Job Title: Director of Sales
Position Summary
The Director of Sales is responsible for leading all sales-related activities within an assigned territory, with a primary focus on maximizing market share, revenue growth, and customer base expansion. Reporting to senior sales leadership, this role develops and executes strategic sales plans, drives new business opportunities, and manages high-value client relationships in a competitive, capital-intensive market.
This position requires a proactive, relationship-driven sales leader with strong technical knowledge, financial acumen, and the ability to influence executive-level buyers.
Key Responsibilities
Territory Strategy & Sales Execution
- Develop, maintain, and execute a territory-specific business plan to maximize sales and market share
- Provide annual and periodic sales forecasts aligned with leadership expectations
- Identify and pursue new business opportunities through proactive prospecting, research, and qualification
- Maintain a comprehensive database of prospects, client interactions, and active opportunities
- Provide timely reporting on sales opportunities won and lost, including key decision factors
Customer Development & Relationship Management
- Build and maintain relationships with prospective buyers and key decision influencers
- Establish a strong network within relevant industry, technical, financial, and consultative communities
- Conduct product presentations, demonstrations, and client events
- Arrange and host facility visits, tours, and promotional events for prospective customers
- Participate in industry functions to promote products and services
Product & Competitive Expertise
- Develop in-depth knowledge of product features, performance, operating costs, and benefits
- Maintain strong understanding of competitor products and market positioning
- Effectively communicate product advantages relative to customer needs
- Provide timely industry intelligence regarding competitor pricing, availability, and strategy
Cross-Functional Collaboration
- Partner with internal teams including marketing, finance, legal, operations, and customer service to support sales efforts
- Promote available service, finance, training, and ownership support programs to enhance the buying experience
- Provide leadership with recommendations to increase future sales opportunities
- Work closely with support personnel to ensure successful execution of sales initiatives
Qualifications
- Bachelor’s degree in Business, Marketing, Aviation, or related discipline (or equivalent experience)
- Minimum of five years of aircraft sales experience or comparable high-end capital equipment sales experience at the executive level
- Strong knowledge of aviation products and market dynamics preferred
- Excellent verbal and written communication skills
- Strong presentation and interpersonal skills
- Ability to communicate technical aviation concepts and financial considerations clearly
- Experience coordinating cross-functional teams to meet strict deadlines
- Self-starter capable of working independently
- Strong organizational skills and attention to detail
- Proficiency with Microsoft Office applications
Key Competencies
- Strategic territory planning and execution
- Executive-level relationship management
- Competitive market intelligence
- Forecasting and performance reporting
- Cross-functional leadership and collaboration
- Strong communication and presentation capabilities