Territory Sales Manager, Mexico

Cae; Toluca; On-site; MXN 650,000 - 950,000; Full time

Job summary

CAE in Toluca, Mexico, seeks an experienced Business Aviation Sales professional to secure new business and deepen relationships with existing accounts. You will manage territory accounts, execute sales activities, and promote CAE's full portfolio while leveraging Salesforce for tracking and forecasting.

The role requires 5+ years in business aviation sales, native Spanish and advanced English, and the ability to travel up to 50% within the region.

Qualifications

• Four-year degree or equivalent industry experience.
• Minimum of 5 years of experience in business aviation sales.
• Native-level Spanish proficiency and advanced English proficiency.
• Business and technical acumen, financial literacy, and aviation knowledge.
• Knowledge of the market and ability to monitor the competitive landscape.

Responsibilities

• Lead and manage business aviation customer accounts across the Mexico territory.
• Execute defined sales activity metrics, including calls, proposals, win ratios, and related measures.
• Maintain opportunities, activities, leads, and proposals in Salesforce.
• Promote solution selling across the full portfolio aligned with regional objectives.
• Develop and present value propositions for assigned accounts and engage capture team resources as needed.
• Monitor competitive landscape and identify risks and accounts under pressure.
• Identify business development opportunities and visit training centers to build relationships across CAE's network.
• Maintain monthly interactions with key accounts and two in-person visits annually to support revenue and retention.

Skills

Spanish (native)

English (advanced)

Sales experience

Account management

Communication

Education

Bachelor's degree or equivalent

Tools

Salesforce

Market Opportunity Dashboard

Pricing tools

Job description

Behind every success is a team of dedicated experts driving us forward. Our corporate functions don't just support - they lead, shaping the company's path and preparing clients and employees for the moments that matter. Be part of a team where your work makes a difference, with opportunities to grow, collaborate, and thrive.

This position is focused on securing business from prospective and existing accounts to achieve sales objectives through solution selling. The role focuses on business aviation customers in Mexico, including existing simulator owners/operators who may be prospective simulator buyers or customers with comparable financial opportunities.

Sales & Customer Management

• Lead and manage business aviation customer accounts across the Mexico territory.
• Execute against defined sales activity metrics, including calls, proposals, win ratios, and related measures.
• Maintain current and accurate opportunities, activities, leads, and proposals in Salesforce.
• Promote solution selling across the full portfolio in alignment with regional objectives.
• Develop and present value propositions for assigned accounts, engaging capture team resources as required.
• Monitor the competitive landscape and identify risks, threats, and accounts facing competitive pressure.
• Act on assigned leads and respond within required timeframes.
• Identify business development opportunities and visit training centers to build operational knowledge and relationships across CAE's network.
• Maintain at least monthly interactions with key accounts and conduct two in-person visits annually to support revenue attainment and client retention.
• Maintain close customer relationships to understand customer needs and optimize the portfolio offered to each account.
• Support the accounts receivable collection process.
• Coach and mentor less experienced sales resources.
• Perform additional duties as required.

Governance & Reporting

• Complete weekly and monthly sales reporting within defined timelines and processes.
• Provide monthly revenue forecast inputs.
• Maintain two-way interactions through the Customer Relationship Management (CRM) tool to support resource coordination and competitive intelligence.
• Obtain required governance approvals for proposals, including pricing adjustments.
• Use required sales, customer segmentation, pricing, and supply-demand tools.
• Coordinate with internal partners at the Training Center level regarding scheduling and training for existing and new clients.

Account Planning

• Achieve defined revenue, yield, retention, and growth goals for assigned accounts.
• Develop, maintain, refine, and execute an account strategy for each assigned account.
• Develop retention and growth strategies for active accounts using Salesforce, the Market Opportunity Dashboard, and other applicable tools.
• Identify key account lifecycle milestones and prioritize time and resources accordingly.
• Develop and present value propositions for assigned accounts.

Minimum Qualifications

• Four-year degree or equivalent industry experience.
• Minimum of 5 years of experience in business aviation sales.
• Native-level Spanish proficiency and advanced English proficiency.
• Business and technical acumen, financial literacy, and aviation knowledge.
• Knowledge of the market and ability to monitor the competitive landscape.
• Demonstrated results orientation and ability to deliver on commitments.
• Persistence and demonstrated ability to close sales opportunities.
• Ability to work both autonomously and collaboratively within a team.
• Strong sales capabilities, including communication, presentation, negotiation, active listening, interpersonal, and influencing skills.
• Ability to cultivate and maintain long-term customer relationships at multiple levels within assigned accounts.
• Ability to identify solutions aligned with customer needs.
• Cultural understanding and awareness.
• Demonstrated ability to communicate and interact professionally with all levels of management.
• Ability to quickly learn and navigate internal resources and networks.
• Ability and willingness to adapt to change in a fast-paced environment.
• Creative and resourceful approach to delivering on customer commitments.
• Ability to collaborate within a team environment to achieve sales goals.
• Experience coaching and developing junior sales representatives.
• Computer and internet literacy.
• Willingness and ability to travel within the region approximately 25% to 50%.
• Position is located in Toluca, Mexico.

Preferred Qualifications

• Knowledge of pilot training.
• Working knowledge of simulation products, including Full Flight Simulators, Flight Training Devices, Integrated Procedures Trainers, and Virtual Simulators.
• English Advanced

Position Type

Regular