The Challenge
A multi-site, private equity-owned aerospace structures manufacturer, with nearly 1,000 employees, sought to aggressively expand its presence within the U.S. military and defense sector. Already well-established in the aviation and spacecraft markets, the company was experiencing strong momentum and was poised to capitalize on emerging defense-related opportunities, including classified programs, military sales, and long-cycle government contracts. To support this growth, they retained Aerosource to identify a Business Development Manager with deep military and defense experience.
This role demanded a highly specialized background: someone with a technical foundation, strong defense relationships, and a track record of developing and closing government contracts. The successful candidate would also need to work autonomously, operate remotely, and collaborate effectively with engineering, operations, and executive teams to drive revenue growth.
The Search
Aerosource Executive Search launched a targeted national search focused on senior-level aerospace sales professionals with existing relationships in the defense sector. 149 candidates were identified and ranked based on their direct relevance to the client’s growth mandate.
Five finalists were presented—each bringing significant military and defense expertise, paired with a strong record of strategic sales leadership. All five were interviewed by the client, and three advanced to the closing stages.
Each finalist was thoroughly vetted through Aerosource’s retained search process, which included structured competency-based interviews focused on qualifications, technical knowledge, and performance history. Behavioral and situational interviews explored how each candidate navigated complex challenges, negotiated long-cycle contracts, and collaborated across internal teams. Cultural fit and alignment with the company’s values and leadership style were also carefully evaluated, ensuring not just a qualified hire, but a leader capable of long-term success within the organization.
The Outcome
The chosen hire brought more than 15 years of experience across aerospace and defense business development, with success selling to the U.S. military, international armed forces, and Tier 1 defense contractors. His resume included multimillion-dollar contract wins, long-term agreements, and deep engagement with engineering and manufacturing to support design-for-manufacturing solutions.
His technical roots, global defense relationships, and consultative sales approach matched the company’s ambitions for the role. He was hired just 64 days after search launch.
The Impact
Early performance indicators confirm the right hire. The new Business Development Manager is on plan to achieve the company’s stated goals of originating and managing significant growth in the military and defense sector. New opportunities are being cultivated, relationships are expanding, and the business is positioned to accelerate its presence within high-priority programs and platforms.