Territory Sales Manager - General Aviation
Overview
The Territory Sales Manager is responsible for driving growth across assigned territories by cultivating relationships with customers in the general & business aviation market. This role will focus on expanding brand awareness, identifying new opportunities, and delivering customer-focused solutions across McFarlane’s family of aviation brands.
The ideal candidate is a hunter—a high-energy, hungry, and driven professional who thrives on building new relationships and closing deals. They are a road warrior who enjoys being face-to-face with customers, uncovering opportunities, and creating value in every interaction. This role requires strong initiative, follow-through, and the ability to manage a fast-paced territory independently while representing our brands with professionalism and passion.
Key Responsibilities
Sales Growth & Territory Development
• Manage and grow assigned territory through regular customer visits, calls, and follow-up activity.
• Identify, pursue, and close new business opportunities to achieve revenue and margin targets.
• Develop and execute an Individual Sales Plan that aligns with business objectives and market growth strategies.
Territory Sales Manager
• Leverage CRM tools and analytics to track opportunities, pipeline health, and performance metrics.
Customer Relationship Management
• Serve as the primary point of contact for key accounts within the territory.
• Conduct presentations to promote brand awareness and confidence.
• Partner with internal teams on pricing, availability, and customer support to ensure world-class service.
Market Intelligence & Collaboration
• Gather and report competitive intelligence, pricing insights, and emerging market opportunities.
• Collaborate cross-functionally with Marketing, Engineering, and Product Management to support new product launches.
• Represent McFarlane and its parent/operating companies at trade shows, industry events, and customer visits.
Operational Excellence
• Maintain CRM records, call logs, and reporting accuracy.
• Forecast territory sales and provide monthly updates to leadership.
• Ensure compliance with company policies, brand standards, and sales processes.
Qualifications
Required:
• Bachelor’s degree in business, or a related field (or equivalent experience).
• 3+ years of experience in sales.
• Proven track record of hunting for new business and expanding existing accounts.
• Strong communication, negotiation, and presentation skills.
• Ability to travel up to 75% of the time, including overnight and occasional international trips.
• Proficient in Microsoft Office and CRM systems (Salesforce or similar).
Preferred:
• Existing relationships within general aviation or OEM/MRO markets.
• Technical aptitude or familiarity with aircraft systems, components, or maintenance operations.
Personal Attributes
• High-energy, self-motivated, and results driven.
• Confident “hunter” mentality with a strong desire to win and grow market share.
• Excellent interpersonal and relationship-building skills.
Territory Sales Manager
• Resilient and adaptable in a fast-paced, performance-oriented environment.
• Organized, self-disciplined, and effective in managing multiple priorities on the road.
• Passion for aviation and commitment to delivering value to customers.
Working Conditions
• Remote/field-based role with frequent travel (75%-80%).
• Regular interaction with hangar environments, repair facilities, and trade events.
• Must be able to lift up to 25 lbs. for product samples or trade show materials.
• Ability to travel domestically and internationally.
For more information send your updated resume to tara@jtlservices.com
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