Description
* Employment type: Permanent
* Salary: Negotiable
* Standard Hours: Flexible start / 40 hours per week
* Location: Southampton
* Ability to Travel Internationally
The Head of Sales will play a critical leadership role in driving revenue growth across the sale of new aircraft, pre-owned aircraft, modifications and upgrades, and brokerage services. This individual will be accountable for developing and executing integrated sales strategies.
Reporting to the Business Development Director, the Head of Sales is responsible for implementing strategic decisions at an operational level, optimising sales processes. This includes oversight of lead generation, campaign planning, market positioning, and customer engagement activity to ensure a strong and consistent commercial pipeline.
A key focus of the role is hands-on leadership, with direct ownership the sales pipeline. The Head of Sales will actively manage opportunities, coach and develop the sales team, and resolve operational and commercial challenges in real time to ensure performance targets are achieved.
Key Responsibilities
Sales Strategy & Execution
* Develop and implement sales plans to drive new aircraft, pre-owned, brokerage, modifications, and upgrade sales.
* Align sales activities with overall business goals and market trends.
* Ensure efficient execution of sales strategies, optimise internal processes for maximum productivity.
Negotiating & Delivering Sales
* Lead negotiations for new and pre-owned aircraft sales, modifications, and brokerage deals.
* Structure and close transactions, ensuring smooth execution to contract signature.
* Work closely with commercial, finance, and operations teams to finalise quotations and contracts.
Operational Oversight & Problem Solving
* Oversee day-to-day sales operations, addressing workflow challenges as they arise.
* Collaborate with internal departments to streamline the sales process.
Reporting & Performance Tracking
* Monitor sales and marketing performance metrics, ensuring alignment with company objectives.
* Prepare reports and sales forecasts for senior leadership.
* Update sales tracking tools to improve data-driven decision-making.
Team Leadership & Management
* Lead, mentor, and motivate the sales teams to exceed sales targets.
* Provide hands-on leadership, actively supporting sales staff in negotiations, deal structuring, and customer management.
* Foster a high-performance culture through coaching, goal setting, and accountability.
Customer Relationship Management
* Maintain strong relationships with aircraft buyers, sellers, and aviation stakeholders.
* Ensure exceptional customer experience throughout the sales cycle.
* Address customer concerns and negotiate contracts to close deals successfully.
Market Growth & Business Development
* Identify new market opportunities, expanding customer networks and partnerships.
* Monitor market trends, competitor activities, and pricing strategies.
* Represent the company at industry events, trade shows, and customer meetings.
Training & Development
* Provide training programs to enhance the skills of the sales team.
* Ensure team members stay updated on industry trends, aircraft models, and regulatory changes.
Skills, Knowledge and Expertise
* Proven track record in aircraft sales, brokerage, or high-value asset sales
* Experience leading and managing a high-performing sales team
* Strong background in business development, deal structuring, and contract negotiation
* Hands-on experience with sales forecasting, pipeline management, and CRM tools
* Full UK driving licence required
* Ability to achieve a UK security clearance
* Ability to travel internationally
* Second language desirable
Benefits
* 36 annual leave days (inclusive of Bank and Public Holidays)
* Contributory pension scheme with a salary sacrifice option
* Private healthcare scheme
* Flu vaccination
* Dental and optical cover
* Employee Assistance Program
* Support with learning and professional development (courses and licenses)
* Health screening and therapies
* Digital GP
* Referral bonus
Britten-Norman is a leading aircraft manufacturer that has been building aircraft continuously for over 70 years. The company is world renowned for its iconic BN2 Islander Series. The Islander is one of the most successful civil aircraft ever produced in the UK. Available in both piston and turboprop variants, Islander aircraft offer exceptional Short Take-off and Landing capabilities and the ability to operate from unprepared surfaces, including both grass and sand. It has been manufactured continuously since 1965, with 1,299 aircraft built to date. Islander aircraft provide adaptable, low-cost solutions that are currently in daily use with some 200 companies and organisations in over 70 countries worldwide. Britten-Norman also provides comprehensive support to its customers, with field servicing, training, and modifications/upgrades available. They have a dedicated training department that offers expert OEM approved training for pilots, mission operators, and technicians. Additionally, they prioritise innovation and are currently involved in various Research and Development programs. With facilities in the UK and USA, Britten-Norman is able to cater to customers globally. Their commitment to excellence and their passion for pushing boundaries in aircraft design make them a top choice for those in the aviation industry.