Vice President of Business Development and Sales

Vice President Of Business Development & Sales

The Vice President of Business Development & Sales is responsible for driving top-line revenue growth for the Part 145 Repair Station by securing new MRO contracts, expanding existing customer accounts, and building a sustainable sales pipeline. This role owns the full sales cycle—from prospecting and quoting through contract close—and serves as the primary commercial interface between the repair station and its customers, ensuring capacity is filled with profitable, well-scoped work. This position will report directly to the President / CEO.

Essential Functions And Responsibilities

Revenue Generation & Sales

• Identify, pursue, and close new business across target segments (e.g., commercial, regional, cargo, business/general aviation, military/government, OEMs).
• Achieve or exceed annual revenue, margin, and new-account targets.
• Manage the full sales cycle: lead generation, customer qualification, capability presentations, RFQ/RFP responses, negotiation, and contract execution.
• Grow revenue within existing accounts through cross-selling additional capabilities and repair scopes.

Pipeline & Account Management

• Build and maintain a robust, forecasted sales pipeline using CRM tools.
• Develop and manage long-term customer relationships, serving as the senior commercial point of contact.
• Negotiate pricing, turn-time (TAT) commitments, and contractual terms (MSAs, power-by-the-hour, time-and-material).

Market & Capability Strategy

• Analyze market trends, fleet activity, competitor positioning, and emerging repair demand to guide pursuit strategy.
• Partner with operations and accountable management to align selling efforts with the repair station's capabilities, ratings, and capacity (per the Operations Specifications and Capabilities List).
• Recommend new capabilities, ratings, or certifications that represent profitable growth opportunities.

Cross-Functional Coordination

• Work with Quality, Engineering, and Production to ensure quotes are accurate, scopes are achievable, and customer commitments are realistic.
• Coordinate with Finance on pricing models, credit terms, and contract profitability.
• Represent the company at industry trade shows, conferences, and customer site visits.

Reporting

• Provide regular forecasts, win/loss analysis, and pipeline reporting to executive leadership.

Required Qualifications

• Bachelor's degree in Business, Aviation Management, Engineering, or related field (equivalent experience considered).
• 7+ years of business development or sales experience, with at least 3–5 years selling MRO services within a Part 145 repair station, OEM, or aviation aftermarket environment.
• Demonstrated track record of meeting/exceeding revenue and margin targets and closing complex, multi-year service contracts.
• Working knowledge of 14 CFR Part 145 repair station operations, capabilities, ratings, and the relationship between Ops Specs and what can be sold.
• Strong understanding of MRO commercial models (T&M, flat-rate, power-by-the-hour, exchange/loaner programs).
• Excellent negotiation, presentation, and relationship-management skills.
• Proficiency with CRM platforms and Microsoft Office.

Preferred Qualifications

• Established network of airline, lessor, MRO, or OEM contacts.
• Experience with specific commodity areas relevant to the station (e.g., airframe/heavy check, engine/APU, components, avionics, landing gear, wheels & brakes, NDT).
• A&P certificate or technical aviation background.
• International sales experience.

Key Performance Indicators

• New revenue booked vs. target
• Pipeline value and conversion rate
• Customer retention and account growth
• Quote-to-close cycle time
• Capacity utilization filled through new contracts

Competencies

Hunter mentality, commercial acumen, technical fluency in aviation maintenance, customer-first orientation, and the ability to translate shop-floor capabilities into compelling value propositions.

Work Environment

This job operates in indoor settings, including office and warehouse/airplane hangar environments that require standard office equipment such as computers, phones, and printers. The work environment is occasionally loud.

While performing the duties of this job, the employee may be occasionally exposed to fumes or airborne particles, moving mechanical parts and vibration.

Physical Demands

The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions. While performing the duties of this job, the employee is regularly required to sit. In addition, the employee frequently is required to use the fingers to make small movements such as typing, picking up small objects, or pinching fingers together. In addition, the employee is occasionally required to walk; reach with hands and arms; stoop, kneel, crouch, or crawl; and talk or hear. Light work; exerts up to 20 lbs. occasionally and up to 10 lbs. frequently. Specific vision abilities required by this job include close vision, peripheral vision, depth perception, and the ability to adjust focus.

Travel

Travel is expected for this position (up to 50%).

Work Authorization/Security Clearance

Must be able to work in the US without sponsorship legally.

Equal Employment Opportunity And Affirmative Action Plan

Aspire MRO provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. Aspire will also take affirmative action as called for by applicable laws and Executive Orders to ensure that minority group individuals, females, disabled veterans, recently separated veterans, other protected veterans, Armed Forces service medal veterans, and qualified disabled persons are introduced into our workforce and considered for promotional opportunities.