Supplier Business Development Principal (USI10) (3181)

SUMMARY: The Supplier Business Development Principal provides strategic leadership for VSE's supplier growth portfolio, developing and implementing the enterprise strategy for new Distribution and MRO partnerships across the global aviation aftermarket. Serving as a senior advisor to executive leadership, this role shapes and captures high-value supplier opportunities, leads commercially significant and strategically complex negotiations, and establishes the standards, frameworks, and governance through which supplier campaigns are pursued and executed enterprise-wide. Exercises broad latitude and independent judgment on matters of significance, provide guidance, mentorship, and technical supervision to less experienced business development professionals, and is accountable for delivering material and sustained revenue, margin, and market-share growth. This position is initially structured as an individual contributor role with the scope and expectation to assume direct supervisory responsibility as the portfolio expands.

Duties & Responsibilities

• Develop, implement, and own the enterprise strategy for supplier business development, translating corporate growth objectives into a multi-year roadmap of Distribution and MRO pursuits.
• Provide strategic guidance and direction to executive leadership on supplier portfolio positioning, white-space opportunities, and long-range market entry decisions.
• Establish and govern the standards, processes, playbooks, and success criteria through which supplier opportunities are identified, qualified, and advanced across the organization.
• Direct the identification, evaluation, and prioritization of high-value supplier partners for new distribution and MRO programs, including OEMs and tier-one suppliers.
• Cultivate and sustain executive-level supplier relationships, serving as VSE's senior representative and trusted advisor in those partnerships.
• Lead the development and execution of complex, multi-stakeholder new business campaigns, ensuring alignment of resources, milestones, and commercial objectives.
• Set negotiation strategy and lead negotiation of commercially significant distribution and MRO agreements, defining walk-away positions and securing terms that protect enterprise margin and risk posture.
• Direct financial modeling and business case development - revenue, margin, inventory investment, working capital, and operating cost - in partnership with Finance, and validate the assumptions underpinning investment decisions.
• Present, defend, and secure approval for major supplier opportunities before senior executives and investment decision authorities.
• Partner with Legal, Compliance, and Contracts to structure agreements that mitigate enterprise risk, including export control, intellectual property, indemnity, and liability provisions.
• Interpret market intelligence, competitor activity, fleet forecasts, and supply availability to shape and continuously refine supplier growth strategy.
• Provide guidance, coaching, mentorship, and technical supervision to Managers, Senior Managers, and analysts supporting supplier business development, and assume formal supervisory responsibility for the function as it scales.
• Collaborate across Sales, Supply Chain, Operations, Quality, and Program Management to ensure disciplined transition of newly awarded programs from award through steady-state execution.
• Define, track, and report key performance indicators for the supplier business development pipeline, providing executive-level visibility into pipeline health, capture rates, and realized revenue.
• Represent VSE at industry events, trade shows, conferences, and executive supplier reviews to advance the company's market position and cultivate new partnership opportunities.
• Champion continuous improvement of the supplier business development function, including tools, systems, talent development, and organizational capability.

MINIMUM REQUIREMENTS:

• Bachelor's degree in business, supply chain, aviation management, engineering, or related field

• OR an additional 3 years of specific work experience in lieu of degree.

• 10 years of experience in supplier business development, strategic sourcing, commercial business development, or supplier management, with a substantial portion in the aviation or aerospace sector.

• 7-9 years of leadership experience.

• Demonstrated success developing and implementing enterprise-level growth strategies that delivered measurable revenue and margin results.

• Proven experience leading complex, high-value commercial negotiations, including sole-source and multi-year distribution and MRO agreements.

• Executive presence, with a track record of presenting to and influencing C-suite, board-level, and supplier executive audiences.

• Expert knowledge of aviation parts distribution, MRO operations, and aftermarket supply chains.

• Demonstrated ability to provide guidance, mentorship, and supervision to experienced professionals, whether through direct reporting relationships or matrixed leadership.

• Ability to exercise broad latitude and independent judgment on matters of significance with minimal direction.

• Ability to travel domestically and internationally up to 60% of the time.

• Proven ability to communicate with executives, customers, and suppliers professionally, persuasively, and clearly.

• Demonstrated success solving ambiguous, high-stakes problems in a fast-paced, high-pressure environment.

• Ability to lead and prioritize a portfolio of concurrent strategic initiatives to meet enterprise goals and deadlines.

• Ability to develop and implement sensible strategies, structures, and operating models that improve workflow, governance, and organizational efficiency.

• Advanced proficiency with Microsoft Office Suite, including Word, Excel, PowerPoint, Outlook, and scheduling applications.

• Able to direct and coordinate the work and activities of others by building mutual trust, respect, and cooperation among team members and cross-functional stakeholders.

• Ability to work effectively and self-directedly in a fully remote environment.

PREFERRED REQUIREMENTS:

• Master's degree or MBA
• 15+ years of progressive operational, commercial, or business development work experience
• 10+ years of leadership experience, including direct supervision of professional staff.
• 10+ years of aviation or aerospace industry experience
• Established network of OEM and supplier executive relationships within the aviation aftermarket.
• Experience building and scaling a supplier business development function, including process, tooling, and talent.
• Experience with P&L ownership or management of a significant capital or inventory investment portfolio
• Experience preparing commercial invoices, filing AES, and knowledge of customs regulations and U.S. export rules and regulations.
• Knowledge of Quantum Control Software
• Knowledge of ISO 9001:2015 and/or AS9120

OTHER:

• The selected applicant will be subject to a background check and drug testing.
• This position is fully remote; the incumbent may reside anywhere in the continental United States with reasonable access to a major commercial airport.
• Domestic and international travel is required up to 60% of the time.
• This position is initially an individual contributor role and may transition to a supervisory position with direct reports based on business need.