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Job Description:
Together, we are Marken, UPS Healthcare Precision Logistics.
As the clinical and advanced therapy part of UPS Healthcare, we reach patients faster, with greater scalability and access to new pathways throughout the supply chain. With our One UPS advantage and comprehensive service portfolio, including Polar Speed's in-network pharmacies, we are optimally positioned to keep our clients competitive in an increasingly complex market.
Aviation & Complex Secure Logistics
The candidate is a senior individual contributor responsible for developing and executing the commercial strategy for growth across the aviation, aerospace, AOG, OEM, MRO, and complex secure logistics markets.
The Director will identify, develop, and close 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.
This role requires a proven new-business hunter with deep knowledge of the aviation and/or time-critical logistics marketplace, established industry relationships, and the ability to develop opportunities from initial prospecting through solution design, commercial negotiation, contract award, and implementation.
The successful candidate will combine strong industry knowledge with executive-level selling capabilities and will collaborate across Marken and UPS to develop differentiated solutions leveraging capabilities including AOG, Next Flight Out (NFO), expedited transportation, critical parts logistics, specialized handling, secure transportation, global forwarding, and other complex logistics services.
This is primarily an individual contributor and revenue-generating role, rather than a people-management position.
Main 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 other organizations with complex or mission-critical logistics requirements.
Build a sustainable pipeline of qualified opportunities capable of delivering significant profitable new revenue.
Proactively prospect and establish new customer relationships rather than relying primarily on inbound opportunities or existing accounts.
Build relationships with senior customer stakeholders across Procurement, Supply Chain, Logistics, Maintenance, Engineering, Operations, and executive leadership.
Develop a detailed understanding of customer supply chains, operational challenges, service requirements, and critical logistics needs.
Identify opportunities involving
Aircraft on Ground (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 complete commercial lifecycle from prospecting and opportunity qualification through solution development, pricing, proposal, 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.
Partner closely with Operations, Pricing, Solutions, Procurement, Aviation, Security, Legal, Finance, and other internal stakeholders to develop competitive and operationally executable solutions.
Utilize 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.
Maintain a strong understanding of the competitive landscape and developments within the aviation, aerospace, MRO, and time-critical logistics markets.
Provide market intelligence regarding customer trends, competitor activity, service gaps, emerging opportunities, and potential product or capability requirements.
Maintain accurate customer activity, opportunities, pipeline, and forecasts within Salesforce and other required commercial systems.
Provide clear and 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 following contract award to ensure a successful transition from commercial commitment to operational execution.
Consistently achieve or exceed assigned new-business revenue, pipeline, activity, and profitability objectives.
Required Qualifications
Bachelor's degree and/or equivalent relevant professional experience.
Significant business development or sales experience within
aviation, aerospace, AOG, time-critical logistics, freight forwarding, expedited transportation, complex secure logistics, or a closely related industry
.
Demonstrated track record of
personally originating and closing significant new business
.
Strong understanding of aviation and aerospace supply chains and the operational consequences associated with time-critical logistics.
Experience selling solutions to airlines, OEMs, MROs, aerospace manufacturers, aviation suppliers, or similar organizations.
Demonstrated ability to independently develop a territory, prospect for new customers, and create pipeline.
Experience navigating complex, multi-stakeholder sales processes.
Ability to establish credibility and relationships with senior and executive-level customer stakeholders.
Strong understanding of commercial concepts including pricing, profitability, contract terms, revenue forecasting, and solution economics.
Strong negotiation, presentation, communication, and relationship-development skills.
Ability to operate effectively within a global, matrixed organization and coordinate multiple internal stakeholders.
Strong organizational skills and the 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.
Preferred Qualifications
Established relationships within the
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.
Target Customer Segments
The Business Development Director will primarily pursue opportunities across:
Commercial airlines
Cargo airlines
Aircraft and aerospace OEMs
Engine and component manufacturers
Maintenance, Repair, and Overhaul organizations
Aircraft parts and component distributors
Aviation aftermarket suppliers
Aerospace manufacturers
Aviation leasing and support organizations
Critical industrial manufacturers
Organizations requiring high-value or complex secure transportation
Other sectors with highly time-sensitive or mission-critical logistics requirements
Key Solution Areas
The Director will develop opportunities across capabilities including:
Aircraft on Ground (AOG) logistics
Next Flight Out (NFO)
Mission-critical and time-critical transportation
Critical aircraft parts and components
On-board courier / hand-carry solutions
Expedited air and ground transportation
Global freight forwarding
Specialized and complex transportation
High-value and secure logistics
Chain-of-custody solutions
Specialized handling
Emergency logistics
Aftermarket and spare-parts logistics
Integrated Marken and UPS transportation solutions
Key Competencies
New-business hunting and prospecting
Aviation and aerospace industry knowledge
Strategic territory development
Executive-level relationship development
Consultative and solution selling
Complex logistics solution development
Commercial and financial acumen
Negotiation and influence
Pipeline management and forecasting
Cross-functional leadership
Competitive and market intelligence
Accountability and results orientation
Measures of Success
Success in this role will be measured by the ability to:
Originate and close profitable new business within targeted non-healthcare verticals.
Establish Marken and UPS as credible providers within aviation, aerospace, AOG, and complex secure logistics.
Build a strong and sustainable pipeline of qualified opportunities.
Develop meaningful relationships with airlines, OEMs, MROs, and other strategic customers.
Secure new enterprise customers and expand penetration across targeted markets.
Consistently achieve or exceed assigned new-business revenue objectives.
Maintain accurate pipeline, forecasting, and Salesforce discipline.
Generate market intelligence that helps shape future capabilities and commercial strategy.
Successfully transition awarded opportunities into implementation and recurring revenue.
Role Profile
This position is designed for an experienced commercial professional who understands the urgency and operational complexity of aviation and mission-critical logistics and knows how to turn those challenges into commercial opportunities.
The ideal candidate is not primarily an account manager or sales-team manager. We are looking for a senior, externally focused business developer and hunter who can open doors with airlines, OEMs, MROs, and other complex logistics customers; develop executive relationships; create solutions across Marken and UPS capabilities; and personally convert those opportunities into profitable new revenue.
Employee Type:
Permanent
UPS is committed to providing a workplace free of discrimination, harassment, and retaliation.
Other Criteria:
UPS is an equal opportunity employer. UPS does not discriminate on the basis of
race/color/religion/sex/national
origin/veteran/disability/age/sexual
orientation/gender identity or any other characteristic protected by law.
Basic Qualifications:
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.