and written reports on customer meetings, needs, concerns, interests, market situation, competitive activities and potential for new products and/or services
• Carries out special projects to include continuous improvement/new bid opportunities as assigned
• Adherence to our Quality Management Systems (QMS), Safety Management Systems (SMS), Environmental Management Systems (EMS) and all associated Business Manuals

Position Requirements:

Strong planning, organizational, analytical, leadership, interpersonal, decision making, oral, written and presentations communication skills

Combination of the following:

• Significant experience in business development and capture supporting engine and component MRO programs, to include engine OEMs and government customers
• Significant experience in developing bids and proposals and /or managing contracts for engine MRO programs to include experience with engine OEMs, and government/ military related customers
• Significant experience with Pratt and Whitney engine MRO, sales or sustainment
• Significant experience with government MRO program capture management
• Understanding of the Aviation MRO, Military customers, MRO market dynamics and the needs of the particular customers for engine MRO solutions
• In-depth working knowledge of complexities of major OEM and government / defense acquisition practices/procedures as well as export compliance
• Thorough product knowledge of commercial and military turbine engine variants
• Competent working in a culturally diverse and international environment with a demonstrated sensitivity to other cultural norms and practices
• Up to 40% travel required, including international
• Must be authorized to work in the US

Professional Qualifications/Education and Training:

• Proficient with Microsoft Office product suite (Excel, Work, PowerPoint, and Access)
• Bachelor’s degree in business administration or engineering technology or other related fields. Master degree or equivalent preferred
• Mature business development/sales or management experience in a relevant role in government and/or industry