Aviation Sales Manager
With over 30 years of experience, Air & Ground is one of the leading specialists in aftermarket products and services for both military and civil sectors.
Strategically located in the USA, UK, & Italy, we provide world-class support to our growing number of OEM, repair, overhaul, and end user customers, across the globe.
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.
Essential Duties and Responsibilitiesincluded but not limited to the following
Overview
The 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 & 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 & 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 & 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 & 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 & 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 & 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 & 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)
Compensation
- Base salary + performance-based commission/bonus
- Incentives tied to revenue growth and team performance
Scope Clarification
This role includes all aspects of sales and sales management only and excludes marketing responsibilities (e.g., branding, advertising, lead generation campaigns).
Attendance and punctuality are a must.
Benefits:
- 4 day work week Monday to Thursday
- Hourly rate of pay between $18 to $25 per hour, depending on experience.
- Comprehensive insurance including health, life, dental, and vision.
- Paid time off.
- 401(k) plan, including a company contribution.
Schedule:
- Monday to Thursday
- *************************************************************
- References will be requested
- E-Verify compliant employer
- Must successfully pass background check
- *Equal Opportunity Employer*
Job Type: Full-time
Pay: From $27.00 per hour
Benefits:
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Experience:
- Aviation: 3 years (Preferred)
License/Certification:
- Driver's License (Required)
Work Location: In person
