Purpose of role: The purpose of the role of the Sales Director - Commercial at flydocs is to drive the digital ecosystem growth in the aviation industry by identifying and capitalising on new business opportunities, forming strategic partnerships, and expanding the market presence of flydocs, Amos and Aviatar.
Team: You will be a valued individual contributor in the commercial team within the Lufthansa digital ecosystem. It reports to the regional leader of Lufthansa Technik Digital Tech-ops Ecosystem.
Work arrangement: Because we are more interested in what you bring to our team than where you are located, you can work from anywhere in Singapore. You are encouraged to regularly join us at a coworking space in Singapore with our ecosystem team to partner with other members of the team. There will also be business travel required to customer sites, industry events or to visit members of the team in our office location.
Who will you be working with? The Sales Director will work closely with cross-functional teams, including product, engineering, marketing, sales, customer support and customer success to drive Lufthansa digital ecosystem success and growth.
How do you get to contribute to the business? We are seeking a dynamic and results-driven Sales Director to spearhead our growth in the aviation sector. This role will focus on driving revenue, developing strategic partnerships, and expanding our market presence within the APAC region. The ideal candidate will have a proven track record in business development, deep knowledge of aviation, and a strong network of industry contacts.
- Develop and Implement Business Development Strategies: Create and execute a strategic plan to identify new business opportunities, partnerships, and markets within the aviation sector.
- Client Relationship Management: Build and maintain strong relationships with key stakeholders, including airlines, lessors, MROs, and other relevant entities to drive growth.
- Revenue Growth: Achieve sales targets by developing and managing a robust pipeline of new business opportunities for the wider ecosystem.
- Market Analysis: Contribute to market research and competitor analysis to identify trends, customer needs, and potential opportunities for ecosystem.
- Contract Negotiation: Lead negotiations for major contracts, ensuring alignment with our ecosystem objectives and policies.
- Cross-Functional Collaboration: Work closely with the ecosystem team including marketing, product, and customer success teams to align business development efforts with overall company goals.
- Reporting and Analytics: Regularly report on business development activities, pipeline status, and revenue forecasts to senior leadership.
We would be really happy if you have:
· Minimum of 5 years of experience in business development, sales, or commercial roles ideally within the aviation industry.
· Bachelor’s degree.
· Strong knowledge of the aviation sector, including digital solutions, records management, and regulatory compliance.
· Proven track record of meeting or exceeding sales targets and developing strategic partnerships.
· Exceptional negotiation, communication, and presentation skills.
· Strong analytical skills and the ability to translate market data into actionable business strategies.
· Ability to travel as required.
Short-Term Goals:
30-Day Goals:
· Understand the organisation and ecosystem landscape, culture and key priorities.
· Gain deep knowledge of digital tech ops ecosystem products, services, and value proposition.
· Analyse current business development strategies; identify improvement areas.
· Establish initial contact and build relationships with key stakeholders, including existing clients and potential partners.
· Develop an understanding of the competitive landscape and market trends in APAC
· Collaborate with internal teams to gain insights into current sales and marketing efforts, product roadmap, and customer success metrics.
60-Day Goals:
· Present a revised or newly developed business development strategy to FLT, incorporating identified opportunities and market insights.
· Begin executing the new strategy by targeting and engaging potential clients, partners, and strategic alliances.
· Achieve initial milestones in pipeline development, demonstrating progress towards quarterly goals.
· Start leading negotiations for at least one major contract or partnerships, aiming for preliminary agreements.
· Establish a routine of regular reporting and communication with senior leadership regarding progress, challenges, and market developments.
90-Day Goals:
· Implement the revised business development strategy, including specific action plans for target markets, customer segments, and potential partners.
· Begin executing outreach efforts in collaboration with the marketing team to promote ecosystems products and services in the region.
· Achieve a significant increase in the sales pipeline by at least 15%, focusing on high-value clients such as airlines, lessors, and MROs.
· Conduct initial meetings and presentations with at least 10 potential clients or partners, demonstrating ecosystem value proposition and building rapport.
· Ensure all new deals align with ecosystem strategic goals and profitability metrics.
Mid Term Goals (180 days):
· Strengthen Internal Collaboration:
=> Establish regular communication channels with key internal teams (e.g., commercial, engineering, product development, customer success and experience, and marketing) to ensure alignment on client needs, product offerings, and strategic goals.
=> Provide feedback to the product team based on market and client insights to support continuous improvement and innovation.
· Performance Metrics and Reporting:
=> Deliver the first comprehensive quarterly performance report, outlining progress against key performance indicators (KPIs), challenges faced, and strategies to overcome them.
=> Successfully negotiate and close 1-2 significant contracts or partnerships, contributing to the quarterly revenue targets.
· Refine Long-Term Strategy:
=> Based on initial outcomes and market feedback, refine and adjust the business development strategy to optimise for long-term growth, customer acquisition, and retention.
=> Identify and prioritise new market opportunities or product innovations to be pursued in the next 12-18 months.
What’s in it for you:
· Growth opportunities: We are on an evolution and growth journey hence it is a growth and learning opportunity for each one of us. Growth is part of our DNA, therefore we provide free access to a leading LMS portal as well as support in accessing other formal options to invest in yourself.
· Events & Teambuilding: Feel #lifeatflydocs both virtually & onsite, with several events and workshops planned throughout the year
· Flex Life: We are fully remote however meet intentionally for collaboration, working sessions and role related work. We believe in customer centricity hence we advise to meet customers for all important elements.
· Flight and travel discount
· Sales Bonus
