Director of Sales

Role Overview

• Drive growth in both top-line revenue and operating margin across the WFS ground handling portfolio.
• Develop and execute pricing strategies that balance competitiveness with profitability, ensuring all new and renewed business meets WFS margin thresholds.
• Monitor contract financial performance and proactively address margin erosion through escalation mechanisms including LWO/MWO adjustments, CPI indexing, and rate reviews.
• Partner with Finance to build robust commercial models that account for cost structures, productivity assumptions, and return targets before committing to client proposals.
• Track financial outcomes of won business against original commercial assumptions and incorporate learnings into future pricing.
• Lead the end-to-end RFP (Request for Proposal) response process, from intake and qualification through submission and post-award debrief.
• Coordinate cross-functional RFP teams including Operations, Finance, Legal, and HR to develop comprehensive, accurate, and commercially sound proposals.
• Author and edit high-quality written responses that articulate WFS's value proposition, operational capabilities, safety record, and differentiators.
• Maintain a library of reusable RFP content, case studies, certifications, and proposal templates to drive efficiency and consistency.
• Ensure all proposals are submitted on time, on-brand, and in compliance with client specifications and internal approval processes.
• Conduct post-submission debriefs to capture lessons learned and continuously improve proposal quality and win rates.
• Identify and pursue new business opportunities across airlines, cargo operators, charter operators, and airport authorities.
• Build and manage a qualified pipeline in the CRM system, maintaining accurate deal stages, revenue forecasts and margin projections.
• Attend industry conferences, trade shows, and networking events to represent WFS and develop new commercial leads.
• Conduct market research and competitive analysis to inform pricing strategy and market positioning.
• Maintain contract health by ensuring financial escalations are addressed such as LWO/MWO increases as well as CPI indexing.
• Work closely with Legal and Contracts to ensure all agreements (new business and renewals) are reviewed with legal, finance and Operations prior to execution.
• Own and manage a portfolio of key client accounts, acting as a senior point of contact and trusted commercial advisor.
• Lead and facilitate Quarterly Business Reviews (QBRs) with strategic clients, presenting performance data, SLA scorecards, improvement roadmaps, and forward-looking commercial opportunities.
• Collaborate cross-functionally with Operations, Finance, and Customer Experience teams to gather data and insights for QBR preparation.
• Drive client satisfaction and retention by proactively identifying at-risk accounts, resolving escalations, and uncovering margin improving expansion opportunities.
• Conduct regular client check-ins and on-site visits to maintain strong relationships and gather voice-of-customer intelligence.
• Develop and maintain a suite of professional sales materials including capability decks, service brochures, one-pagers, and competitive positioning documents.
• Partner with Marketing (where applicable) to ensure all client-facing content is aligned with WFS brand standards and messaging.
• Create customized pitch materials and presentation decks tailored to individual prospects or client business reviews.
• Maintain a centralized repository of commercial collateral ensuring the sales team always has access to current, accurate materials.

Requirements

• Bachelor's degree in business administration, Aviation Management, Marketing, or a related field.
• MBA is a plus.
• 7+ years of progressive sales or business development experience, with at least 3 years in a senior or leadership role.
• Demonstrated experience in the aviation, ground handling, airport services, or logistics industry strongly preferred.
• Proven ability to manage and grow commercial P&L performance; not just revenue but margin and profitability outcomes.
• Proven track record of managing complex B2B client relationships and leading executive-level client presentations (QBRs, business reviews).
• Hands-on experience leading RFP responses from initiation through award, ideally in a services or operations-intensive environment.
• Strong commercial acumen with ability to build and interpret pricing models, cost structures and financial scenarios.
• Exceptional written and verbal communication skills with the ability to craft compelling, persuasive commercial content.
• Proficiency with CRM platforms (Salesforce, HubSpot, or similar) and Microsoft Office Suite (PowerPoint, Excel, Word).
• Strong project management capabilities with the ability to manage multiple concurrent workstreams under deadline pressure.
• Demonstrated ability to collaborate cross-functionally with Operations, Finance, and executive leadership.

Benefits

• Want your pay in advance? Access your pay when you need it through the DailyPay app!
• Are you a top performer who thrives on recognition? On the spot awards offered through the Awardco Platform including gift cards and more!
• Need quality medical care? Multiple options for both full and part-time employees!
• Want WFS Employee Extras? Travel discounts, pet insurance, discount shopping & more!
• Looking to stay healthy and improve your life? Wellness programs offered to all employees!
• Want to invest in your future? 401k program offered!
• Looking to grow and have a career with us? Opportunity for internal mobility and transfers available!