Business Development Manager

Hartzell Engine Technologies LLC is seeking a Business Development Manager to drive new business across aerospace, defense, and general aviation markets from opportunity identification through contract award.

Responsibilities

• Lead business development activities to identify, pursue, and win new business across aerospace, defense, and general aviation markets.
• Develop and execute capture strategies; build and manage customer relationships; lead proposals and sales pursuits through contract award.
• Partner with company leadership and cross-functional teams to define growth strategies, evaluate market opportunities, establish value propositions, and prioritize investments supporting short- and long-term profitable growth.
• Maintain strong understanding of customer requirements, competitive activity, market dynamics, and Signia capabilities to translate customer needs into actionable business and product strategies.
• Represent the company with customers, industry partners, and other external stakeholders.
• Support the short- and long-term strategic plan to meet or exceed Sales and Bookings forecasts under direction from senior leadership.
• Expand and grow the base business by identifying, analyzing, and prioritizing new opportunities in collaboration with Business Development team members and Company Leadership.
• Develop and execute strategic capture plans to help achieve financial objectives year-over-year.
• Develop new customers and markets to support short- and long-term growth objectives.
• Actively manage sales pursuits and sales plans; help maintain sales forecast to meet business objectives.
• Own the Hartzell Engine Tech proposal tracker and New Business Development forecasts.
• Lead, support, and monitor new bids and proposal activities.
• Create, refine, and present proposals, white-paper responses, and presentations to leadership and customers.
• Perform market analysis, monitor competitive activity, establish value propositions, and identify customer needs.
• Own the creation, delivery, and upkeep of product overview presentations.

Requirements

• Bachelor’s degree required; Engineering, Business, Sales/Marketing, or a related technical discipline preferred.
• Typically 5+ years of relevant experience in business development, technical sales, business management, program management, engineering, or a related field.
• Aerospace, defense, or general aviation industry experience strongly preferred.
• Demonstrated ability to identify, qualify, pursue, and win new business; develop capture strategies; and manage opportunities through the sales lifecycle.
• Ability to understand and sell highly engineered manufactured products and technical solutions.
• Understanding of aerospace, defense, general aviation, aircraft systems, engines, accessories, and related products and services.
• Ability to develop new customers and markets and establish productive relationships with key decision-makers.
• Experience leading and developing bids, proposals, white papers, presentations, and other customer-facing responses.
• Ability to translate complex technical capabilities and product features into clear, compelling customer value propositions.
• Ability to identify and translate customer needs into product requirements, market opportunities, and business strategies.
• Ability to evaluate markets, competitors, customer needs, and industry trends to identify and prioritize growth opportunities.
• Experience maintaining opportunity pipelines, sales forecasts, proposal trackers, and other business-development metrics.
• Working knowledge of pricing, margins, product costs, financial objectives, contracting, and annual budgeting processes.
• Ability to support commercial negotiations and understand customer and U.S. contracting requirements.
• Ability to lead pursuits and influence Engineering, Operations, Finance, Program Management, and other functions without direct authority.
• Strong organizational, prioritization, project-management, and time-management capabilities.
• Microsoft Office including Outlook, Word, Excel, and PowerPoint; working knowledge of CRM tools for pipeline development and tracking; familiarity with ERP/MRP/PDM systems beneficial.
• Excellent communication skills, both verbal and written.

Technologies

• Microsoft Office: Outlook, Word, Excel, PowerPoint
• CRM tools
• ERP, MRP, PDM

Technical Competencies

• Business Development & Capture Management: Identify, qualify, pursue, and win new business; develop capture strategies; manage opportunities through the sales lifecycle.
• Technical Sales: Understand and sell highly engineered manufactured products and technical solutions.
• Aerospace & Defense Market Knowledge: Understanding of aerospace, defense, general aviation, aircraft systems, engines, accessories, and related products and services.
• Customer & Market Development: Develop new customers and markets; establish relationships with key decision-makers.
• Proposal Development & Management: Lead and develop bids, proposals, white papers, presentations, and other customer-facing responses.
• Value Proposition Development: Translate technical capabilities and product features into customer value propositions.
• Voice of Customer: Identify and translate customer needs into product requirements, market opportunities, and business strategies.
• Market & Competitive Analysis: Evaluate markets, competitors, customer needs, and industry trends to prioritize growth opportunities.
• Pipeline & Forecast Management: Maintain opportunity pipelines, sales forecasts, proposal trackers, and business-development metrics.
• Commercial & Financial Acumen: Pricing, margins, product costs, financial objectives, contracting, and annual budgeting processes.
• Negotiation & Contracting: Support commercial negotiations and understand customer and U.S. contracting requirements.
• Cross-Functional Leadership: Lead pursuits and influence Engineering, Operations, Finance, Program Management, and others without direct authority.
• Planning & Project Management: Organizational, prioritization, project-management, and time-management capabilities.
• Proficient Computer Skills: Microsoft Office; CRM knowledge for pipeline development and tracking; ERP/MRP/PDM familiarity beneficial.
• Excellent Communication Skills: Verbal and written.

Behavioral Competencies

• Thinks and acts like an owner.
• Uses company resources wisely and cost-effectively.
• Shows pride in the organization and a commitment to long-term success.
• Takes full responsibility for actions; holds self to high standards of performance and integrity.
• Demonstrates high integrity, honesty, transparency, and high ethics.
• Makes decisions based on what is morally right; owns actions and holds self-accountable.
• Puts team above self; prioritizes team and company over personal gain.
• Collaborates within the department and across all functions.
• Contributes to a positive, inclusive work environment.
• Innovates and improves; supports continuous improvement efforts; shares ideas that enhance team or business performance.
• Stays open to feedback and embraces changes; demonstrates a bias towards action.
• Honors commitments; follows through on project timelines and deliverables.
• Takes ownership for responsibilities and delivers results; makes and holds commitment.
• Communicates proactively when challenges arise and adjusts plans to stay on track.