Head Of Department: Sales and Marketing

Job Purpose

Reporting to the SAA Technical (SAAT) CEO, the role will be responsible for providing strategic and commercial leadership for SAAT’s business development, sales and marketing portfolio, with accountability for sustainable revenue and margin growth across aircraft maintenance, technical support and related MRO services.

You will also be responsible to identify and convert market opportunities, expand SAAT’s domestic and international customer base, strengthen strategic partnerships, and position SAAT as a competitive, customer-focused African MRO provider.

Principal Accountabilities

• Develop and execute an integrated Business Development, Sales and Marketing strategy aligned with the SAAT’s Corporate Plan, independent MRO growth agenda and approved commercial objectives.

• Conduct market, competitor and customer analysis to identify priority segments, routes to market and profitable opportunities across Airlines, Lessors, OEMs, Defence, Government and other Aviation or adjacent industries.

• Build, qualify and manage a robust opportunity pipeline; set sales targets, monitor conversion rates and provide reliable revenue forecasts and commercial performance reports.

• Lead the end-to-end pursuit of new business, including lead generation, requests for information, tenders, proposals, pricing coordination, bid governance, presentations, negotiations and contract closure.

• Identify and establish strategic partnerships, joint ventures and channel relationships with OEMs, Airlines, Lessors, MROs and Technical service providers to expand capabilities, market access and revenue streams.

• Grow third-party and non-airline revenue by packaging SAAT’s technical capabilities into differentiated service offerings and identifying opportunities in adjacent asset-intensive markets.

• Develop and maintain SAAT’s customer value proposition, brand positioning and go to market plans, supported by targeted campaigns, thought leadership, industry events, digital channels and sales collateral.

• Establish customer service and commercial performance metrics, including pipeline value, win rate, revenue, gross margin, customer retention, turnaround responsiveness and customer satisfaction.

• Lead commercial negotiations and ensure that proposals and contracts reflect approved pricing, risk, delegation-of-authority, service-level and governance requirements.

• Maintain market intelligence on fleet trends, maintenance demand, competitor capacity, pricing, regulatory developments and customer investment plans to inform strategic decisions.

• Develop and manage the departmental budget and resources, ensuring disciplined expenditure, measurable return on marketing investment and compliance with governance requirements.

• Lead, coach and develop a high performing multidisciplinary team across Business Development, Sales, Key Account Management, Marketing and Customer Support, in line with SAAT’s HR policies and performance framework.

• Promote SAAT’s values and a culture of safety, integrity, accountability, customer focus, collaboration and excellence in performance

Qualifications & Experience

• Bachelor’s degree in Business Management, Commerce, Marketing, Economics or Aviation Management is required. A relevant postgraduate qualification or MBA will be advantageous.

• 7+ years’ senior management experience with demonstrable accountability for revenue growth, market expansion, complex solution selling, enterprise level negotiations and leadership of commercial teams.

• 7+ years’ experience in business development, commercial management, sales and or marketing experience, gained within aviation, MRO, aerospace, or other complex asset intensive industries.

• Proven experience in developing and converting a qualified sales pipeline, leading tenders and bids, structuring commercially viable proposals, managing key accounts and concluding high-value long cycle contracts.

• Direct exposure to Aircraft Maintenance, Technical Services, OEM relationships, Airline operations. Aviation regulatory environments will be a distinct advantage.

Knowledge and Skills

• Strategic Commercial Leadership
• Aviation and MRO Commercial acumen
• Market intelligence, segmentation and competitor analysis
• Digital and Commercial Enablement
• Pricing, financial modelling and margin management
• Key account management and customer retention
• Strategic partnerships and stakeholder management
• Knowledge of Aviation industry
• Customer Relationship Management (CRM)
• Commercial governance, risk and regulatory awareness

Attributes

• Analytical Thinking
• Conceptual Thinking
• Information Seeking
• Initiative
• Organizational Awareness
• Impact and Influence
• Teamwork and Cooperation
• Integrity

Additional Information

ASSESSMENT & GOVERNANCE

Shortlisted candidates will undergo a comprehensive executive assessment process, which may include psychometric assessments, integrity screening, reference checks, qualification verification, and credit and criminal checks

EMPLOYMENT EQUITY

SAAT is committed to Employment Equity and diversity. All appointments will be made in accordance with the organisation’s Employment Equity Plan.

RIGHT OF NON-APPOINTMENT

SAAT reserves the right not to make an appointment.