Note: The job is a remote job and is open to candidates in USA. Parker Hannifin develops aerospace technologies and integrated MRO services and support solutions across the aircraft lifecycle. The Business Development Manager will lead OEM aftermarket and defense business development strategies, identify and convert growth opportunities, develop customer-specific plans and proposals, and coordinate cross-functional teams supporting aerospace, military sustainment, repair, overhaul, and lifecycle programs.
Responsibilities
- Develop and execute OEM aftermarket and defense business development strategies for major aerospace and defense customers, including GE Aerospace, Pratt & Whitney, Rolls-Royce, Lockheed Martin, Sikorsky, Derco, Boeing Defense, Northrop Grumman, RTX/Collins, and other strategic accounts
- Identify, qualify, and pursue new business opportunities in OEM aftermarket, military sustainment, spares, repairs, overhaul, retrofits, upgrades, reliability improvements, product improvements, and platform lifecycle extension programs
- Develop customer-specific growth plans that align Parker product lines, service capabilities, repair and overhaul offerings, and technical solutions with OEM aftermarket and defense customer requirements
- Work with Parker divisions and business teams to promote a One Parker approach across OEM aftermarket and defense customers, ensuring coordinated customer engagement across product lines, technologies, and services
- Develop proposals, contracts, capture strategies, and business cases designed to meet customer needs while delivering acceptable returns to the company
- Research customer requirements, fleet needs, platform sustainment plans, aftermarket demand, budget priorities, acquisition strategies, and technical challenges, translating them into Parker growth opportunities
- Develop strategies and solutions for contracts open for renegotiation during the contract period, including opportunities to expand Parker content, improve aftermarket value, strengthen customer relationships, and secure long-term agreements
- Develop and manage proposals and business development strategic plans for domestic defense and OEM aftermarket programs, including sustainment, overhaul, repair, retrofit, spares, product improvement, and reliability enhancement opportunities
- Build and maintain strong relationships with customer stakeholders in OEM aftermarket, military sustainment, engineering, supply chain, procurement, program management, contracts, business development, and senior leadership
- Serve as the liaison and facilitator between customers and Parker divisions to resolve issues and assure customer satisfaction related to cost, product quality, delivery, technical performance, repair support, and aftermarket responsiveness
- Coordinate closely with Parker technology, engineering, operations, repair, and customer support teams to enable rapid turnaround of customer-focused aftermarket and sustainment solutions
- Conduct competitive research, evaluate sales and pipeline performance, and establish goals and milestones for specific aftermarket products, services, platforms, systems, and customers
- Identify opportunities for business development by studying competitor offerings, customer pain points, fleet reliability issues, market intelligence, platform activity, procurement trends, and sustainment requirements
- Determine the need for cross-division teaming, Parker enterprise collaboration, and external strategic partnerships or alliances to capture OEM aftermarket and defense sustainment opportunities
- Support customer engagement at key U.S. Government and military locations, including U.S. Coast Guard sites, Warner Robins AFB, Wright-Patterson AFB, Air Force Research Laboratory, Fleet Readiness Centers, and other defense sustainment organizations
- Coordinate with the SSO lead military business development regional manager and other regional business development managers to align account strategies, customer messaging, and opportunity pursuit activities
- Apply a thorough understanding of Parker divisions, technical capabilities, operational capacity, repair and overhaul capabilities, service offerings, and market intelligence to influence internal and external customer strategies
- Maintain professional and technical knowledge by attending educational workshops, reviewing trade and technical publications, developing professional networks, participating in professional associations, and attending industry trade shows
- Recommend actions by analyzing and interpreting customer, market, competitive, program, financial, and operational data and making complex comparative analyses
- Act as a consultant to management on significant OEM aftermarket, defense sustainment, customer strategy, capture, and market development issues
- May provide leadership to cross-functional teams, customer strategy teams, or ad-hoc project teams supporting aftermarket growth and defense business development
- Demonstrate understanding of lean principles, high-performance teams, and continuous improvement practices
- Serve as a technical and business development subject matter expert, sharing specialized customer, market, product, platform, and aftermarket knowledge with others
