Business Development Director

Director, Business Development

The Director, Business Development (BD) is responsible for the identification and presentation of technology solutions to fill United States Navy operational gaps through the employment of advanced unmanned systems capabilities, counter-unmanned systems and strike capabilities, and autonomous and artificial intelligence solutions. This position supports the Navy capture strategy and engagement strategy efforts, executes capture planning to the satisfaction of the customer and the AeroVironment (AV) staff, and maintains close ties to the customer program offices and units following contract award.

Position Responsibilities

• Builds trusted relationships across assigned customer organizations at all levels and facilitate the same for others within AeroVironment
• Identifies and wins new business opportunities for AeroVironment while meeting the needs of assigned customers
• Represents AeroVironment to the customer organization and continuously works to strengthen the company's reputation within the customer organization
• Utilizes new business processes and the AV Capture Customer Relationship Management (CRM) tool, Salesforce
• Creates capture plans with compelling win strategies for major sales opportunities
• Conducts market research to assess size and potential value of an opportunity
• Conducts competitive assessments to understand strengths and weaknesses of AeroVironment solutions considering competition
• Supports monthly forecast reviews and annual strategic planning process
• Helps prioritize company investment recommendations
• Identifies funding sources, contract vehicles, influencers, and decision-makers with prospective customer organizations and engages to shape requirements for AV solutions
• Communicates regularly with management and works closely with Product Line Management to provide customer requirements and competitive feedback
• Qualifies new leads and manages meetings to identify initial customer requirements
• Assists with marketing collateral development
• Works with Product Line Managers and the Engineering Department to identify technology needs and connect them with funding sources
• Builds partnerships with other companies to pursue specific opportunities and enhance AV product offerings
• Works on significant and unique issues where analyses of situations, or data, could require evaluations of intangibles amongst other available information
• Performs other duties as assigned

Basic Qualifications (Required Skills & Experience)

• Bachelor's degree in Engineering, Physical Science, Business, or relevant discipline is required, or equivalent combination of education, training, and experience
• 14-20 years of relevant or equivalent experience (inclusive of military experience)
• United States Navy or Coast Guard experience preferred
• Background related to aerial weapons employment including: Air Launched Effects (ALE), loitering munitions, small and medium UAS, counter UAS, precision strike, and Manned-Unmanned Teaming, preferred
• Prior relevant experience engaging US Navy or maritime senior leaders is desired
• Proven understanding of US Navy customer requirements/needs/issues and capability gaps is desired
• Understanding of FAR/DFARS, OTAs, and Middle-Tier Acquisition is a plus

Preferred Qualifications (Desired Skills & Experience)

• Advanced degree is preferred
• Strong communication, negotiation, strategic planning and interpersonal skills
• Demonstrated leadership skills
• Working knowledge of typical contracts used by assigned customer segment (US Government, Non-DOD; US Government, DOD; or International)
• Understanding of US Government acquisition and program planning processes
• Demonstrated business experience; ability to develop and maintain internal and external trust-based, professional relationships
• Assesses the degree of risk and opportunity in plans or actions and takes appropriate action to mitigate them or makes plans to build on the opportunity
• Computer skills with proficiency in MS Office (Word, PowerPoint, Excel, Outlook)
• Ability to excel in a fast-paced, deadline-driven environment where small teams share a broad variety of duties
• Takes ownership and responsibility for assigned tasks and revenue achievement
• Committed to learning from mistakes and driven to improve and enhance performance of oneself, others, and the company
• Focuses on teamwork and puts the success of the team above own interests
• Ability to travel within contiguous US from 25-50% of time; potential for periodic outside continental US travel
• Displays strong initiative and drive to accomplish goals and meet company objectives; delivers message to Garcia

Physical Demands

• Ability to work in an office environment (Hybrid)
• Required to sit and stand for long periods; talk, hear, and use hands and fingers to operate a computer and telephone keyboard (Frequent)

Special Requirements

• U.S. Citizenship required
• Ability to obtain and maintain a security clearance (up to Top Secret, if required)
• Ability to travel within contiguous US from 25-50% of time; potential for periodic outside continental US travel
• Must have a valid driver's license and clean DMV record

The salary range for this role is:

$175,000 - $315,000

AeroVironment considers several factors when extending an offer, including but not limited to, the location, the role and associated responsibilities, a candidate's work experience, education/training, and key skills.

ITAR Requirement:

This position requires access to information that is subject to compliance with the International Traffic Arms Regulations ("ITAR") and/or the Export Administration Regulations ("EAR"). In order to comply with the requirements of the ITAR and/or the EAR, applicants must qualify as a U.S. person under the ITAR and the EAR, or a person to be approved for an export license by the governing agency whose technology comes under its jurisdiction. Please understand that any job offer that requires approval of an export license will be conditional on AeroVironment's determination that it will be able to obtain an export license in a time frame consistent with AeroVironment's business requirements. A "U.S. person" according to the ITAR definition is a U.S. citizen, U.S. lawful permanent resident (green card holder), or protected individual such as a refugee or asylee. See 22 CFR 120.15. Some positions will require current U.S. Citizenship due to contract requirements.

Benefits: AV offers an excellent benefits package including medical, dental, vision, 401(k) with company matching, and flexible work schedule options. Depending on your business unit, role, and customer contract requirements, select programs may offer a 9/80 work schedule and paid holiday shutdown. For more information about our company benefit offerings please visit:

We are proud to be an EEO/AA Equal Opportunity Employer, including disability/veterans. AeroVironment, Inc. is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Qualified applicants will receive fair and impartial consideration without regard to race, sex, color, religion, national origin, age, disability, protected veteran status, genetic data, sexual orientation, gender identity or other legally protected status.