Charter Sales Manager

Job Description

Job Description

Description:

Every charter operator wants more revenue.

The best ones know that wanting it isn't a strategy.

Revenue is built on pricing discipline that doesn't erode under broker pressure. On relationships that run deep enough that your top brokers call you first. On a team that knows what good looks like and executes it — every quote, every day. On systems and data that make the whole operation legible instead of tribal.

That's what this role owns.

As Charter Sales Manager, you will lead Ventura's charter sales team and own the revenue management function. You will set pricing strategy, protect margin, and personally hold the relationships with the brokers who matter most. You will build the processes, train the team, and run the operating cadence that makes the business scale.

What's in it for you

We've built a role for someone who is ready to own a function — not just support one.

• Competitive Salary $100,000-$140,000 (commensurate with experience) 

• Competitive commission plan tied to margin performance

• Direct ownership of revenue management, pricing strategy, and broker relationships

• Named seat at the leadership table — peer to Ops, Maintenance, and Accounting

• Visible industry presence: NBAA, road shows, key broker and customer events

• Collaborative leadership team that values initiative and will give you the tools to succeed

• Real opportunity to grow alongside a family-owned company expanding its footprint

The benefits matter too:

• Medical, dental, vision, life, and disability coverage

• 401(k) with company match

• HSA and FSA options

• Employee discount marketplace and additional voluntary benefits

• Paid time off and company holidays

How you stand out

We're looking for a proven sales leader — someone who has owned revenue, managed a team, and can walk into a broker's office and command the room.

• Prior management experience required — you've led people, coached, run a team, and held accountability

• Revenue management ownership required — you've owned pricing strategy, rate analysis, and margin protection before, not just contributed to it

• Deep charter wholesale market knowledge: brokers, operators, aircraft, market dynamics; existing industry network is a strong plus

• Executive presence — comfortable as the face of Ventura at road shows, NBAA, and key broker meetings

• Data fluency — builds scorecards, manipulates data, makes decisions with numbers

• Process builder — standardizes, formalizes, codifies, and leaves the operation more legible than they found it

• Ability to have hard conversations — tells brokers no, holds the team accountable, protects pricing under pressure

• Coach, not just a closer — we're hiring for management muscle alongside sales chops

Preferred experience with:

• Jet Insight (or strong aptitude to become the platform expert)

• Avianis, FOS, or comparable charter management systems

• Excel and BI/reporting tools

• Revenue management and pricing analysis frameworks

Your role in action

Own Revenue and Pricing

• Set pricing floors, approval thresholds, and the rate card — and enforce them

• Own margin targets: when numbers slip, diagnose and act, don't blame the market

• Maintain the market read: know what brokers are paying, what's flying, where demand is shifting

• Lead the empty leg marketing program end-to-end: weekly broker email blast, conversion tracking, monetized positioning flights

• Bring pricing strategy recommendations to leadership on rate structure, seasonal pricing, and broker-tier pricing

Be the Face of Ventura

• Personally own the relationships with Ventura's top 15 brokers — not delegated, owned

• Build your travel calendar around the relationships: road shows, NBAA, industry conferences, in-person broker and customer visits

• Maintain documented preferences, pricing tolerance, decision-makers, and history for each top broker

• Monthly touchpoint with each top broker — call, meeting, in-person

• When something goes wrong on a flight, you're the one who picks up the phone

Lead the Sales Team

• Run day-to-day team performance: coaching, accountability, one-on-ones, and coverage

• Build and deliver the standardized sales training program

• Have the hard conversations when standards aren't met — underperformance gets addressed, not managed around

• Manage PTO, scheduling, and shift coverage so the team is always staffed at target

• Note: hiring and firing decisions sit with sales leadership — this role drives day-to-day accountability and development

Build Better Systems

• Standardize Jet Insight across the team: clean data, consistent usage, accurate trip records

• Document SOPs for the full sales process — quote-to-confirm, handoffs, broker comms, exception handling

• Build the sales metrics dashboard and report it on cadence

• Identify process gaps and close them — don't wait for permission

Be a Peer, Not an Outsider

• Daily ops call participation — both AM and PM

• Immediate response when flight issues arise — you're the first call, not the last

• Cross-functional alignment with Ops, Maintenance, and Accounting — peer-level relationships, not ticket-submission relationships

• Deliver weekly sales dashboard, monthly margin/volume/broker report, and quarterly broker relationship review to leadership

Why we're amazing

Ventura Air Services is a family-owned Part 135 operator built on stability, driven by growth, and committed to doing things the right way.

We are a family-owned aviation company that has experienced significant growth without losing sight of what matters most — our people. We work hard, move fast, support one another, and take pride in building something we're genuinely proud of.

We're big enough to offer opportunity and stability, yet small enough that your contributions are seen, your ideas are heard, and your work makes a real impact. Around here, you're not just a manager — you're part of where we're headed next.

Apply NOW!

Requirements: