Commercial Sales Manager

Commercial Sales Manager to lead commercial and aftermarket revenue growth for the Madison Repair Station, including aircraft parts sales and repair/overhaul service commercialization.

Responsibilities

• Lead commercial and aftermarket sales for the Madison Repair Station, focusing on customer relationship development, market expansion, and profitable revenue generation from aircraft parts, rotatable material, and repair/overhaul services
• Develop and execute commercial sales strategies for aircraft parts, rotatable material, component repair and overhaul, and related Madison Repair Station capabilities
• Build and manage a sustainable commercial sales pipeline, providing regular forecasts and updates to business leadership
• Identify, qualify, and pursue new business opportunities across commercial, military, government, and international markets aligned to business capabilities and strategic priorities
• Create target markets, customer segments, channel strategies, and account plans supporting revenue, margin, pipeline, and customer-retention objectives
• Conduct market, customer, and competitor analysis to uncover unmet demand, emerging opportunities, and potential commercial growth sources
• Promote internal repair and overhaul capabilities and identify opportunities to increase utilization of existing assets, material, and facilities
• Expand commercial reach through local and regional FBOs, smaller Part 145 repair stations, and other potential partners, including opportunities tied to specialized A51E capabilities
• Participate in trade shows, industry events, and business-development forums to support customer acquisition and market visibility
• Host and support customer visits to showcase A51E capabilities, services, facilities, and commercial offerings

Inventory disposition and aftermarket commercialization

• Lead efforts to disposition excess, slow-moving, and obsolete inventory, with initial focus on reducing inventory exposure and maximizing financial recovery
• Identify viable markets, customers, distributors, brokers, and other sales channels that maximize recovery value and reduce inventory exposure
• Partner with Supply Chain and Operations to identify inventory suitable for commercial sale, redistribution, return, exchange, repair, or other approved disposition
• Develop and execute recovery opportunities such as sales, return-to-vendor, buyback, exchange, redistribution, or other approved disposition in coordination with applicable functional teams
• Evaluate demand, pricing, carrying cost, recovery potential, and other business considerations when recommending disposition strategies
• Maintain visibility to disposition opportunities, sales pipeline, recovery value, inventory reduced, and progress against established business objectives
• Identify trends and market insights that support future inventory decisions and reduce recurring excess inventory exposure

Cross-functional execution and compliance

• Work cross-functionally with Operations, Supply Chain, Finance, Contracts, Quality, Engineering, and program leadership to evaluate opportunities, establish pricing and deal strategies, and execute compliant transactions
• Coordinate responses to requests for information, quotations, proposals, and other customer inquiries
• Partner with operational and functional teams to resolve customer concerns, execution issues, warranty matters, and other commercial issues impacting customer satisfaction
• Represent the company in customer meetings, industry events, negotiations, and business-development activities as appropriate
• Serve as the primary commercial point of contact for assigned customers and opportunities
• Maintain accurate opportunity, forecast, quotation, order, and customer-activity information in approved business systems
• Support audits, reviews, and corrective actions related to commercial-sales processes and transactions
• Ensure commercial activities comply with policy and applicable contractual, regulatory, export-control, ethics, cybersecurity, quality, and records-retention requirements
• Confirm that aircraft parts, materials, and other assets are approved and eligible for sale or disposition

Commercial strategy, pricing, and systems

• Develop and maintain a commercial product and services catalog to support timely customer communication of available capabilities, inventory, pricing considerations, and sales opportunities
• Develop commercial pricing strategies for domestic, international, government, aftermarket, and inventory-disposition opportunities
• Perform pricing, margin, recovery-value, and profitability analyses to support business decisions
• Recommend discounts, terms, deal structures, and disposition approaches within delegated authority and obtain required approvals for exceptions
• Lead or support commercial negotiations with customers, distributors, brokers, suppliers, and other third parties
• Review commercial terms, purchase orders, and customer commitments before acceptance and handoff
• Partner with Finance and Contracts to ensure pricing, terms, invoicing, credits, and other financial or contractual requirements are properly addressed
• Balance speed of disposition and revenue generation with profitability, risk, compliance, and long-term customer value
• Partner with IT and applicable functions to support development and implementation of approved digital tools that improve quotation workflows, quote approvals, inventory visibility, and transaction efficiency
• Evaluate commercial workflows, reporting, systems, and processes and recommend improvements to increase responsiveness, visibility, accuracy, and control

