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Position Summary This blended role encompasses strategic targeting, sales process management, customer acquisition and onboarding. It combines responsibilities across three major areas: 1. Fleet Development & Business Growth 2. Fleet Integration & Customer onboarding 3. Long term Customer & Influencer Management This role ensures CLA's continued leadership in private aviation by aligning sales strategy and superior client service. The Director will operate as a central figure between business development and key internal/external stakeholders and will be reporting to the CCO and VP of Aircraft Management. Duties and Responsibilities 1. Fleet Development & Business Growth (70%) • Aircraft Management sales: runs lead campaigns, uses the CRM to be a force multiplier, runs their pipeline, meets performance and has tenacity to win. • Utilize Tail P&L financial modeling to drive quality decision-making for fleet expansion. • May maintain a dedicated aircraft management portfolio (no more than 3 aircraft). • Execute onboarding and transition plans for new aircraft and clients. • Develop market intelligence, analyze competition, and generate innovation feedback loops. • Conduct outbound sales, influencer engagement from assigned contacts and frequent engagement, memorialized in the CRM management. • Track business aviation trends and prospects; engage with 200+ targets annually and convert at least 5%. 2. Fleet Integration & Onboarding (15%) • Customer Relationship Transition, Act as the primary point of contact during the handoff from prospecting to onboarding. Reinforce trust and confidence built during the sales cycle by staying actively engaged throughout the transition period. JOB DESCRIPTION Page | 2 • Internal Team Alignment, Lead or participate in kickoff calls with internal stakeholders in the onboarding process and pipeline. • Client Education, Guide the customer through the company’s services and values. Present the management platform or owner portal to be able to evidence our experience and processes. Walk them through how services are structured (charter availability, owner usage, maintenance scheduling). 3. Customer & Influencer Management (15%) • Maintain the Influencer Management Program and nurture key industry relationships. • Represent CLA at industry events and strengthen presence among flight departments and aircraft owners. • Serve as primary client point of contact post-sale for service quality, retention, and stakeholder coordination. • Host onboarding briefings, customer reviews, and feedback cycles.

Qualifications

Competencies and Skills • Has independence & agency, strong leadership and project management skills. • Excellent communication, presentation, and strategic thinking. • Desire to compete, shape individuals and handle setbacks of business development • Able to balance operational discipline with customer-focused innovation. • High integrity, emotional intelligence, and professionalism. Position-Specific Skills • Ability to build rapport and trust with prospective customers • Build customer networks and leverage different selling skills to develop business • Prioritize and organize workflow • Work with a CRM system for accountability and productivity • Excellent verbal and written communication skill • Demonstrated analytical and critical thinking skills • Able to take the initiative and execute assigned tasks in a timely and flawless manner • Strong teamwork acumen with a profound ability to work under extreme pressure • Exceptional interpersonal skills • Superior presentation and communication skills. • Excellent project & time management capabilities. • Exemplify consistent professionalism, good humor, and ethical behavior. Required Education and Experience • Bachelor’s degree in Aviation Management, Business, Marketing, or a related field. • 5+ years in sales of management services (FAR 91/135/121 environments). • Working knowledge of FAA regulations, flight operations, safety systems (SMS, FOQA), and dispatch operations. • Familiar with aviation software platforms & tools • CRM fluency and experience in customer onboarding and account management.