The Manager of Business Development, Certification and Educational Programs plays a key role in expanding AAAE’s portfolio of professional development services across the U.S. airport industry. Reporting to the Director of Business Development, AAAE Services, this individual is responsible for driving revenue growth by promoting AAAE’s certificated and non-certificated educational offerings, with a special focus on instructor-led courses hosted onsite at airports.

This role involves both new business acquisition and the expansion of engagement with existing AAAE members, requiring close collaboration with airport professionals to understand their workforce development goals and align them with AAAE’s learning solutions. Along with this, the manager will have defined sales targets and be eligible for performance-based incentives. Success in the position depends on persistence, strong organizational skills, and the ability to build and maintain trusted relationships with airport leaders and key stakeholders.

Primary duties and responsibilities:

Develop and maintain relationships with new and existing airport members to understand their unique professional development goals and recommend sustainable, scalable solutions aligned with AAAE’s certification and educational programs.
Coordination with internal teams and external partners is essential to delivering impactful learning experiences and expanding the reach of AAAE’s certification and educational programs.
Provide input on future content strategy by sharing customer insights and advising on evolving training needs
Coordinate with internal teams and external partners to deliver impactful learning experiences and expanding the reach of AAAE’s certification and educational programs.
Coordinate and facilitate meetings between airport stakeholders and internal AAAE teams to ensure member needs and expectations are met effectively.
Assist in the preparation of proposals, quotes, presentations, and reports related to AAAE’s certificated and non-certificated educational offerings.
Monitor and stay informed on regulatory changes or industry trends that may impact the relevance, delivery, or development of AAAE’s educational programs.
Represent AAAE at industry meetings, trade shows, and conferences to increase awareness of AAAE’s educational offerings and expand outreach.
Support line-of-business (LOB) owners with business development initiatives that strengthen member engagement and program growth.
Provide insights and recommendations to AAAE Services leadership on emerging trends and evolving workforce development needs within the airport environment.
Identify adjacent markets and new opportunities to expand AAAE’s portfolio of certification and educational services.
Perform other related duties and assignments as required to support AAAE’s mission and member success.

Education, prior work experience, and specialized skills and knowledge:

Bachelor’s degree required.
3-5 years of relevant experience in sales, business development, or the aviation industry.
General interest in and knowledge of airport operations and aviation issues.
Familiarity with TSA 49 CFR 1542 and FAA 14 CFR Part 139 regulations is helpful but not required.
Awareness of the relationship between airport operators and airport tenants is a plus.
Ability to build strong, professional relationships with airport staff and stakeholders.
Strong written, verbal, and presentation skills.
Confident in making phone calls and speaking with members by phone.
Excellent organizational and time-management skills.
Ability to manage multiple tasks and priorities in a fast-paced environment with minimal supervision.
Proficiency in preparing accurate proposals, reports, and summaries for both internal and external stakeholders.
Proven ability to work both independently and collaboratively within a small, high-performing team.
Creative thinker with initiative and a solutions-oriented mindset.
Willingness to contribute to broader team efforts beyond immediate role responsibilities when needed.
Comfortable representing AAAE at industry events, airport meetings, and conferences.
Ability to regularly travel to conferences, in-person meetings, and airport-hosted courses.

Typical physical demands/work environment:

To successfully perform the essential functions of this job, with or without reasonable accommodation, an employee is occasionally required to stand; walk; sit; use hands to grasp objects; reach with hands/arms; balance, stoop, kneel, or crouch; speak or listen; lift and/or carry up to 25 pounds; use close, distance, color, peripheral, depth perception, and focused vision. While performing the duties of this job, the employee is not exposed to weather conditions and the noise level is moderate.

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American Association Of Airport Executives

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Manager, Business Development, Cert. & Educational Programs