Director Business Development, Defense and Commercial Products - ASG

Published: 6/14/2022

Job Description

Summary

The Director of Business Development, Defense and Commercial Products leads the launch and growth of a new Ahtna products division supplying winches, vehicle recovery equipment, and related vehicle accessories to defense, commercial and industrial, and automotive aftermarket customers. The role leads the division’s go-to-market strategy and revenue results, translating an established base of warm customer and supplier relationships into a functioning, revenue-generating product business.

This is a builder’s role. The Director stands up the commercial foundation of a new division, including pricing architecture, channel programs, supplier agreements, distribution, and brand, while actively selling into a named pipeline of existing accounts across international defense builders, U.S. primes and government channels, upfitters, and commercial customers. The Director sequences market entry across defense, commercial and industrial, and automotive aftermarket phases, and positions the division to scale through warehouse distribution, program groups, retail, ecommerce, and direct-to-consumer channels.

This role operates within a developing structure with significant autonomy, partnering closely with executive leadership, business development, operations, shared services, and Ahtna’s advisory board to convert relationships and sourcing advantages into a durable, disciplined, and compliant product line.

The salary range for this position is $154,504-196,221 per year.

This position comes with a competitive and comprehensive benefits package, including medical, dental, and vision insurance, life insurance, a 401(k) plan with a 3% match, paid time off (PTO), and company-paid holidays.

This position is telecommute eligible.

This position will be posted for 5 days or until filled.

Essential Duties and Responsibilities (including but not limited to)

Revenue Growth & Go-to-Market Leadership

Drive division revenue and product-line growth in support of the President’s P&L objectives; develop and execute the go-to-market strategy across defense and government, commercial and industrial, and automotive aftermarket segments.
Convert the division’s base of existing customer and supplier relationships into booked revenue, prioritizing near-term accounts while developing mid- and longer-horizon business in parallel.
Lead sales into international defense builders, U.S. defense primes, government supply channels, upfitters and OEMs, and commercial fleets.
Track and report division revenue, product-line performance, and channel status to executive leadership on a regular cadence.

Product, Sourcing & Supply Chain

Manage the product platform across electric, hydraulic, and portable winches, recovery gear, vehicle protection and mounting products, and lift products; guide line extensions as the roadmap matures.
Formalize supplier agreements, quality and testing standards, and landed-cost models with established overseas and domestic manufacturers.
Coordinate procurement, inventory planning, freight and customs, and landed-cost tracking as order volume builds.
Support the roadmap toward U.S. final assembly and testing capability, including its role in unlocking origin-restricted federal contracts.

Pricing Architecture & Channel Development

Design and enforce distinct multi-tier pricing structures for military and government, commercial and OEM, and automotive aftermarket business, protecting margin at every distribution tier.
Establish and enforce a Minimum Advertised Price (MAP) policy and program terms that prevent channel conflict and keep every channel level whole.
Develop routes to market across warehouse distribution, program groups, retail and big box, ecommerce, and direct-to-consumer channels.
Ensure ERP and order systems and product data management (ACES/PIES) support multi-tier pricing and channel requirements prior to aftermarket entry.

Teaming, Partnerships & Market Positioning

Build and maintain relationships with distributors, program groups, retailers, upfitters, primes, and government customers.
Leverage Ahtna’s advisory board and Alaska Native Corporation status to open and advance defense and government opportunities.
Represent the division at industry and defense trade events and communicate company capabilities effectively to external stakeholders.
Lead brand development and onboarding materials in coordination with leadership and Legal, including trademark screening and heritage-consultation steps where applicable.

Compliance, Cross-Functional Collaboration & Organizational Support

Operate federal origin and content rules (program-specific domestic-content requirements) as a filter on which contracts to pursue and when; coordinate origin and threshold determinations with Ahtna Legal after submission.
Ensure the division’s systems, personnel, and data flows are brought within Ahtna’s CMMC 2.0 program after defense contract data flows.
Partner with executive leadership, business development, operations, and shared services to align growth with delivery, sourcing, and financial capability.
Recommend product-line investment, stocking, and pricing decisions in support of the President’s budget and P&L objectives, and contribute to strategic planning and annual operating plan development.

Supervisory Responsibilities

No direct supervisory responsibilities at launch. As the division scales, the role is expected to build and lead a sales, product, and operations team, including manufacturer-representative networks, per executive direction.

Minimum Qualifications

Bachelor’s degree in Business Administration, Marketing, Supply Chain, Engineering, or a related field.
- Equivalent combination of education and progressively responsible experience in product sales, channel management, or product-line leadership on a one-to-one basis.
Eight (8) years of experience in product sales, channel and distribution management, or product-line business development, including revenue ownership.
Demonstrated experience launching, growing, or managing a product line across multiple channels (direct, OEM and upfitter, distribution, retail, and ecommerce).
Direct experience selling to military, defense, government, or industrial customers.
Working knowledge of multi-tier pricing architecture, MAP and channel programs, and distributor and dealer onboarding.
Experience managing overseas and domestic sourcing, supplier agreements, and landed-cost models.
Demonstrated experience developing and maintaining effective business relationships with executive leaders, customers, distributors, suppliers, and strategic partners.
U.S. Citizen.

Preferred Qualifications

Direct experience in the winch, vehicle recovery, or vehicle accessory product categories.
Established relationships with defense builders and primes, upfitters, warehouse distributors, program groups, or major retail and ecommerce accounts.
Experience with automotive aftermarket structure, including ACES/PIES product data standards.
Familiarity with federal procurement and product-origin compliance (FAR, Trade Agreements Act, Berry Amendment, CMMC 2.0).
Experience within Alaska Native Corporations, 8(a) program structures, or similar organizations.
Experience standing up distribution (3PL or standalone), branded ecommerce, and trade show programs.
Knowledge and experience with Alaska Native cultures.

Shareholder Preference

Pursuant to applicable law, preference will be given to qualified Ahtna Native Corporation Shareholders, Descendants, and Spouses in all phases of employment.

Core Competencies

Revenue & Growth Leadership – Drives revenue and disciplined, phased growth across markets and channels
Product & Channel Strategy – Builds product-line and channel strategies with defensible margin at every tier
Sourcing & Supply Chain Judgment – Manages suppliers, sourcing risk, landed cost, and inventory to protect margin and continuity
Client & Partner Engagement – Builds strong external relationships across customers, distributors, and partners.
Strategic Thinking & Planning – Anticipates market opportunities, evaluates risks, and develops long-term growth strategies that support organizational objectives.
Business Acumen – Understands pricing, margin stacks, competitive dynamics, and federal contracting environments
Compliance Orientation – Applies origin, content, and data-security requirements as a disciplined filter on pursuits
Cross-Functional Collaboration – Works effectively across leadership, operational, and shared-services teams to drive results
Communication & Influence – Communicates clearly and persuasively to stakeholders at all levels

Physical Demands

Frequent sitting for extended periods, use of hands/fingers for computer operation, talking, hearing, and seeing. Occasional standing, walking, and light lifting up to 25 pounds.

Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Working Environment

Work is performed in an office environment with regular use of computers and communication tools. Regular air and road system travel may be required to customer locations, supplier facilities, industry conferences and trade shows, government and defense industry events, shareholder communities, subsidiary offices, and other business locations. Travel requirements will vary based on operational and business needs.

Work Schedule: 40 hours per week or as operational/business needs dictate