Business Development Manager

Gestal; Montreal (administrative region); On-site; CAD 90,000 - 130,000; Full time

Job summary

Gestal in Montréal, Canada, seeks a seasoned commercial professional to manage a defined aerospace portfolio, driving retention and growth across airline, OEM, MRO, and ecosystem partners. You will build strong relationships with procurement, engineering, and in-service teams to ensure long-term success.

You will lead customer success programs, identify new opportunities, and introduce IFC products, coordinating with engineering, operations and marketing. Travel is expected.

Qualifications

• 5+ years of commercial experience in aerospace or a related technical industry.
• Experience selling complex technical solutions; familiarity with cabin systems or IFE is a plus.
• Ability to navigate long consultative sales cycles and build internal/external consensus.
• Strong relationship-building and influential communication without relying on hierarchy.
• Excellent communication and presentation skills across technical and executive levels.
• Experience working across multiple geographic regions (US, Canada, Latin America, Europe, Asia).
• Fluency in English; French is a major asset.

Responsibilities

• Manage and grow a defined portfolio of airline, OEM, MRO, and ecosystem partner accounts, acting as the primary commercial point of contact and ensuring long-term account health, retention, and growth.
• Develop and maintain relationships with key decision-makers and influencers within client organizations, particularly in procurement, engineering, and in-service support teams.
• Lead customer success programs across the portfolio, including onboarding new clients, coordinating in-service support, performance reviews, and planning renewals.
• Identify and qualify new business opportunities within existing accounts and among prospective clients aligned with IFC's growth priorities.
• Lead the commercial introduction of new IFC products, including innovative passenger experience technologies, collaborating with engineering, operations, and marketing teams to advance opportunities through the sales cycle.
• Prepare and present customized proposals, capability presentations, and commercial offers reflecting IFC's strengths.
• Develop and maintain account plans for each key client, covering objectives, service commitments, and growth roadmaps, and lead regular business reviews with client stakeholders.
• Represent IFC at industry events and trade shows; travel is an integral and regular part of this position.
• Act as the internal voice of the customer by conveying market feedback and competitive intelligence in cross-functional discussions.
• Monitor market trends, regulatory developments, and technological advancements relevant to IFC's positioning.
• Maintain accurate data on the pipeline and account activities, providing regular reports to management.
• Collaborate with internal teams to ensure client commitments are understood and met, and act as the commercial escalation point for service or delivery issues.

Skills

Account management

Sales leadership

Strategic selling

Stakeholder management

Multi-region experience

Job description

YOUR RESPONSIBILITIES

• Manage and grow a defined portfolio of airline, OEM, MRO, and ecosystem partner accounts, acting as the primary commercial point of contact and ensuring long-term account health, retention, and growth.
• Develop and maintain strong relationships with key decision-makers and influencers within client organizations, particularly in procurement, engineering, and in-service support teams.
• Assume responsibility for customer success programs across the portfolio, including onboarding new clients, coordinating in-service support, performance reviews, and planning renewals or follow-ups to ensure clients fully leverage IFC systems throughout the program.
• Identify and qualify new business opportunities within existing accounts and among prospective clients aligned with IFC's growth priorities.
• Lead the commercial introduction of new IFC products, including innovative passenger experience technologies, collaborating with engineering, operations, and marketing teams to advance opportunities through the sales cycle.
• Prepare and present customized proposals, capability presentations, and commercial offers that accurately reflect IFC's technical and operational strengths.
• Develop and maintain account plans for each key client, covering annual objectives, service commitments, and growth roadmaps, and lead regular business reviews with client stakeholders.
• Represent IFC to clients at industry events and trade shows. Travel is an integral and regular part of this position.
• Act as the internal voice of the customer by conveying market feedback, client priorities, and competitive intelligence in cross-functional discussions with engineering, operations, and management.
• Monitor market trends, regulatory developments, and technological advancements relevant to IFC's commercial positioning, and identify emerging opportunities.
• Maintain accurate data on the pipeline and account activities, providing regular reports to management.
• Collaborate with internal teams to ensure client commitments are well understood and met, and act as the commercial escalation point for service or delivery issues until resolved.

DESIRED PROFILE

• 5+ years of commercial experience in aerospace, aviation, or a related technical industry, with a demonstrated track record in long-term account management, customer success, or aftermarket program management, as well as new business development.
• Experience selling complex technical solutions. Knowledge of cabin systems, IFE (In-Flight Entertainment), PSS (Passenger Service System), or other passenger experience-related products is a major asset.
• Ability to navigate long, consultative sales cycles by building the internal and external consensus necessary to advance business opportunities.
• Outstanding relationship builder, active listener, attentive to group dynamics, capable of inspiring trust and mobilizing people toward action without relying on hierarchical authority.
• Ease and credibility in presenting startup or innovative products to savvy aerospace clients, including the ability to qualify interest and build a business case from scratch.
• Excellent communication and presentation skills, with the ability to interact effectively at both technical and executive levels.
• Experience working across multiple geographic regions (United States, Canada, Latin America, Europe, Asia).
• High organizational sense and autonomy, with the ability to manage a large portfolio and multiple competing priorities without close supervision.
• Fluency in English is required. French is a major asset. Other languages are an asset.