Regional Sales Manager – Aviation Fuel / Lubricants (Leadership Role)
Location: Surrey (Hybrid – 1 day remote per week)
Salary: Competitive base + car allowance + benefits
Morgan Philips partnered with a leading organisation within a market leading business to appoint a Regional Sales Manager. This is a high-impact leadership opportunity for an experienced commercial professional to lead a small team, shape regional strategy, and drive meaningful change across key airline and aviation accounts.
You will play a pivotal role in coaching and developing talent, elevating client engagement standards, and embedding a more strategic, value-led sales approach across the region.
The Role
As Regional Sales Manager, you will combine hands-on strategic account leadership with people management, acting as both a player-coach and a visible leader within the business.
Key Responsibilities
Leadership & Team Development
- Lead, mentor, and develop a small team of commercial professionals, fostering a high-performance, accountable culture
- Provide ongoing coaching, guidance, and support to enhance capability in strategic selling and client engagement
- Drive consistency in best practice, pipeline management, and commercial discipline
Strategic Account Leadership
- Take ownership of a portfolio of key aviation and airline-related accounts, acting as a trusted advisor at senior levels
- Guide the team in building and executing robust, forward-looking account strategies
- Strengthen long-term partnerships through insight-led engagement and value creation
Change & Performance Improvement
- Champion a more proactive, strategic sales approach, moving beyond transactional account management
- Identify opportunities to improve processes, tools, and ways of working across the commercial function
- Embed a culture of continuous improvement, using data and insight to drive decision-making
Growth & Market Expansion
- Support the team in identifying new business opportunities within the aviation fuel and lubricants ecosystem
- Leverage industry knowledge to unlock growth across airlines, MROs, and associated aviation customers
- Play an active role in key negotiations and high-value commercial discussions
Cross-Functional Leadership
- Work closely with operations, supply chain, and technical teams to ensure seamless delivery and customer satisfaction
- Act as the regional voice of the customer, influencing internal stakeholders and shaping proposition development
Reporting & Commercial Oversight
- Oversee regional performance, pipeline visibility, and forecasting accuracy
- Provide clear, insight-driven updates to senior leadership
Candidate Profile
Essential Experience
- Proven background within the aviation fuel, lubricants, or wider aviation energy value chain (commercial airlines, suppliers, or adjacent markets)
- Experience in a leadership or player-coach role, managing and developing others
- Strong track record of managing complex, strategic accounts within a B2B environment
Technical & Sector Expertise
- Deep understanding of aviation customer dynamics, regulatory frameworks, and commercial models
- Ability to operate credibly with senior stakeholders across airline and aviation organisations
Skills & Leadership Style
- Inspiring leader with a coaching mindset and a passion for developing others
- Strategic thinker with a strong commercial acumen
- Influential communicator, able to challenge constructively and drive change
- Data-driven and solutions-oriented
- Comfortable operating both strategically and hands-on
Qualifications & Experience
- Degree in Business, Engineering, or related discipline (MBA advantageous)
- Typically 5+ years’ experience in commercial roles within aviation fuel, oil, or lubricants
- Demonstrable experience leading teams and driving performance improvement
Why Join?
- A genuine leadership role with scope to shape strategy and influence direction
- Opportunity to develop and build a high-performing team
- Work within a respected, forward-thinking organisation in the aviation energy sector
- Competitive package with clear progression opportunities
If you are a commercial leader from within the aviation fuel or lubricants space, ready to lead people, drive change, and make a tangible impact, we would love to hear from you.
Apply with your CV and a brief overview of your leadership experience and sector expertise.
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