Leadership

• Lead, coach, and develop assigned employees; establish goals and performance expectations aligned with business priorities and company values
• Manage workforce planning, selection, onboarding, development, performance, recognition, and corrective action in partnership with Human Resources within delegated authority
• Promote a culture of accountability, collaboration, customer focus, ethical conduct, quality, inclusion, and safety
• Perform other job-related duties and special projects as assigned

Requirements

• Bachelor's degree in Business Administration, Marketing, Finance, Supply Chain, Aviation Management, Engineering, or a related field
• Relevant professional certifications in sales, supply chain, aviation, or business management preferred but not required
• Minimum 8 years of progressively responsible experience in commercial sales, aviation, aftermarket aircraft parts/material sales, repair services, business development, inventory disposition, or a related field
• Minimum 3 years of leadership or supervisory experience
• Demonstrated experience developing and executing commercial sales opportunities involving aircraft parts, rotatable material, aftermarket services, inventory, or other technical products or services
• Experience with pricing, quotations, customer negotiations, margin/profitability analysis, forecasting, and order-to-cash processes
• Experience developing customer relationships, identifying new markets and sales channels, and driving revenue opportunities
• Experience in aerospace, aviation, maintenance, defense, government contracting, or other highly regulated environments preferred
• Experience with excess inventory disposition, asset recovery, secondary-market sales, brokers, distributors, returns, exchanges, or supplier buyback arrangements preferred
• Strong commercial judgment, financial acumen, consultative selling, negotiation, and relationship-management skills
• Ability to evaluate pricing, cost, margin, recovery value, risk, and return and translate analysis into sound business decisions
• Strong analytical, organizational, communication, presentation, and problem-solving skills
• Ability to work cross-functionally and influence stakeholders across Operations, Supply Chain, Finance, Contracts, Quality, Engineering, and Program Management
• Ability to identify and leverage digital sales tools, customer portals, web-based platforms, and other technologies that improve customer access, communication, and commercial transaction efficiency
• Working knowledge of aircraft parts, repair and overhaul operations, supply chain environments, and applicable aerospace regulatory requirements
• Working knowledge of FAR, CAS, export-control requirements, government contracting, and commercial terms and conditions preferred
• Proficiency with Microsoft Excel, Word, PowerPoint, Outlook, and relevant CRM, ERP, inventory-management, work-order, and business-intelligence systems
• Ability to handle sensitive business, customer, pricing, and proprietary information with discretion and sound judgment

Location

• Madison, MS (onsite)

Benefits

• Healthcare coverage
• Life insurance, AD&D, and disability benefits
• Retirement plan
• Wellness programs
• Paid time off, including holidays and leave of absences
• Eligible Tuition Reimbursement
• Learning and Development resources
• Employee assistance resources

Supervisory and budgetary responsibilities

• This role may not have direct supervisory responsibilities
• Responsible for managing assigned commercial sales and inventory disposition activities within established financial, pricing, and approval authorities
• May provide input into sales forecasts, operating plans, and budget development and is responsible for managing assigned expenses within approved budgets

Technologies

• Microsoft Office applications (Excel, Word, PowerPoint, Outlook)
• CRM, ERP
• Inventory-management, work-order, and business-intelligence systems
• Customer relationship management (CRM), enterprise resource planning, inventory management

Working environment

• Primarily professional office environment with regular interaction across Operations, Supply Chain, Finance, Contracts, Quality, Engineering, and Program teams
• May periodically work in or visit warehouse, shop, hangar, repair-station, or other operational environments where personal protective equipment and established safety requirements apply
• Domestic and international travel may be required, sometimes with limited notice, for customer meetings, industry events, supplier or partner engagements, and business-development activities
• Work may involve managing competing priorities, deadlines, customer requirements, and time-sensitive commercial opportunities

Physical activities

• Regularly sits, stands, walks, speaks, hears, and uses hands and fingers to operate a computer and other office equipment
• Frequently uses a computer, telephone, and other communication devices
• Occasionally bends, reaches, climbs stairs, and walks through warehouse, shop, hangar, or repair-station environments
• May occasionally lift and carry light materials or business-related items
• Must be able to travel by automobile and commercial air transportation as required
• Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential functions