Job Description

Job Description Summary

We are seeking a highly skilled, customer-facing Director of Military & Government Aerospace Sales to lead strategic sales and business development initiatives targeting U.S. and allied government entities. This position will be responsible for developing and executing sales campaigns, crafting winning strategies for military aftermarket (spare parts) programs, service campaigns, and inventory-driven sales efforts. This role requires a high degree of commercial acumen, a deep understanding of government acquisition processes, and a proven ability to negotiate complex contracts and build enduring relationships.

Roles and Responsibilities

• Identify and pursue new business opportunities within the U.S. military, defense contractors, and international government customers.
• Develop and execute strategic plans for growth in military aerospace markets, including U.S. Air Force, Navy, Marine Corps, Army Aviation, and allied foreign services.
• Maintain strong situational awareness of active and upcoming defense acquisition programs and platform modernization initiatives.
• Lead contract and pricing negotiations for major aerospace systems, components, MRO, and sustainment support services.
• Manage responses to government solicitations (RFPs, RFIs, RFQs) on SAM.gov, DLA DIBBS, and other acquisition portals.
• Collaborate with legal, contracts, and compliance teams to ensure agreements meet FAR/DFARS and ITAR/EAR requirements.
• Serve as primary point of contact with U.S. government procurement agencies (e.g., DLA, NAVSUP, AFLCMC), foreign defense ministries, and aerospace integrators.
• Build and sustain senior-level relationships with program offices, logistics commands, and acquisition officials.
• Represent the company at aerospace and defense trade shows, military symposia, and customer meetings worldwide.
• Lead proposal development and capture strategies in coordination with pricing and program management teams.
• Conduct market assessments and drive growth strategies for military and government aftermarket sales.
• Develop and implement strategies to move slow or obsolete inventory, including aftermarket campaigns.
• Define and implement kit strategies and upgrade programs with product and program managers.
• Drive annual pricing reviews to support market expansion and margin protection.
• Structure deals, formulate pricing, and negotiate terms and conditions with customers.
• Exercise sound judgment to manage complex tasks and high-impact decisions across business units and customer markets.
• Develop and maintain strong customer relationships domestically and internationally.
• Collaborate with internal teams to implement customer programs and contracts.
• Lead preparation of compliance documents, capability statements, and representations/certifications as required.

Qualifications

• Bachelor’s degree in Aerospace Engineering, Business Administration, Marketing, or a related field (Master’s preferred).
• 7+ years of proven success in aerospace sales with a focus on government and military markets.
• Deep understanding of DoD acquisition regulations (FAR/DFARS), FMS processes, and defense budgeting cycles.
• Proven track record in high-value contract negotiation, capture management, and government proposal development.
• Ability to obtain and maintain a U.S. government security clearance.
• U.S. citizenship required.
• Strong background in military and government sales, and marketing and deal structuring.
• Preferred to have experience with inventory management and procurement.
• Working knowledge of MS Office (Outlook, MSWord, Excel, PowerPoint, Access).
• Desirable software skills or willingness to learn statistical/forecasting software, MS Project and CRM/ERP software
• Established network within defense program offices (e.g., NAVAIR, USAF, DLA Aviation).
• Experience with sustainment/logistics support for legacy and next-gen military aircraft platforms.
• Familiarity with ITAR, EAR, and other export compliance regulations.
• Strong command of CRM tools, data analysis, and forecasting software.
• Excellent presentation, communication, and interpersonal skills.
• Experience in U.S. Department of Defense (DoD) Defense Logistics Agency (DLA) and foreign military procurement and sales.
• Background or experience with continuous process improvement (ISO/9000/AS9100 or Lean Six Sigma) preferred.
• Familiarity or experience with the U.S. Armed Forces and Department of Defense (DoD) federal contractors and the aerospace, defense, or commercial aviation industry preferred.

Desired Characteristics

• Energetic, customer focused, leader with proven business development experience
• Broad network and knowledge of DIBBS, DFARS, ITAR/EAR, DCAS, US Department of State regulations
• Comfortable working in a highly matrixed environment
• Strong oral and written communicator that can develop and present executive level strategies and proposals to internal and external customers
• Ability to support domestic travel
• Office-based role with regular travel to customer sites, military installations, and international markets (up to 30–50%).
• Frequent participation in industry events and trade exhibitions.

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