Director of Defense Aviation Sales & Strategy

Mid-Continent Instrument Co.; Wichita (KS); On-site; USD 140,000 - 180,000; Full time

Job summary

Mid-Continent Instruments and Avionics seeks a Director of Defense (Aviation Programs) to lead sales strategy in the defense aviation market and drive contract acquisitions for DoD and federal customers. The role emphasizes building and maintaining customer relationships, strategic planning, and navigating complex procurement pathways.

The candidate should have a bachelor’s degree in business, 10+ years in aviation, 5+ years in supervision, and the ability to obtain a DoD clearance.

Qualifications

• Bachelor’s degree in business administration or related field.
• Minimum of 10 years of direct aviation experience, preferably with exposure to aviation electrical and avionics systems.
• Minimum of 5 years of direct supervision experience.
• Ability to obtain and maintain a US Government and DoD security clearance.
• Experience selling to government customers and defense primes along with an understanding of DoD acquisition processes and contracting.
• Strong program/project management skills.
• Strong record of negotiating contracts.
• Excellent presentation skills.
• Proficient with Microsoft Office.
• Strong attention to detail.
• Organized, focused, and results oriented.
• Problem solver with critical thinking and prioritizing skills.
• Excellent verbal, written, and interpersonal communication skills.
• FAA A&P and/or Pilot’s license.
• Develop and implement a business strategic plan for defense groups
• Navigate complex government procurement pathways (such as OTAs, CSOs, consortiums, and traditional FAR-based contracts), leading RFIs/RFPs and pricing strategies
• Coach, mentor, motivate and develop direct reports
• Navigate shifting agency directives to ensure zero disruption to ongoing government programs
• Monitor federal procurement directives, compliance briefs, and defense agency priorities to proactively align the sales pipeline with changing government requirements
• Monitor competitive threats and conduct competitive analysis
• Develop, review, negotiate, and manage business contracts including long-term agreements (LTAs) and product support agreements (PSAs)
• Travel up to 50% annually to meet business needs

Responsibilities

• Drive sales strategy in the defense aviation marketplace with a focus on business development and contract acquisitions for military, DoD, IC, and federal government customers.
• Cultivate new and maintain existing customer relationships.
• Develop and implement a business strategic plan for defense groups.
• Navigate complex government procurement pathways, RFIs/RFPs, and pricing strategies.
• Coach, mentor, motivate and develop direct reports.
• Navigate shifting agency directives to ensure zero disruption to ongoing government programs.
• Monitor federal procurement directives, compliance briefs, and defense agency priorities to align the sales pipeline with changing government requirements.
• Monitor competitive threats and conduct competitive analysis.
• Develop, review, negotiate, and manage business contracts including LTAs and PSAs.
• Travel up to 50% annually to meet business needs

Skills

Presentation skills

Program management

Contract negotiation

Communication skills

Attention to detail

Organizational skills

Problem solving

Interpersonal skills

Microsoft Office

Supervision experience

Aviation knowledge

Education

Bachelor's degree in business administration or related field

FAA A&P and/or Pilot’s license

Tools

Microsoft Office

Job description

Mid-Continent Instruments and Avionics seeks a Director of Defense (Aviation Programs) to lead sales strategy in the defense aviation market and drive contract acquisitions for DoD and federal customers. The role emphasizes building and maintaining customer relationships, strategic planning, and navigating complex procurement pathways.

The candidate should have a bachelor’s degree in business, 10+ years in aviation, 5+ years in supervision, and the ability to obtain a DoD clearance.