Territory Sales Manager

Position Title: Territory Sales Manager

Location: McFarlane and/or Victor Sierra Site or Remote plus travel as needed (Arizona, Texas or Florida residents a plus but not required)

Department: Sales

Reports to: VP of Sales

McFarlane Aviation is a rapidly growing 50+ years old aviation firm that focuses on the design and manufacture of high-quality aircraft parts within the general aviation and commercial marketplace.  We believe in providing better parts with superior “old-school” customer service. When you join the McFarlane team, you’ll join a dedicated group of colleagues passionate about aviation, community, and the McFarlane way.

Victor Sierra Aviation Holdings is the parent company of McFarlane Aviation, The AV8 Group, Aviation Products Systems, and Tempest Aero Group® and their respective affiliated brands. Victor Sierra acquires companies that lead in engineering, manufacturing and distribution of exceptional products. We are structured to facilitate growth and elevate excellence through organic market share increase and strategic partnerships.

Overview

The Territory Sales Manager is responsible for driving growth across assigned territories by cultivating relationships with customers in the general & business aviation market. This role will focus on expanding brand awareness, identifying new opportunities, and delivering customer-focused solutions across McFarlane's family of aviation brands.

 The ideal candidate is a hunter—a high-energy, hungry, and driven professional who thrives on building new relationships and closing deals. They are a road warrior who enjoys being face-to-face with customers, uncovering opportunities, and creating value in every interaction. This role requires strong initiative, follow-through, and the ability to manage a fast-paced territory independently while representing our brands with professionalism and passion.

Key Responsibilities

Sales Growth & Territory Development

• Manage and grow assigned territory through regular customer visits, calls, and follow-up activity.
• Identify, pursue, and close new business opportunities to achieve revenue and margin targets.
• Develop and execute an Individual Sales Plan that aligns with business objectives and market growth strategies.
• Leverage CRM tools and analytics to track opportunities, pipeline health, and performance metrics.

 Customer Relationship Management

• Serve as the primary point of contact for key accounts within the territory.
• Conduct presentations to promote brand awareness and confidence.
• Partner with internal teams on pricing, availability, and customer support to ensure world-class service.

 Market Intelligence & Collaboration

• Gather and report competitive intelligence, pricing insights, and emerging market opportunities.
• Collaborate cross-functionally with Marketing, Engineering, and Product Management to support new product launches.
• Represent McFarlane and its parent/operating companies at trade shows, industry events, and customer visits.

 Operational Excellence

• Maintain CRM records, call logs, and reporting accuracy.
• Forecast territory sales and provide monthly updates to leadership.
• Ensure compliance with company policies, brand standards, and sales processes.

Qualifications

Required:

• Bachelor’s degree in business, or a related field (or equivalent experience).
• 3+ years of experience in sales.
• Proven track record of hunting for new business and expanding existing accounts.
• Strong communication, negotiation, and presentation skills.
• Ability to travel up to 75% of the time, including overnight and occasional international trips.
• Proficient in Microsoft Office and CRM systems (Salesforce or similar).

 Preferred:

• Existing relationships within general aviation or OEM/MRO markets.
• Technical aptitude or familiarity with aircraft systems, components, or maintenance operations.

 Personal Attributes

• High-energy, self-motivated, and results driven.
• Confident “hunter” mentality with a strong desire to win and grow market share.
• Excellent interpersonal and relationship-building skills.
• Resilient and adaptable in a fast-paced, performance-oriented environment.
• Organized, self-disciplined, and effective in managing multiple priorities on the road.
• Passion for aviation and commitment to delivering value to customers.

 Working Conditions

• Remote/field-based role with frequent travel (75%-80%).
• Regular interaction with hangar environments, repair facilities, and trade events.
• Must be able to lift up to 25 lbs. for product samples or trade show materials.
• Ability to travel domestically and internationally.

Join the McFarlane Aviation Team

At McFarlane Aviation, you’ll be part of a team that’s shaping the future of aviation manufacturing and support. Whether you’re assembling components, innovating new processes, or collaborating across our family of operating companies, your work directly contributes to keeping the skies safe and our customers flying. We believe in craftsmanship, integrity, and teamwork—values that define everything we do.

We offer:

• A collaborative, hands-on environment where your ideas and expertise make an impact.
• A team of aviation professionals who take pride in their work and support one another.
• Competitive pay, comprehensive benefits, growth opportunities, and meaningful work that keeps aircraft performing at their best.

McFarlane Aviation is proud to be an Equal Opportunity Employer. We make employment decisions based on qualifications, merit, and business needs—without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic.