Head of Commercial

Job Description

Job Summary:

The HO Americas Commercial is responsible for leading & executing the Americas sales strategy and revenue growth initiatives for the organization within the aviation sector. This executive role drives commercial performance across markets including commercial aviation, business aviation, MRO (Maintenance, Repair & Overhaul), OEM partnerships, leasing companies, and aviation services. This role is responsible for 50% of the whole company’s sales revenues.

The HO Americas Commercial is responsible for building a $100m per year APU business within 3 years.

The HO Americas Commercial provides visionary leadership, builds strategic customer relationships, develops high performing sales teams, and ensures sustainable long-term revenue growth aligned with corporate objectives.

The HO Americas Commercial is expected to be able to support the HO Commercial role with support, decision making and guidance on wider far-reaching topics impacting the business globally.

Primary Responsibilities:

Sales Responsibility: 50%

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• Owning, driving, and delivering Americas sales revenues annually - $350m+ (50% of total business revenues)
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• Setting goals and overcoming hurdles
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• Setting strategy alongside the sales team how to best achieve targets.
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• Managing Americas sales group, metrics and holding people accountable for their goals
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Build APU business to $100m within 3 years: 30%

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• Setting APU strategy, what APUs to buy, which ones to repair/sell/dismantle.
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• Build lease pool of APUs to lease to global customer base.
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• Buy and sell APUs to meet annual APU revenue targets across whole company.
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Internal Management: 10%

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• Working closely with HO Commercial, Head of Investment Strategy and CEO ensuring business objectives are being met and direction is correct.
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• Acting as number 2 to the HO Commercial to ensure decisions are made soundly and efficiently when required.
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Develop and grow Americas Customer Base: 10%

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• Ensure Americas customer base is both developed and maintained ensuring maximum sales opportunities annually and building long-term customer relationships.
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• Assist the team and drive them to visit customers and trade shows to explore needs and opportunities.
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Additional Responsibilities:

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• Drive revenue growth across product lines (aircraft, components, avionics, services, leasing, MRO, etc.).
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• Expand market share within domestic and international aviation markets.
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• Lead contract negotiations for high-value, multi-year aviation agreements.
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• Build and manage key account strategies for major airline and aerospace customers.
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• Lead and mentor regional sales directors and global account managers.
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• Establish performance metrics, KPIs, and forecasting systems.
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• Oversee CRM strategy and sales pipeline management.
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• Ensure alignment between sales, marketing, product development, and operations.
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• Own sales forecasting, budgeting, and revenue planning.
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• Structure complex aviation deals including power-by-the-hour, leasing, fleet agreements, and long-term service agreements (LTSAs).
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• Manage risk assessment in high-value aerospace contracts.
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• Other duties as assigned.
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Qualified Experience and Training: ( relevant industry experience required of at least 15 years.)

Education:

Required

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• Bachelor’s degree in business, aviation management, aerospace engineering, or related field.
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Preferred

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• MBA or advanced degree preferred.
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Experience:

Required

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• 15+ years of progressive sales leadership in aviation or aerospace.
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• Demonstrated success in closing multi-million or billion-dollar aviation contracts.
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• Deep understanding of airline procurement cycles, aircraft financing, leasing structures and MRO operations.
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• Experience leading global sales teams across multiple regions.
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Licensure/Certifications:

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• None.
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Travel Required:

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• 25% Domestic and International
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Citizenship:

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• Authorized to work in the US, Able to work in US without current or future need for visa sponsorship.
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Clearance:

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• None.
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Qualified Skills: ( relevant industry experience required of at least 15 years.)

