Director, MRO Sales & Marketing

Duties & Responsibilities

Leadership & Team Management

Directly supervise, mentor, and develop a team of Sales Representatives, establishing clear performance goals, metrics, and accountability measures.

Manage Administrative Staff members, ensuring efficient support for the MRO Sales department’s operational needs.

Conduct regular one-on-one coaching sessions, team meetings, and formal performance reviews to drive continuous improvement.

Recruit, onboard, and develop top sales talent in alignment with Western Aircraft’s growth objectives.

Create a high-performance sales culture grounded in integrity, customer-centricity, and results orientation.

Set and monitor individual and team revenue quotas, pipeline targets, and activity KPIs; address performance gaps proactively

Sales Strategy & Business Development

Develop and execute an annual MRO sales plan targeting new customer acquisition and strategic upselling of existing accounts across maintenance, avionics, and interior services.

Identify, research, and qualify new business prospects using tools including Jetnet, Salesforce.com, industry publications, and referral networks.

Lead and participate in high-value customer meetings, presentations, and proposal negotiations to close complex, multi-service agreements.

Maintain ownership of the department’s sales pipeline, ensuring accurate forecasting and timely progression of opportunities through the sales cycle.

Analyze market data, competitor activity, and customer feedback to continuously refine targeting and positioning strategies.

Represent Western Aircraft at industry trade shows, aviation events, and customer site visits, maintaining a professional presence and building long-term relationships.

 Cross-functional collaboration

Partner proactively with Maintenance, Avionics, and Interior department heads to develop integrated service offerings and ensure seamless delivery of sold work.

Collaborate with quoting to develop accurate, competitive RFQs and statements of work, ensuring quotes are delivered to customers in a timely manner.

Facilitate regular communication between sales, operations, and finance to align on capacity, pricing, and customer commitments.

Champion customer advocacy internally, ensuring that post-sale service delivery meets or exceeds the commitments made during the sales process.

CRM & Sales Operations

Ensure the sales team maintains disciplined, daily use of Salesforce.com & Jetnet for pipeline management, activity tracking, contact updates, and forecasting.

Generate and present regular sales performance reports, forecasts, and market intelligence to the General Manager and senior leadership.

Support the quoting process within Corridor or equivalent MRO systems, ensuring accuracy, consistency, to support timely delivery of customer proposals.

Drive continuous improvement in sales processes, proposal templates, and tools to increase team efficiency and win rates.

Qualifications & Job Requirements

Minimum 7 years of progressive experience in aviation services sales, with at least 3 years in a sales leadership or management role.
Demonstrated success managing and developing sales teams in a corporate or business aviation environment.
Deep knowledge of business aviation MRO, including maintenance, avionics, and interior services, OEM relationships, and industry marketplace dynamics.
Bachelor’s Degree in Business Administration, Aeronautics, or a related field strongly preferred.
FAA Airframe & Powerplant (A&P) Certificate preferred; technical aviation background a significant advantage.
Expert-level proficiency with Salesforce.com or equivalent CRM platform; ability to train and hold team accountable to CRM standards.
Advanced MS Office skills, including Excel (modeling, reporting), Word, and PowerPoint for executive-level presentations.
Proficiency with Corridor or comparable MRO quotation and management software.
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