Sales / Account Manager — Aftermarket Aviation Spares & MRO
Mid-Level Commercial Role · Regional office or remote, per territory · Reports to Regional VP of Sales
ROLE PURPOSE
The Sales / Account Manager is responsible for driving aftermarket spares and MRO revenue within an assigned territory. The role combines active management of an existing customer base with the development of new airline, MRO and broker relationships. The successful candidate will own the full commercial cycle — from RFQ response and quotation through negotiation, order closure and post-sale account management — while contributing to Stratton’s wider regional growth and long-term programme objectives.
KEY RESPONSIBILITIES
Sales & Business Development
Revenue ownership — Manage and grow revenue within an assigned territory, meeting or exceeding quarterly and annual sales and gross-profit targets.
RFQ and quotation — Respond to customer RFQs accurately and promptly, preparing competitive quotations on aircraft components, rotables, consumables and repair services.
New business — Identify and develop new business with airlines, MROs, lessors and brokers within the territory; convert leads into active, repeat customers.
Negotiation — Negotiate pricing, terms and delivery to close orders while protecting margin in line with company pricing policy.
Account & Relationship Management
Customer ownership — Serve as the primary commercial point of contact for assigned accounts, building trusted, long-term customer relationships.
Engagement — Conduct regular customer outreach and review meetings to understand demand, anticipate requirements and maximise wallet share.
Pipeline discipline — Maintain accurate, up-to-date records of all customer activity, opportunities and pipeline in the CRM system.
Coordination & Delivery
Cross-functional — Work closely with sourcing, repairs, logistics and finance teams to ensure quoted material is available, priced correctly and delivered on time.
Order management — Monitor open orders through to delivery and invoicing; proactively manage any delays, AOG situations or customer escalations.
Commercial hygiene — Support resolution of payment and credit matters in coordination with finance, helping to keep the closure cycle efficient.
PERFORMANCE MEASURES
· Achievement of assigned topline revenue and gross-profit targets
· RFQ response rate and quote-to-order conversion
· Growth in active accounts and wallet share within the territory
· Pipeline accuracy and CRM data quality
· Customer retention, satisfaction and timeliness of order closure
WHAT WE’RE LOOKING FOR
Essential
Experience — 3–7 years of commercial experience in aviation aftermarket spares, components or MRO sales.
Track record — Demonstrated track record of meeting sales and margin targets in a B2B environment.
Industry knowledge — Strong working knowledge of aircraft components, rotables and repair processes, and the aftermarket supply chain.
Commercial skill — Confident negotiator with strong commercial judgement and attention to margin.
Interpersonal — Excellent communication and relationship-building skills across cultures and time zones.
Systems — Proficiency with CRM and ERP systems (e.g. SAP, Quantum, Pentagon or equivalent).
Desirable
· An existing network of airline, MRO or broker contacts within the assigned region
· Experience with long-term programmes, exchange pools, leasing or PBH arrangements
· Additional regional language capability relevant to the territory
Personal Attributes
· Self-motivated and target-driven, comfortable owning a number
· Disciplined and organized, with reliable follow-through and process adherence
· Collaborative team player who keeps colleagues and management appropriately informed
· Resilient and adaptable in a fast-moving, time-sensitive commercial environment
WHAT STRATTON OFFERS
· A defined territory with genuine revenue ownership and growth potential
· Competitive base salary plus performance-based commission on sales
· Exposure to a global aftermarket business and a clear path toward senior commercial roles
- · Support from sourcing, repairs and logistics teams to help convert opportunities into closed business
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