About Proponent:
Proponent is the world’s largest independent, employee-owned distributor of aircraft parts, serving customers worldwide. With more than 600 employees across 14 global locations, we take pride in helping keep thousands of aircraft flying safely and efficiently every day. For over 50 years, we’ve built the systems, relationships, and expertise that aviation relies on, from responsive quoting and on-time shipments to data-driven improvements that reduce turnaround time and cost. As a 100% employee-owned company, everyone at Proponent is an owner, which means we share responsibility for our success, look out for one another, and bring dedication and creativity to aviation logistics. Guided by our core values, empathy, intelligence, agility and integrity, we work as a trusted partner to keep aircraft in service and customers moving forward. At Proponent, you’ll join a global team committed to doing things right and supporting each other, helping keep aircraft flying and the world connected.
Business Development Director
Job Summary:
Location: Remote
The Director, Business Development is responsible for driving the strategic expansion of Proponent’s supplier portfolio by identifying, prioritizing, and securing high-value supplier partnerships within the aerospace aftermarket. This role owns the end-to-end development of new supplier opportunities, including opportunity origination, strategic qualification, value proposition development, business model design, and commercial negotiation. The Director ensures that new partnerships are aligned with Proponent’s long-term portfolio strategy and deliver sustainable commercial value. Working cross-functionally with Sales and Product Management, the Director structures and negotiates agreements that balance growth objectives, margin expectations, and risk exposure. The role requires strong commercial judgment, the ability to assess trade-offs, and the discipline to advance only those opportunities that meet defined strategic and financial criteria. The Director builds consultative, multi-level relationships with supplier organizations and positions Proponent as a differentiated, value-added partner. The role operates with a high degree of autonomy and is accountable for maintaining a robust pipeline of qualified opportunities that contribute meaningfully to Proponent’s growth objectives.
Job Responsibilities:
1. Supplier Strategy & Opportunity Development
- Identify, evaluate, and prioritize prospective supplier partners aligned with Proponent’s portfolio strategy and growth objectives
- Maintain an active pipeline of qualified supplier opportunities, with clear prioritization based on strategic fit and commercial potential
- Leverage industry knowledge, market intelligence, and professional network to originate new opportunities
2. Strategic Evaluation & Positioning
- Assess opportunities based on strategic alignment, commercial attractiveness, competitive dynamics, and portfolio impact
- Develop differentiated supplier value propositions leveraging Proponent’s global reach, customer access, and market intelligence
- Diagnose supplier needs and position tailored solutions aligned with both supplier objectives and Proponent strategy
3. Business Model Design & Deal Structuring
- Define and structure appropriate distribution and commercial models based on opportunity requirements
- Lead the structuring of commercial agreements to ensure appropriate balance of growth, margin, and risk exposure
- Incorporate key commercial protections including margin structure, inventory exposure, channel alignment, and governance considerations
4. Commercial Negotiation & Contracting
- Lead negotiations of new supplier agreements, ensuring terms and conditions support long-term value creation for Proponent, its suppliers and its customers
- Exercise strong commercial judgment in shaping, progressing, or declining opportunities based on defined criteria
- Ensure all agreements comply with company policies, legal requirements, and ethical standards
5. Cross-Functional Alignment & Transition
- Collaborate closely with Sales and Product Line Management to align on opportunity selection, value proposition, and commercial approach
- Lead the transition from deal development to implementation, ensuring alignment of commercial intent and execution plan
- Provide guidance and support to Product Line Management on complex commercial negotiations or supplier-related matters
6. Supplier Relationship Development
- Establish and maintain relationships with key stakeholders and decision-makers across supplier organizations
- Engage at multiple organizational levels to build trust, credibility, and long-term partnership potential
- Position Proponent as a strategic, consultative partner in the supplier’s distribution and aftermarket strategy
7. Market Intelligence & Continuous Improvement
- Develop and maintain a deep understanding of the aerospace aftermarket landscape, including supplier strategies, competitive environment, and emerging opportunities
- Translate market insights into actionable business development initiatives
- Share relevant insights with internal stakeholders to inform strategy and decision-making
Qualifications/Requirements:
- Bachelor’s degree in Business, Marketing, Aerospace, or related field (or equivalent experience)
- Minimum of 7+ years of relevant experience in aerospace, distribution, OEM, or MRO environments
- Demonstrated experience in negotiating and structuring commercial agreements and supplier partnerships
- Strong commercial and financial acumen, including pricing, margin, and risk evaluation
- Proven ability to originate and develop new business opportunities and strategic partnerships
- Established network within the aerospace supplier ecosystem (preferred)
- Ability to operate independently, manage multiple priorities, and drive outcomes in a cross-functional environment
Benefits and Perks of joining the team:
- Medical, Dental, and Vision plan options
- Employee Stock Ownership Plan
- 401k Plan
- Vacation, Sick, and Holidays
- Good work-life balance
- WFH Hybrid available for most positions
