Aviation Sales Manager

Job Title: Aviation Sales Manager

Company: Air & Ground Aviation

Location: USA, Florida

Job Type: Full Time

Schedule: Monday-Thursday

About Us:

With over 30 years of experience, Air & Ground Aviation is a trusted specialist in aftermarket products and services for both military and civil sectors. With strategically located teams in the USA, UK, and Italy, we deliver world-class support to a growing global customer base, including OEMs, repair and overhaul providers, and end users.

Job Description:

We're looking for someone who has an innovative spirit, a positive and outgoing attitude, possesses excellent communication skills, and aspires to be part of a company which offers internal advancement opportunities and growth.

The Aviation Sales Manager is responsible for leading and executing all sales activities within a specialized military aviation business generating approximately $5M in annual revenue. This role oversees a small, high-performing team of five and is accountable for driving revenue growth, managing customer relationships, and ensuring disciplined sales execution across all accounts.

This position is hands-on, combining leadership with direct selling responsibility in a niche, relationship-driven industry.

Key Responsibilities:

Sales Leadership and Team Management

· Lead, mentor, and develop a team of 5 sales professionals

· Set clear sales targets, KPIs, and performance expectations

· Conduct regular pipeline reviews, forecasting, and performance evaluations

· Foster a high-accountability, results-oriented sales culture

· Recruit, onboard, and train new sales team members as needed

Revenue Generation and Sales Execution

· Own overall revenue target (~$5M) and drive consistent growth

· Develop and execute sales strategies within military aviation markets

· Personally manage key strategic accounts and high-value opportunities

· Oversee end-to-end sales cycle: prospecting, qualification, negotiation, and closing

· Ensure accurate forecasting and reporting of sales pipeline

Customer and Account Management

· Build and maintain strong relationships with military, government, and aerospace customers

· Act as senior point of contact for key clients and critical negotiations

· Identify upselling and cross-selling opportunities within existing accounts

· Maintain high levels of customer satisfaction and retention

Commercial and Operational Oversight

· Establish pricing strategies, proposals, and contract terms

· Ensure compliance with relevant regulations (e.g., ITAR, export controls, defense procurement processes)

· Collaborate with operations, logistics, and technical teams to ensure successful delivery of sold products/services

· Maintain CRM accuracy and sales process discipline

Pipeline and Business Development

· Identify and pursue new business opportunities within defense and aviation sectors

· Expand customer base domestically and internationally

· Develop Government and OEM portal business

· Monitor market trends, competitor activity, and procurement cycles

· Manage bid/no-bid decisions and proposal development coordination

Key Performance Indicators (KPIs)

· Revenue growth and target achievement

· Pipeline value and conversion rates

· Customer retention and account expansion

· Sales team performance and quota attainment

· Forecast accuracy

Qualifications and Experience:

Required

· 5–10 years of sales experience, ideally in military aviation, aerospace, or defense sectors

· Proven track record of meeting or exceeding sales targets

· Experience managing small sales teams (3–10 people)

· Strong understanding of complex B2B / government sales cycles

· Experience negotiating contracts and managing high-value deals

Preferred

· Knowledge of military procurement processes and regulations (e.g., ITAR, FAR/DFARS)

· Existing network within defense or aviation sectors

· Experience selling MRO, parts, systems, or aviation-related services

· ERP Quantum, Quick Books, CRM

Skills and Competencies:

· Strong leadership and coaching ability

· Hands-on, “player-coach” mindset

· Excellent negotiation and closing skills

· Strategic thinking with operational execution focus

· Strong communication and relationship management skills

· High level of organization and discipline in sales processes

Working Style:

· Comfortable in a small business, entrepreneurial environment

· Able to balance strategic planning with day-to-day sales execution

· Willing to travel as required (customer visits, industry events)

· Attendance and punctuality are a must

Compensation:

· Base salary performance-based commission/bonus

· Incentives tied to revenue growth and team performance

· Comprehensive insurance including health, life, dental, and vision

· Paid time off

· 401(k) plan, including a company contribution

Additional Information:

• References will be required
• E-Verify compliant employer
• Must successfully pass background check
• Equal Opportunity Employer

Scope Clarification: This role includes all aspects of sales and sales management only and excludes marketing responsibilities (e.g., branding, advertising, lead generation campaigns)