Head of Commercial - Americas

Job description

Airbus is committed to providing reasonable accommodations as an Equal Opportunity Employer to applicants with disabilities. If you require assistance or an accommodation to complete your application, please contact us at USCareers@airbus.com Notice: Know Your Rights: Workplace Discrimination is Illegal Notice: Pay Transparency Nondiscrimination  (English) Aviso: Transparencia en el Pago No Discriminación (Spanish) Job Description: What does your next challenge look like? At SATAIR, we believe in sustainable aviation that allows people to travel and connect across the globe. We are on a mission to provide world class material solutions that keep aircraft flying and extend their lifespan. In Satair, you can challenge the status quo, pioneer new ways of working, and generate real value for airlines and suppliers worldwide. Being part of the Airbus family gives us the opportunity to live a global mindset, working in international and diverse teams and collaborating across functions, sites and cultures. If you want to work as one team embracing a can-do attitude in a demanding environment, then we offer a great place to explore, learn, and grow, making an impact on aviation’s digital and sustainable transformation. In this context we are looking for a Head of Commercial -Americas to join our Sales team in Boca Raton, Florida or Glendale, Arizona The core mission of this role is to lead & execute 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 Head of Commercial - Americas provides visionary leadership, builds strategic customer relationships, develops high performing sales teams, and ensures sustainable long-term revenue growth aligned with corporate objectives. WHAT’S IN IT FOR YOU Here is a selection of some of the benefits we offer our employees. Local benefits may vary. Competitive Remuneration Work / Life Balance: Hybrid Working, flex-time, maternity/paternity leave Personal Development: Personalized development plans, large portfolio of learning solutions & lots of internal mobility opportunities Health & Wellbeing: Health insurance, well-being programs HOW YOU WILL CONTRIBUTE TO THE TEAM Primary Responsibilities: Sales Responsibility: 50% Owning, driving, and delivering Americas sales revenues annually - $350m+ (50% of total business revenues) Setting goals and overcoming hurdles Setting strategy alongside the sales team how to best achieve targets. Managing Americas sales group, metrics and holding people accountable for their goals Build APU business to $100m within 3 years: 25% Setting APU strategy, what APUs to buy, which ones to repair/sell/dismantle. Build lease pool of APUs to lease to global customer base. Buy and sell APUs to meet annual APU revenue targets across whole company. Internal Management: 10% Working closely with HO Commercial, Head of Investment Strategy and CEO ensuring business objectives are being met and direction is correct. Acting as number 2 to the HO Commercial to ensure decisions are made soundly and efficiently when required. Develop and grow Americas Customer Base: 10% Ensure Americas customer base is both developed and maintained ensuring maximum sales opportunities annually and building long-term customer relationships. Assist the team and drive them to visit customers and trade shows to explore needs and opportunities. Additional Responsibilities: 5% Drive revenue growth across product lines (aircraft, components, avionics, services, leasing, MRO, etc.). Expand market share within domestic and international aviation markets. Lead contract negotiations for high-value, multi-year aviation agreements. Build and manage key account strategies for major airline and aerospace customers. Lead and mentor regional sales directors and global account managers. Establish performance metrics, KPIs, and forecasting systems. Oversee CRM strategy and sales pipeline management. Ensure alignment between sales, marketing, product development, and operations. Own sales forecasting, budgeting, and revenue planning. Structure complex aviation deals including power-by-the-hour, leasing, fleet agreements, and long-term service agreements (LTSAs). Manage risk assessment in high-value aerospace contracts. Other duties as assigned. ABOUT YOU Bachelor’s degree in business, aviation management, aerospace engineering, or related field. MBA or advanced degree preferred. 15+ years of progressive sales leadership in aviation or aerospace. Demonstrated success in closing multi-million or billion-dollar aviation contracts. Deep understanding of airline procurement cycles, aircraft financing, leasing structures and MRO operations. Experience leading global sales teams across multiple regions. Travel Required: 25% Domestic and International Citizenship: Authorized to work in the US, Able to work in US without current or future need for visa sponsorship. Qualified Skills: Knowledge, Skills, Demonstrated Capabilities: Required Extensive knowledge of the aviation and aerospace industry, including commercial aviation, MRO, OEM partnerships, leasing, and aviation services. Proven ability to develop and execute sales strategies that drive revenue growth, market expansion, and business performance. Demonstrated success leading global sales teams, building high-performing organizations, and achieving sales targets. Strong negotiation and deal-closing expertise with experience securing high-value aviation contracts and agreements. Deep understanding of airline procurement, aircraft financing, leasing structures, and MRO operations. Experience in sales forecasting, budgeting, CRM management, pipeline development, and KPI-driven performance management. Strong executive leadership, communication, and relationship management skills with the ability to influence customers and senior stakeholders. Ability to structure complex commercial agreements and assess risk in high-value aerospace transactions. Job Dimensions: 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. This role will be responsible for building strategic customers to generate year over year growth between 10% and 15%. This role will be responsible for taking strategic, tactical, and global decisions that impact over 50% of the business’ revenues. Physical Requirements: Onsite: this is an office-based role, expected to be in office, role will require periodic travel 25%. Vision: able to see and read computer screen and other electronic equipment with screens, able to read documents, reports, and engineering drawings. Daily 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 Speaking:  able to speak in conversations and meetings, deliver information and participate in communications. Daily 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 Carrying: able to carry documents, tools, drawings, electronic equipment up to 30lbs/14kgs. Occasionally Lifting:  able to lift documents, tools, drawings, electronic equipment up to 30lbs/14kgs. Occasionally Pushing / Pulling:  able to push and pull small office furniture and some e