Head of Sales, Western US

1.

Achieve Order Intake, revenue, profitability and strategic growth objectives.

25%

2.

Develop and execute the regional business strategy and annual sales plan.

20%

3.

Lead strategic customer engagement, capture campaigns, contract negotiations and executive relationships.

20%

4.

Lead, coach, develop and evaluate Regional Sales Managers and Sales Managers.

15%

5.

Coordinate Marketing, Product Management, Engineering, Contracts, Legal, Finance and Customer Support.

20%

6.

Manage forecasts, budgets, CRM pipeline and business reporting.

10%

7.

Ensure compliance with company policies, export controls and applicable laws while representing the company at industry events.

5%

TOTAL _

100%

• Bachelor's Degree in Business, Sales/Marketing, or Aerospace Engineering required.
• Master's Degree in Marketing, Business, or Aerospace Engineering preferred.

• 15 years’ experience in Aviation; minimum 5 years in Helicopter business, 10 desired.
• 10 years of progressive commercial/sales experience, with demonstrated revenue ownership. 15 years’ experience desired.
• Minimum 5 years directly managing and developing sales teams, including experience leading geographically dispersed or remote teams across a multi-state territory. 7 years’ experience desired.
• Proven track record of meeting or exceeding Order Intake, revenue, and Market share targets in aviation environment. Direct experience selling in aerospace, aviation, defense, rotorcraft/helicopter, or unmanned systems markets strongly preferred.
• Demonstrated existing connections in US helicopter business segments (HEMS, VIP/Corporate, Civil Utility, Public Utility) is desired and a plus.
• Demonstrated success leading capture campaigns and complex, multi-stakeholder sales cycles — from opportunity identification through contract award. 
• Experience negotiating and closing high-value, long-cycle contracts, partnering closely with Legal and Contracts teams on terms and risk. 
• Experience managing third-party distributors and promotors (sales agents). 
• Experience operating within an export-controlled environment (ITAR/European) and ensuring compliance with U.S. / EU export regulations. 
• Experience owning regional budgets, sales forecasting, and CRM-based pipeline management/reporting. 
• Experience representing a company publicly at industry trade shows, conferences, and customer events. 
• International or cross-cultural business experience, including working with overseas headquarters or global leadership teams — a plus.

• Team management: mentoring and coaching.
• Strong written and oral communication skills.
• Strong and proven negotiation skills.
• Capable of developing and delivering presentations to customers.
• Driven and able to work under pressure, plan, and meet deadlines.
• Ability to handle critical and emergency situations involving customers.
• Leadership and ability to motivate others.
• Intercultural awareness; empathetic, with the ability to create and maintain relationships.
• Pro-active and self-motivating attitude.
• Change management approach.
• Languages: English required. Italian or Spanish, nice to have.
• IT skills, experience in a digitalized environment.

Proficient in MS Office (Word, Excel, PowerPoint, Outlook); knowledge of database management and CRM; social media; capable of managing AI tools.