Sales Director - Middle East and Africa

GA Telesis is a global leader providing integrated solutions to the aviation and aerospace industries, with a continuously expanding presence in new countries worldwide. We serve over 2,000 customers, including airlines, original equipment manufacturers, maintenance, repair, and overhaul (MRO) providers. GA Telesis Ecosystem™ is a vast global network spanning 54 locations in 30 countries on six continents. At GA Telesis, our core business is integrated aviation solutions, and our mission is customer success.

The Sales Director will play a crucial role in supporting GATES growth plans in Middle East and Africa, further consolidating our strong position in engine MRO business in the region. This role will contribute to annual sales plan by selling CFM and CF6 jet engine services and solutions. This role doesn’t involve managing direct subordinates and reports to VP of Sales – APAC & Middle East, Africa. Location of the role is Dubai. The successful candidate for this position will be responsible for identifying and developing sales/growth opportunities for GATES products and services, mainly engine MRO services, in Middle East and Africa. The candidate should have good technical background and strong communication skills to confidently represent our business and services to airlines and lessors in the region. An ideal candidate would have strong existing relationships within airlines and leasing community in Middle East and Africa.

Responsibilities:

• Develop and execute customer account growth strategy and strengthen relationships with key customers within defined regions. 
• Stay informed about current industry trends, competitive landscape, and customer needs; create and share market intel/customer value proposition for internal deal reviews.
• Achieve defined annual sales targets for the region.
• Develop sales strategy and lead the deal team during lifecycle of engine MRO campaigns, ensuring necessary internal coordination, and external negotiation for win-win solutions. 
• Collaborate with internal stakeholders (commercial support, legal, finance, operations, etc.) to streamline contract preparation, submission, and negotiation. 
• Lead sales negotiation and execution in collaboration with commercial team.
• Responsible for contractual flow down and smooth hand-over to customer service and production teams once engine MRO contracts are won. 
• Lead solving of ongoing commercial issues & support deal profitability during contract term. 
• Lead cash collection and AR/PD management for assigned customers that have contracts with GATES. 
• Forecast engine shop-visit opportunities, engage in sales/account reviews with management, and maintain accurate CRM (SFDC) records for annual budget planning. 
• Design and lead customer presentations and represent GATES at industry conferences. 
• Responsible for meeting Trade Compliance requirements. Lead "Know Your Customer" (KYC) approval process. 
• Identify new business opportunities for other GA Telesis businesses.
• Create and share market intel internally.

Qualifications:

• Minimum 10 years’ experience in aviation sales with bachelor’s degree from an accredited university or college
• Proven track record of delivering outstanding sales results in commercial aviation MRO business.
• Extensive industry knowledge and experience in airline and aviation business, regulations, environment and constraints, engine MRO industry trends and competitive landscape in Middle East and Africa. 
• Technical knowledge of engine technology and repair processes. 
• Ability to understand commercial levers needed to win customer contracts. 
• Excellent spoken and written English. 
• Proven negotiation and deal closing skills. 
• Strong customer mindset. 
• Team player with ability to operate independently. 
• Proficiency in CRM and MS Office tools.
• Willingness to travel extensively (40%+).