Sales Director
Avocet Aviation Services, Sanford, FL, United States
Position Summary
The MRO Sales Director / Business Development is responsible for driving revenue growth for Avocet Aviation Services by developing and managing customer relationships and securing new business for heavy maintenance (C/D checks), passenger-to-freighter (P2F) conversion programs, and aircraft modification services. This position owns the full commercial lifecycle, including prospecting, opportunity development, proposal preparation, contract negotiation, and revenue forecasting.
The role serves as the primary commercial interface between Avocet Aviation Services and its airline, cargo, lessor, and broker customers, ensuring alignment between customer requirements and company operational capabilities. The MRO Sales Manager / Business Development Manager works closely with executive leadership and cross-functional teams to support strategic growth objectives, market positioning, and long-term customer partnerships.
Key Responsibilities & Duties
New Business Development & Revenue Growth
- Identify, pursue, and secure new customers for heavy maintenance checks, modification programs, and P2F conversion services.
- Target key market segments including commercial airlines, regional carriers, cargo operators, leasing companies, brokers, and aircraft trading firms.
- Develop and maintain a robust pipeline of qualified sales opportunities aligned with company revenue objectives.
Customer & Relationship Management
- Establish and maintain strong, long‑term relationships with airline maintenance leadership, lessor technical teams, and MRO procurement executives.
- Act as the primary commercial point of contact for assigned customers throughout proposal development, contract negotiation, and project execution.
- Conduct regular customer reviews, performance discussions, and strategic planning meetings.
Sales Strategy & Market Intelligence
- Collaborate with the CEO and Avocet leadership to define sales strategies, pricing models, and customer targeting priorities.
- Monitor market trends, competitor capabilities, pricing dynamics, and emerging demand (fleet transitions, P2F opportunities, maintenance cycles).
- Support development of sales presentations, capability statements, marketing collateral, and proposal materials.
- Represent Avocet Aviation Services at industry events, conferences, and trade shows (e.g., MRO Americas, Cargo Facts, ISTAT).
Proposal Development, Contracting & Forecasting
- Prepare commercial proposals, statements of work, and pricing packages in coordination with Operations, Planning, Engineering, and Finance.
- Lead commercial negotiations to secure contracts aligned with company margin, capacity, and risk objectives.
- Provide accurate monthly and quarterly sales forecasts, pipeline reports, and revenue projections.
- Ensure all opportunities and customer interactions are accurately documented in the CRM system.
Internal Collaboration & Customer Onboarding
- Work closely with Operations, Planning, Supply Chain, and Engineering to validate scope feasibility and capacity alignment.
- Support onboarding of new customers through kickoff meetings and structured handoffs to execution teams.
- Communicate customer feedback internally to drive improvements in service quality, cycle time, communication, and offerings.