Sales Manager

Job Description: Salesperson / Business Development Manager

Location: Orlando Sanford Airport

Reports to: Chief Executive Officer

Department: Sales & Business Development

FLSA Status: Exempt

Position Summary

We are seeking a high-energy, relationship-driven Salesperson / Business Development Manager to expand our customer base for heavy maintenance (C/D checks), passenger-to-freighter (P2F) conversion programs, and modification services. This role is responsible for generating new revenue, developing long-term strategic relationships with airlines, lessors, cargo operators, and brokers, and supporting the company’s aggressive growth plan.

The ideal candidate has strong aviation industry knowledge, experience selling MRO services or aircraft technical solutions, and the ability to navigate complex decision processes with operators, lessors, and technical executives. You will be the face of the company, responsible for prospecting, pipeline growth, proposal development, customer visits, and contract negotiations.

Key Responsibilities

New Business Acquisition

• Identify, pursue, and close new customers for heavy maintenance checks, modification programs, and P2F conversions.
• Target key market segments including airlines, regional carriers, cargo operators, leasing companies, brokers, and trading companies.
• Build and manage a strong pipeline of qualified opportunities to support revenue growth objectives.

Relationship Management

• Develop and maintain trusted relationships with commercial and cargo airline maintenance leaders, lessor technical teams, and MRO procurement executives.
• Serve as the primary commercial contact for assigned customers, ensuring smooth communication throughout proposals, work scopes, and project execution.
• Conduct regular customer check-ins, performance reviews, and business planning discussions.

Sales Strategy & Market Development

• Collaborate with the CEO and COMPANY Leadership team to shape sales strategy, pricing models, and customer targeting.
• Provide market intelligence on competitor capabilities, pricing trends, and emerging demand (P2F opportunities, fleet transitions, maintenance cycles, etc.).
• Support development of marketing collateral, capability decks, and proposal packages.
• Represent the company at industry events (MRO Americas, Cargo Facts, ISTAT, etc.).

Proposal, Contracting & Forecasting

• Prepare proposals, statements of work, and commercial terms in collaboration with operations, planning, and finance.
• Lead contract and rate negotiations aligned with company financial and capacity objectives.
• Provide accurate monthly and quarterly revenue forecasts and pipeline reports.
• Ensure opportunities are properly tracked in the CRM system with clear next steps and timelines.

Internal Collaboration

• Partner closely with Operations, Planning, Supply Chain, and Engineering to ensure customer requirements are feasible and aligned with capacity.
• Support onboarding of new customers by participating in kickoff calls and handoffs to the execution teams.
• Provide customer feedback to drive improvements in cycle-time, quality, communication, and service offerings.

Required Qualifications

• 5 years of aviation industry experience, ideally in MRO, leasing, aircraft trading, or airline technical services.
• Demonstrated success selling maintenance, modification, P2F conversion, or technical services.
• Strong understanding of maintenance cycles, heavy checks, cost drivers, planning windows, and MRO commercial models.
• Ability to build trusted credibility quickly with airline and lessor technical teams.
• Excellent communication, presentation, and negotiation skills.
• Experience managing long sales cycles and complex, multi-stakeholder deals.
• Proficient in the sale pipeline process to create accurate forecasts.

Preferred Qualifications

• Experience selling C-check / D-check heavy maintenance packages.
• Knowledge of P2F conversion market (737-800BCF, A321PCF, etc.).
• Existing relationships with regional airlines, cargo operators, and/or leasing companies.
• Experience with contract structure (fixed price, time & materials).
• Ability to read and understand maintenance work scopes and engineering/modification documentation.