Responsibilities
The Business Development Manager drives profitable aftermarket growth for Parker Meggitt Braking Systems in APAC. The role develops OE and airline (Aftermarket) strategies, leads sales and marketing initiatives, manages existing aftermarket accounts, and serves as the primary commercial interface with customers. Responsibilities include market forecasting, sales growth, contract and pricing strategy, and leading aftermarket programs for wheel, brake, brake control systems, and associated products in alignment with Parker's Win Strategy. Position will be expected to manage a team of two team members as part of the expansion plan.
Business Development & Sales
- Develop and execute OE and airline strategies, sales plans, and marketing initiatives for APAC.
- Seek new OE business opportunities in the braking systems market.
- Build and manage a robust pipeline of aftermarket opportunities; deliver annual sales growth and margin targets.
- Inform customers of new products, services, and pricing; develop competitive value propositions and capture plans.
Customer Account Management
- Serve as primary point of contact for assigned airline and operator accounts; maintain strong, long-term relationships.
- Ensure customer requirements are understood and met, maximizing customer satisfaction and retention.
- Lead platform strategies to grow/sustain market share from Entry Into Service (EIS) through aircraft retirement.
- Coordinate resolution of customer priorities and issues directly with internal stakeholders (SSO, engineering, operations, finance, etc.).
Commercial & Contracting
- Develop and negotiate contractual agreements and long-term agreements within approved limits.
- Define pricing strategies and commercial models, including Cost per Brake Landing, Power-by-the-Hour, and per-event contracts.
- Analyze opportunities, perform financial trade-off analyses, and present recommendations to leadership.
- Maintain and improve customer scorecards, airline fleet data, and pricing tools.
Lifecycle, Risk & Market
- Lead aftermarket strategies and contingency planning for assigned platforms; manage Risk & Opportunity (R&O).
- Oversee End of Life (EOL) support, Last Time Buy (LTB), obsolescence, and divestment strategies.
- Provide oversight of warranty claims and related costs.
- Identify future market trends in the aircraft aftermarket and provide input to product and pricing strategy.
Marketing & External Engagement
- Prepare/coordinate product brochures and marketing materials.
- Support tradeshow and conference participation, including customer meetings and follow-up.
- Engage with third-party service providers as needed to support airline customers.
General
- Support regional customers across multiple time zones; occasional nights/weekends as required.
- Travel domestically and internationally up to 40%, including occasional extended trips.
- Perform other related duties as assigned.
Qualifications
Education and experience
- Bachelor's degree in Business, Engineering, or related field.
- Minimum 5 years in program management and/or sales.
- At least 10+ years in the aerospace industry (operations, engineering, customer support, or equivalent).
- Experience with airline aftermarket models (Cost per Brake Landing, Power-by-the-Hour, per-event contracts).
- Relevant product experiences in wheels and brake
Skills & Competencies
- Proven ability to manage complex programs and key accounts.
- Strong sales management and consultative selling skills; demonstrated success building customer relationships.
- Knowledge of marketing analysis and data analytics.
- Solid commercial contract knowledge and proposal development experience.
- Financial acumen, including proficiency in algebra and basic financial analysis (ROS, pricing, life calculations).
- Excellent presentation, negotiation, and communication skills (written and verbal).
- Effective cross-functional collaborator; able to influence at multiple levels.
- Technical aptitude with mechanical systems (aircraft wheels, brakes, and associated systems) and willingness to learn more.
- Highly organized, detail-oriented, able to manage multiple priorities.
- Strong PC skills; MS Office required. Experience with MS Project, SAP, and Salesforce preferred.