Knowledge, Skills, Demonstrated Capabilities:

Required

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• Extensive knowledge of the aviation and aerospace industry, including commercial aviation, MRO, OEM partnerships, leasing, and aviation services.
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• Proven ability to develop and execute sales strategies that drive revenue growth, market expansion, and business performance.
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• Demonstrated success leading global sales teams, building high-performing organizations, and achieving sales targets.
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• Strong negotiation and deal-closing expertise with experience securing high-value aviation contracts and agreements.
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• Deep understanding of airline procurement, aircraft financing, leasing structures, and MRO operations.
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• Experience in sales forecasting, budgeting, CRM management, pipeline development, and KPI-driven performance management.
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• Strong executive leadership, communication, and relationship management skills with the ability to influence customers and senior stakeholders.
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• Ability to structure complex commercial agreements and assess risk in high-value aerospace transactions.
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Organizational information:

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• Direct report to HO Commercial and operating as number two to HO Commercial.
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Communication Skills:

Required :

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• Highly organized with ability to multi-task and prioritize.
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• Proven ability to work well within a multi-disciplinary team.
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• Able to thrive in a deadline-driven, rapidly changing environment.
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• Able to work extended hours when necessary to meet critical deadlines.
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• Ability to read, write, speak, and understand English.
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Technical Systems Proficiency:

Required:

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• Excellent skills in MS Word, Excel, and PowerPoint .
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Preferred:

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• Quantum preferred but not required.
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• SAP
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Complexity of the Role: Must be able to fully plan, consider and execute all decisions critical to the business independently without requiring oversight.

Level of Decision Making:

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• This role will be located in Phoenix, Arizona or Boca Raton, Florida and strategically operating as number two to HO Commercial with ability and experience necessary to make critical decisions and support CEO/CFO with any commercial decisions needing to be taken quickly.
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• This role will have full authority to take decisions and plan for the build out of the APU business, generating $90m in sales revenue within 3 years that we do not do today. This is a growth initiative and crucial to our commercial commitments.
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Direct Reports: A pproximately 36 Reports.

Job Dimensions:

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• This role will be responsible for planning, setting, and delivering all sales revenues for Americas across Unical and VAS entities, which is approx. 50% of total business revenues in any given year. This role will be responsible for $500m in sales revenues by 2030.
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• This role will be responsible for building strategic customers to generate year over year growth between 10% and 15%.
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• This role will be responsible for taking strategic, tactical, and global decisions that impact over 50% of the business’ revenues.
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Nature of Contacts:

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• Involved, negotiation type communication on an irregular basis with internal and external parties.
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Physical Requirements:

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• Onsite : this is an office-based role, expected to be in office, role will require periodic travel 25%.
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• Vision: able to see and read computer screen and other electronic equipment with screens, able to read documents, reports, and engineering drawings. Daily
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• Hearing: able to hear to participate in conversations in person and via teleconference or phone and to hear sounds on production floor including safety warnings or alarms. Daily
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• Speaking: able to speak in conversations and meetings, deliver information and participate in communications. Daily
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• Equipment Operation (personal computer, telephone, copies, fax machine, and related office equipment and using electronic identification card to enter building floors and internal doors): able to operate most office and personal electronic equipment and some tools including production tools such as hydraulic lifts. Daily
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• Carrying: able to carry documents, tools, drawings, electronic equipment up to 30lbs/14kgs. Occasionally
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• Lifting: able to lift documents, tools, drawings, electronic equipment up to 30lbs/14kgs. Occasionally
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• Pushing / Pulling: able to push and pull small office furniture and some equipment and tools. Daily
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• Sitting :able to sit for long periods of time in meetings, working on computer. Daily
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• Squatting / Kneeling: able to squat or kneel to retrieve or replace items stored on low shelving. Daily
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• Standing: able to stand for discussions in offices or on production floor. Daily
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• Travel: able to travel independently and at short notice. 25%
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• Walking : able to walk through office and production areas including uneven surfaces. Daily
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• Personal Protective Equipment required: Required PPE includes, but is not limited to, Safety Shoes, Safety Glasses, Hearing Protection, Respirators/Masks, and/or Protective Gloves as required by site and/or customer site.
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• Administrative position only PPE required : Steel/Composite-toed shoes are required for all shop floor visit, appropriate hearing/eye protection may also be required when visiting the shop floor.
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Equal Opportunity:

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.