Aviation Capture Management Director

2 weeks ago

Vancouver, Canada Carbon Engineering Ltd. Full time

We are seeking an experienced and dynamic **Director, Aviation Capture Management** to lead key pursuits in the aviation sector. Reporting to our Vice President of Strategic Partnerships who is based in Vancouver, Canada and working closely with our sales, legal, policy, and product teams who are in Vancouver, Houston, and London, you will play a critical role in securing new business opportunities. Your expertise will drive strategic growth, foster client relationships, and contribute to both our organization’s and our customers’ success.

**Responsibilities**
- ** Complex Sales**:Demonstrated proficiency in complex sales processes. Navigate intricate customer and stakeholder networks, support customer champions, build capture teams, and progress through procurement life cycle to close high-value deals.
- ** Business Opportunity Analysis and Evaluation**: Work with our sales and marketing teams to evaluate potential business opportunities related to aviation contracts, partnerships, and collaborations, and make recommendations on opportunities to pursue. Work with our market analysis and policy teams to stay informed about, and help influence, industry trends, market dynamics, and emerging technologies.
- ** Strategic Vision**:Develop a compelling vision for winning capture strategies. Collaborate with cross-functional teams to create innovative approaches that align with organizational goals.
- ** Client Engagement**: Cultivate strong relationships with key stakeholders, including airlines, airports, manufacturers, and industry partners. Understand their needs, pain points, commercial economic drivers, and long-term objectives.
- ** Capture Planning**:Lead the development of comprehensive capture plans. Define win themes, competitive differentiators, contact plans, and risk mitigation strategies. Coordinate proposal development efforts.
- ** Market Intelligence**:Conduct thorough market research to assess competitive landscapes, pricing structures, and regulatory requirements. Leverage this knowledge to develop winning capture strategies.
- ** Sustainability and Carbon Removals**: Leverage your deep understanding of sustainability practices and carbon reduction initiatives within the aviation industry. Explore innovative solutions that align with net-zero goals.
- ** Travel**:It is expected that this role will involve significant international and domestic travel, in addition to travel to Houston and Vancouver (if not located in one of those locations). Expect to be on the road at least 25-50% of the time.

**Qualifications and Key Competencies**
- ** Demonstrated Track Record**:Showcase your proven ability to execute and win complex capture efforts. Highlight successful contract wins, revenue growth, and client satisfaction. Demonstrated analytical, reasoning, planning and problem-solving abilities.
- ** Experience**: A minimum of 10-15 years of relevant experience in capture management, business development, or related roles within the aviation industry, and a cumulative at least 15+ years total experience. Ideally experience with the Miller-Heiman Strategic Selling framework for business capture.
- ** Aviation Industry Knowledge**: In-depth understanding of aviation operations, regulations, and market dynamics. Familiarity with sustainable aviation practices is highly desirable.
- ** Strategic Thinking**:Ability to think strategically, anticipate market shifts, and adapt capture strategies accordingly.
- ** Collaborative Leadership**: Strong interpersonal skills to collaborate with cross-functional teams, clients, and partners. Demonstrated collaborative approach, finding win/win solutions to challenging problems and earning trust through transparency, consistency, and teamwork.
- ** Contracting**: Experience negotiating and reviewing contracts for large commercial transactions with international customers. Demonstrated experience working constructively with internal and external legal stakeholders to reach win-win solutions in challenging situations.
- ** Communications and Public Speaking**: Excellent written and verbal communication skills. Either experience and comfort presenting complex topics to large groups, or a desire and interest in developing capability in this area with proven aptitude in smaller venues. Demonstrated skills in communicating technical information to non-technical and technical customers.
- ** Organizational Skills**: Excellent time-management, organizational, and record-keeping skills. Excellent project management skills and the ability to work with team members and clients across time zones. Must be organized, detail-oriented and a resourceful problem solver with the ability to formulate and execute efficiently and effectively with mínimal supervision.
- ** Bachelor’s Degree**: A degree in business, engineering, or a related field is preferred.

**Location**

This position can be based anywhere globally, with a preference for Houston, Texas or Vancouver, British Colu

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