Key Responsibilities

1. Drive regional performance by achieving Orders, EBITDA, and FCF targets. 
2. Develop and maintain strong customer relationships across airlines, defense ministries, and integrators. 
3. Identify, qualify, and manage sales pipeline opportunities. 
4. Lead proposal development in collaboration with bid teams. 
5. Negotiate pricing and commercial terms to maximize value.  
6. Provide market intelligence to inform and refine product strategy. 
7. Ensure customer satisfaction while supporting aftermarket sales. 
8. Partner with Product Line teams to align solutions with customer needs.

Core Capabilities

1. Customer Engagement & Relationships 
2. Manage key accounts within the region. 
3. Develop and build strategic partnerships with airlines, military organizations, and OEMs. 
4. Navigate local decision-making structures effectively.  
5. Opportunity Development & Pipeline Growth 
6. Identify, qualify, and pursue market opportunities.  
7. Lead customer-specific pursuit strategies to maximize success. 
8. Voice of Customer & Local Insights 
9. Analyze regional dynamics and competitive landscape.  
10. Provide demand signals and market intelligence. 
11. Capture regulatory, cultural, and procurement considerations. 
12. Pricing & Commercial Terms
13. Tailor price-to-win strategies to regional realities.  
14. Negotiate within authorized commercial thresholds.  
15. Manage procurement discussions and navigate legal terms. 
16. Apply value-based pricing strategies to drive margin growth and market share. 
17. Forecasting & Reporting 
18. Maintain pipeline accuracy and health. 
19. Track and drive revenue through quarterly and annual goals. 
20. Ensure disciplined opportunity qualification, deal closure, and CRM management. 
21. Aftermarket Uplift 
22. Identify upgrade and renewal opportunities. 
23. Serve as the link for lifecycle sales initiatives.  
24. Communication 
25. Deliver compelling presentations with cross-cultural fluency. 
26. Align with Product Line strategy while championing regional needs. 

Role Expectations 

1. Sales Strategy - Develop tailored sales plans aligned with local regulations, procurement practices, and competitive dynamics. 
2. Product Positioning - Emphasize system modularity (FFS, FPT, IOS, VMT, etc.) to reduce total cost and enhance efficiency. 
3. Data & CRM - Utilize regional utilization data, customer behaviors, and macro trends (e.g., pilot demand, military readiness cycles) for accurate forecasting. 
4. Leadership & Governance - Collaborate with Product Line Leaders to co-develop pursuit strategies, ensuring matrixed ownership of major campaigns. 
5. Customer Focus - Implement voice-of-customer programs in key regions, integrating insights into product development and procurement strategies. 
6. Aftermarket & Lifecycle - Embed total cost of ownership and ROI discussions into the sales cycle, activating upsell and lifecycle opportunities at point of sale. 
7. KPIs - Drive Orders, EBITDA, and FCF targets while optimizing market share, pricing, customer acquisition, and margin growth. 

Qualifications:

• Bachelor’s degree in Business Administration, Engineering or must possess equivalent industry experience
• MBA would be an advantage along with advanced Excel and CRM system skills
• 10 years related experience in sales and services including customer facing experience
• Must have experience with selling commercial-off-the-shelf (“COTS”) products & aftermarket services to airline and OEM customers
• Ability to effectively manage all stages of the sales cycle (forecasting, matching solutions and value propositions, developing solicitations, requests for information, source-approval-requests, bids & proposals, building customer rapport, negotiating and ability to close the deal)
• Strong computer skills (advanced MS suit)
• Commercially driven and energized sales professional who operates with a sense of urgency and bias for action. 
• Demonstrated and proven track record of meeting and exceeding sales targets through effective prospecting, relationship building, problem solving, solution development and negotiating. 
• Outstanding communication skills both written and verbal, must be very articulate 
• Must be a high energy, resourceful and a creative thinker