Director, Government & Defense (USP5) (3383)

SUMMARY: VSE Aviation is building a dedicated Government & Defense Business Unit within our Distribution Group, and this role will have responsibility over it. This is a build and scale opportunity: the Director owns the full P&L, sets the strategy and annual targets, and builds the team, processes, and operating model to grow our US and foreign government aftermarket distribution business. The Director partners with our OEMs to expand the product lines and programs we support for military and government end users, and leads the team responsible for business development, government bidding and contracting, product line management, and supply chain execution, while ensuring compliance with government contracting, export control, and OEM requirements. This is a true general manager role with visibility, leadership support, and runway to grow the business and the team, as part of a leading and fast-growing global aerospace distributor.

DUTIES & RESPONSIBILITIES:

Responsibilities include, but are not limited to:

- Own the full P&L of the Government & Defense Business Unit, including revenue, margin, inventory, and budget performance, and deliver against the annual plan and long-term growth targets.

- Build and scale the business unit: define the organization structure, hire and develop the team, and stand up the processes, systems, and KPIs needed to grow the business.

- Make staffing, budget, and pursuit decisions, balancing revenue and profit targets against headcount and team capacity.

- Develop and execute the multi-year growth strategy for VSEs government and defense distribution business across legacy and newly acquired entities, including direct US government (DLA and military services), prime contractor, Foreign Military Sales (FMS), and foreign government channels.

- Lead the capture and bid process, including identification, research, and bid/no-bid decisions on government solicitations. Approve and oversee large-scale proposals, pricing strategy, and long-term agreements and contract vehicles.

- Serve as the senior point of contact with government contracting officers and agency representatives and negotiate in the companys best interest.

- Ensure compliance with government contracting requirements, including FAR/DFARS, registrations and renewals (e.g., CAGE, SAM.gov), ITAR/EAR export control, cybersecurity requirements (NIST SP 800-171, CMMC), supplier intake and traceability, and contractual obligations and reporting.

- Develop and sustain senior-level relationships with OEM partners, and lead negotiation and renewal of distribution agreements that support military and government sales.

- Pursue and lead new business development opportunities with OEMs, prime contractors, and government customers to win additional product line and program scope and build a qualified pipeline.

- Direct escalation of late deliveries from manufacturing partners and hold partners accountable to delivery commitments.

- Direct market intelligence efforts, identify key threats and opportunities, and approve and oversee execution of strategic plans.

- Approve forecasts and ensure the internal ordering strategy maximizes profit while maintaining appropriate inventory levels, including oversight of the aging inventory plan in accordance with company policy and acceptable risk levels.

- Monitor key performance indicators, analyze results, and direct strategic actions in line with company direction.

- Partner with Finance, Sales, Legal, Trade Compliance, Quality, and Supply Chain to implement margin improvement initiatives and manage risk.

- Communicate Government & Defense performance, metrics, and strategy to internal and external stakeholders and senior leadership at business reviews or as needed.

- Ensure OEM and customer reporting is produced, analyzed, and distributed accurately and on time.

- Represent VSE at government and defense industry events and trade shows and travel for OEM and customer visits.

- Recruit, lead, and develop a high-performing team, and build a bench of future leaders for the business unit.

- Other duties as assigned.

Qualifications

MINIMUM REQUIREMENTS:

- Bachelors degree in Business, Supply Chain, Engineering, or a related field

- Or an additional 3 years of specific work experience in lieu of degree.

- 10 years of experience in aerospace, defense, or government contracting, including 7 years of people leadership experience

- Hands-on experience with US government contracting, including DLA and/or DoD solicitations, proposals, pricing, and contract administration

- Working knowledge of FAR/DFARS and ITAR/EAR export control requirements

- Proven track record of growing a business or product line with P&L accountability, including building teams and processes from an early stage

- Strong commercial, financial, and analytical skills

- Strong executive presence and communication skills, with the ability to negotiate with government customers, OEMs, and senior leadership

- Fluent in English

PREFERRED REQUIREMENTS:

- Masters degree or MBA

- Aviation aftermarket distribution experience, ideally including OEM authorized distribution agreements

- Experience with Foreign Military Sales (FMS) and foreign government customers

- Experience with government procurement platforms (e.g., DLA DIBBS, SAM.gov, GSA)

- Contract management certification (e.g., NCMA CFCM or CPCM)

- Active US security clearance, or the ability to obtain one

- Military service or government acquisition background

- Working knowledge of Microsoft PowerBI

- Working knowledge of Component Control Quantum

OTHER :

- The selected applicant will be subject to a background check and drug testing.

- This position requires access to export-controlled information. As such, applicant must be a U.S. Person as defined under the ITAR (22 C.F.R. 120.62), which includes U.S. citizens, U.S. lawful permanent residents, and other protected individuals in the United States.

- Active U.S. government security clearance preferred.

- Travel up to 25%, domestic and international.