Head of Sales

Britten-Norman Group; Southampton; On-site; GBP 150,000 - GBP 200,000; Full time

Job summary

A leading aircraft sales company in Southampton is seeking a Head of Sales to drive revenue growth and lead a high-performing sales team. The ideal candidate will have a proven track record in aircraft sales and experience in business development and contract negotiation. This role offers an opportunity to take ownership of the sales pipeline, mentor team members, and shape sales strategies. Benefits include a generous annual leave allowance and a contributory pension scheme.

Benefits

36 annual leave days

Contributory pension scheme

Private healthcare scheme

Employee Assistance Program

Support for learning and development

Qualifications

• Proven track record in high-value asset sales.
• Experience managing high-performing sales teams.
• Strong contract negotiation skills required.

Responsibilities

• Develop and implement sales plans to drive sales.
• Lead negotiations for new and pre-owned aircraft deals.
• Monitor sales performance metrics aligned with company objectives.
• Lead, mentor, and motivate the sales team.

Skills

Proven track record in aircraft sales

Experience leading a sales team

Strong background in business development

Hands-on experience with sales forecasting

Full UK driving licence

Ability to travel internationally

Second language desirable

Tools

CRM tools

Job description

Head of Sales

Department: Sales

Employment Type: Full Time

Location: Southampton

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 of 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