Territory Sales Manager

CAE; Toluca; On-site; MXN 1,621,000 - 2,161,000; Full time

Job summary

CAE, a global leader in aviation training, seeks a Territory Account Manager in Mexico to drive growth across a defined territory. You will own the customer lifecycle from prospecting to renewal, delivering tailored pilot and aviation training solutions while ensuring a world-class experience.

In this role, you will build executive relationships, manage multi-year contracts, forecast revenue, and collaborate with Operations, Finance, Marketing, and Leadership.

Qualifications

• Bachelor's degree or equivalent industry experience required.
• 7+ years in aviation sales or related commercial roles.
• Experience managing strategic customer relationships and complex contracts.

Responsibilities

• Develop and execute territory growth strategies aligned with revenue objectives.
• Prospect, qualify, and pursue new business opportunities across the territory.
• Lead the full CAE sales process including negotiations and closing.
• Maintain an active pipeline using Salesforce for forecasting and activity management.
• Build executive relationships with Directors, VPs, and C-Suite stakeholders.
• Ensure customer success through proactive account management.

Skills

Consultative selling

Executive relationships

Sales forecasting

Cross-functional collaboration

Presentation skills

Negotiation

Spanish (Native/Fluent)

Strategic thinking

Education

Bachelor's degree or equivalent

Tools

Salesforce CRM

Job description

CAE is seeking a highly motivated and customer-focused Territory Account Manager (TAM) to drive commercial growth across Mexico. This role is responsible for the overall business performance of an assigned territory, including new business development, strategic account management, customer retention, revenue growth, forecasting, and aviation training sales.

As the primary customer interface for CAE's pilot training solutions, the Territory Account Manager will partner with customers to understand their training requirements, develop customized solutions, and deliver a world-class customer experience throughout the entire customer lifecycle.

Key Responsibilities

Strategic Business Development & Sales

• Develop and execute territory growth strategies aligned with annual revenue objectives.
• Prospect, qualify, and pursue new business opportunities across the assigned territory.
• Execute the full CAE sales process, including solution selling, customer presentations, contract negotiations, and closing activities.
• Drive customer acquisition and expand CAE's market presence.
• Maintain an active pipeline of opportunities and utilize Salesforce to manage customer activity and forecasting.
• Consistently achieve or exceed territory sales, retention, and revenue growth targets.
• Analyze market conditions, industry trends, competitive activity, and customer demand to identify growth opportunities.

Account Management & Customer Success

• Serve as the primary point of contact for customers regarding pilot training and aviation training solutions.
• Build and maintain strategic relationships with customers at multiple organizational levels.
• Act as a trusted advisor by identifying customer needs and recommending training solutions that deliver value.
• Develop executive-level relationships with key decision-makers, including Directors, Vice Presidents, and C-Suite stakeholders.
• Increase customer engagement, loyalty, and wallet share through proactive account management.
• Anticipate customer needs and provide timely, effective solutions.

Revenue Management & Commercial Execution

• Own revenue performance and commercial results for the assigned territory.
• Lead contract negotiations and manage multi-year commercial agreements.
• Maximize revenue opportunities through cross-selling, upselling, premium offerings, and bundled solutions.
• Provide accurate quarterly and annual forecasting.
• Ensure all training events are supported by properly executed contracts and commercial terms.

Cross-Functional Collaboration

• Partner closely with Operations, Finance, Customer Service, Marketing, Revenue Management, and Leadership teams.
• Support effective communication between customers and internal stakeholders.
• Collaborate to develop mutually beneficial solutions that support customer success and business objectives.
• Represent customer feedback and market insights to internal teams.

Leadership & Team Contribution

• Support onboarding and mentoring of commercial team members.
• Share best practices related to customer engagement, account management, and sales effectiveness.
• Assist with implementation of new products, tools, processes, and commercial initiatives.
• Contribute to a collaborative, high-performance team environment.

Qualifications

Education

• Bachelor's degree or equivalent industry experience required.

Experience

• Minimum 7 years of experience in aviation sales, business development, account management, or related commercial roles.
• Proven track record of achieving sales and revenue growth objectives.
• Experience managing strategic customer relationships and complex commercial agreements.
• Aviation industry experience strongly preferred.
• Knowledge of pilot training and simulation training solutions preferred.
• Experience using Salesforce CRM preferred.

Knowledge, Skills & Abilities

• Strong consultative and solution-selling skills.
• Excellent communication, presentation, negotiation, and influencing abilities.
• Ability to build executive-level relationships and navigate complex customer organizations.
• Strong business acumen and financial literacy.
• Results-oriented with excellent planning and organizational skills.
• Ability to work independently and collaboratively in a fast-paced environment.
• Cultural awareness and experience working across diverse customer groups.

Language Requirements

• Spanish: Native/Fluent

Physical Activity Summary

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The requirements below are not exhaustive and may be modified as business needs change.

• Occasionally ascends or descends ladders, stairs, ramps, scaffolding, or similar structures.
• Occasionally moves and works in tight, confined, or restricted spaces.
• Frequently remains in a stationary position, sitting or standing for extended periods while performing work activities.
• Occasionally moves about offices, training facilities, customer locations, airports, or other work environments.
• Occasionally lifts, carries, pushes, pulls, or moves objects weighing up to 20 pounds.
• Frequently performs repetitive hand, wrist, and finger movements while using computers, mobile devices, and other office equipment.
• Frequently operates a computer and other standard office equipment.
• Must be able to communicate effectively with customers, employees, and stakeholders through verbal and written communication.
• Must be able to travel domestically and internationally, including by automobile and commercial aircraft, up to 50% of the time.