Head of Sales and Business Development

Head of Sales and Business Development

The Company

Our client is a leading global aerospace OEM trusted by the world's foremost aviation organizations. The company specializes in precision engineering, MRO solutions, and the sustainment of critical aerospace components at risk of obsolescence — a niche that positions it as an indispensable supply chain partner for both defense and commercial operators.

With more than 1,400 employees across seven sites and four time zones, the organization has more than doubled in size since 2019 and continues on a strong growth trajectory. Its product portfolio spans electromechanical systems, avionics, navigation and radar components, cockpit electronics, fuel control systems, and a broad range of long-tail legacy components typically exited by Tier 1 OEMs — a differentiated position that creates recurring, highly defensible revenue streams.

THE OPPORTUNITY

Reporting to the Commercial Director, the Head of Sales will own the sales function for a key U.S. product site and serve as the primary driver of organic revenue growth across a diverse and technically complex product portfolio. This is a high-impact commercial leadership role in a growing business with a clear near-term growth agenda.

The near-term growth strategy is anchored in several priority areas: expanding revenue from electromechanical products (pumps, fans, and blowers), deepening wallet share within existing licensed product lines, and launching a structured customer care and retention campaign to strengthen relationships and drive incremental business across key accounts. Together, these initiatives are expected to represent the majority of the company's organic growth in the near term.

The Head of Sales will also play a leading role in identifying and evaluating new revenue opportunities across licensed products, associated part numbers, and PMA opportunities — serving as both a commercial executor and a strategic voice in the company's growth planning.

Key Customers & Markets

The business maintains deep, established relationships across both defense and commercial aerospace markets. Key customers include major aerospace OEMs and defense primes such as Lockheed Martin, Boeing Defense, and Northrop Grumman, as well as commercial operators including Boeing Commercial, Airbus Helicopters, and others.

This role requires a sales leader capable of operating effectively across both defense and commercial channels—not someone solely focused on military programs. Familiarity with defense procurement processes, DLA relationships, and commercial OEM sales cycles are equally valued.

Product Portfolio

The site's product mix supports a wide range of defense and commercial aerospace platforms, including:

• Pumps, fans, and blowers (electromechanical products)

• Displays and avionics

• Satellite navigation radios, Satcom, and radar components

• Cockpit panel electronics

• Legacy fuel control system components and pressure sensors

• Long-tail legacy aerospace components typically exited by Tier 1 OEMs

Key Responsibilities

• Own the sales function and deliver organic revenue and margin growth across the product portfolio.

• Achieve annual order booking targets and maintain a robust, well-qualified opportunity pipeline.

• Develop and execute customer account plans and market development strategies.

• Lead the full commercial process—from opportunity identification through proposal development, negotiation, and contract execution.

• Maintain accurate opportunity pipelines and forecasting discipline through CRM and S&OP processes.

• Build deep, trust-based relationships with key customer influencers, procurement teams, and engineering stakeholders.

• Collaborate with peer sites across the global enterprise to maximize cross-selling opportunities within the broader product portfolio.

• Provide strategic recommendations regarding product licensing, pricing strategy, and market participation.

• Support trade shows, marketing initiatives, and brand development within key aerospace markets.

Candidate Profile

The ideal candidate will bring a combination of aerospace sales leadership, technical product fluency, and strong commercial discipline. Specific qualifications include:

• Proven aerospace sales leadership experience in a senior sales, sales operations, or commercial role.

• Strong defense sales background, including familiarity with military procurement processes and DLA relationships.

• Meaningful commercial aerospace exposure; ability to credibly engage both defense and commercial customers.

• Demonstrated ability to navigate complex aerospace OEM organizations and procurement structures.

• Strong analytical and commercial acumen, including working knowledge of value-based pricing and margin drivers.

• Experience implementing new processes, tools, or sales operating frameworks within a matrixed or global organization.

• Highly collaborative leadership style with the ability to build alignment and drive results across a global enterprise.

Education

Bachelor's degree in business, engineering, economics, finance, marketing, or a related field required. Master's degree or MBA preferred.

Location

This is a hybrid role requiring on-site presence in Greater Los Angeles, California.