Dominion Aviation

Director of FBO Sales

Dominion Aviation

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $130,000 - $150,000 per year

Job Level

Lead

About the role

  • Develop and execute comprehensive FBO sales and revenue strategies aligned with company growth objectives, including annual targets, forecasting, and KPI establishment.
  • Drive revenue growth by maximizing hangar occupancy, optimizing pricing strategies, increasing fuel sales, and identifying new revenue opportunities such as fuel programs, hangar development, premium services, and strategic partnerships.
  • Lead business development initiatives, including contract negotiations with corporate flight departments, charter operators, and aircraft management firms, as well as the development of national account programs and preferred operator agreements.
  • Conduct ongoing market analysis, including competitive benchmarking, regional fuel pricing reviews, and market comparable studies to maintain strategic positioning and pricing advantage.
  • Collaborate cross-functionally with Operations, Finance, Marketing, and Corporate Development to align commercial strategy with service delivery, margin optimization, acquisitions, integration efforts, and brand initiatives.
  • Provide sales leadership and oversight across all FBO locations by implementing training programs, ensuring CRM utilization and pipeline visibility, monitoring KPIs, and conducting regular site visits to drive performance and accountability.
  • Maintain executive-level relationships with key accounts, represent the company at industry events and trade functions, and ensure an exceptional customer experience consistent with premium FBO standards.
  • Support Vantage Aviation leadership and FBO General Managers in identifying growth opportunities, completing market studies, and executing strategic initiatives.
  • Resolve high-level customer matters in coordination with operations leadership and perform other duties as assigned.

Requirements

  • Bachelor’s degree in Business, Aviation Management, or related field preferred
  • 5 -7+ years of experience in aviation sales, with significant FBO real-estate and fuel sales experience
  • Proven track record of achieving and exceeding revenue targets
  • Strong understanding of FBO operations, fuel pricing structures, hangar rent comparables, exclusive and non-exclusive hangar lease or sublease agreements, and contract negotiation
  • Established industry relationships within business aviation
  • Demonstrated leadership experience managing sales teams
  • Excellent negotiation, presentation, and executive-level communication skills
  • Able to pass a background check and drug screen.
Benefits
  • Bonus: 30% - 50% based on annual performance
  • Medical, dental, vision insurance
  • Company paid Short Term Disability and Basic Life and AD&D
  • Paid time off
  • 401(k) with company match
  • On Demand Pay
  • Employee Assistance Program
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
FBO sales strategiesrevenue forecastingKPI establishmentcontract negotiationsmarket analysiscompetitive benchmarkingCRM utilizationpipeline visibilitytraining program implementationcustomer experience management
Soft Skills
leadershipnegotiationpresentationexecutive-level communicationcollaborationcustomer relationship managementperformance monitoringaccountabilitystrategic thinkingproblem-solving
Certifications
Bachelor’s degree in BusinessBachelor’s degree in Aviation Management