- Represent Parker in customer meetings, strategic business reviews, capture activities, industry events, trade shows, and program discussions
- Contribute to team effort by accomplishing related results as needed
- Work assignments may include cross-functional or project team responsibilities, including continuous improvement initiatives
Skills
- Bachelor's degree in marketing, Engineering, Business, or related field, and experience that has provided both theoretical and practical knowledge in aerospace, defense, OEM aftermarket, military sustainment, or business development
- Demonstrated ability to perform the essential functions of the job typically acquired through eight or more years of increasingly responsible experience, including two or more years of high-level program management, OEM aftermarket business development, defense business development, aerospace marketing, capture management, or strategic account management experience
- Established customer contacts and demonstrated experience working with major aerospace OEMs, defense primes, military sustainment organizations, or strategic aftermarket customers such as GE Aerospace, Pratt & Whitney, Rolls-Royce, Lockheed Martin, Sikorsky, Derco, Boeing Defense, Northrop Grumman, RTX/Collins, or similar customers
- Comprehensive knowledge of aerospace and defense aftermarket practices, OEM support models, military sustainment requirements, company products, technologies, regulations, service capabilities, and policies related to business development
- Strong understanding of OEM aftermarket channels, military sustainment programs, spares forecasting, repair and overhaul support, reliability improvement initiatives, platform lifecycle management, defense acquisition processes, and long-cycle sales
- Knowledge of program management and business processes, including technical proposal development, business proposal development, capture planning, pricing strategy, contract development, customer negotiations, and long-term agreement development
- Knowledge of domestic and international customer budgeting, acquisition processes, procurement procedures, and aftermarket support requirements
- Knowledge of government and industrial procurement regulations and practices
- Knowledge of competitors' products, aftermarket offerings, repair capabilities, market positioning, technology trends, customer strategies, and national, industrial, business, and political interests affecting aerospace and defense programs
- Knowledge of other companies' products and capabilities for potential teaming, partnerships, and strategic alliances
- Knowledge of related U.S. and international rules and regulations applicable to aerospace, defense, OEM aftermarket, military sustainment, repair, overhaul, and customer support activities
- Ability to work on highly complex problems where analysis of situations or data requires evaluation of intangible variables, incomplete data, competing priorities, customer expectations, and long-term business implications
- Ability to understand customer challenges from a broad, strategic, and lifecycle perspective and translate those needs into OEM aftermarket and defense business development strategies
- Ability to read, analyze, and interpret complex policies, contracts, customer requirements, acquisition documents, repair and sustainment requirements, and market information
- Ability to respond to significant inquiries or complaints from customers, regulatory agencies, members of the business community, and internal stakeholders
- Ability to define problems, collect data, establish facts, draw valid conclusions, and make sound business recommendations
- Ability to use standard business applications software, CRM tools, forecasting systems, pipeline management tools, and customer/account planning tools
- Ability to effectively and persuasively present information to top management, customers, government stakeholders, OEM aftermarket leaders, defense prime customers, and/or boards of directors
- Ability to translate customer requirements, fleet needs, reliability issues, projected demand, and technical challenges into business development strategies and customer-focused solutions
- Ability to demonstrate team member competencies and participate in goal setting, performance feedback, and self-development activities
- This position is subject to meeting U.S. export compliance and/or U.S. Government contracting citizenship eligibility requirements
Benefits
- Participation in Annual Incentive Program
- Comprehensive coverage for medical, prescription drugs, dental, vision, voluntary optional life, accident insurance, hospital indemnity insurance and critical illness insurance with competitive premium cost.
- 401(k) Plan with company matching contributions at 100% of the first 5% of pay.
- Company provided defined-contribution retirement plan with annual contribution equal to 3% of pay.
- Career development and tuition reimbursement.
- Paid parental leave.
- Short- and long-term disability programs.
- Adoption assistance.
- A Care.com membership.
- Financial planning assistance provided at no cost to you.
- Supplemental benefit programs including identity protection, legal protection, and pet wellness are available at competitive rates.
- Paid Time Off and Company-Paid Holidays.
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