Head of Sales - West US (Aviation & Defense)

Leonardo; Dallas (TX); Hybrid; USD 180,000 - 280,000; Full time

Job summary

Leonardo leads the West Region Sales in the US, directing commercial activities to hit order intake, revenue, profitability, and market share goals. The Head of Sales will shape regional strategy, build executive customer relationships, and coordinate cross-functional teams across commercial, government, and defense markets.

The role reports to the Head of Macro Area - VP Sales N&C America and oversees Regional Sales Managers, with a strong emphasis on compliance and ethics in all engagements.

Qualifications

• Bachelor’s Degree in Business, Sales/Marketing, or Aerospace Engineering.
• Master’s Degree in Marketing, Business, or Aerospace Engineering preferred.
• 15+ years’ experience in Aviation; minimum 5 years in Helicopter business, 10+ desired.
• 10+ years of progressive commercial/sales experience, with demonstrated revenue ownership. 15+ years’ experience desired.
• Minimum 5 years directly managing and developing sales teams, including experience leading geographically dispersed or remote teams across a multi-state territory. 7+ years’ experience desired.
• Proven track record of meeting or exceeding Order Intake, revenue, and Market share targets in aviation environment. Direct experience selling in aerospace, aviation, defense, rotorcraft/helicopter, or unmanned systems markets strongly preferred.
• Demonstrated existing connections in US helicopter business segments (HEMS, VIP/Corporate, Civil Utility, Public Utility) is desired and a plus.
• Demonstrated success leading capture campaigns and complex, multi-stakeholder sales cycles — from opportunity identification through contract award.
• Experience negotiating and closing high-value, long-cycle contracts, partnering closely with Legal and Contracts teams on terms and risk.
• Experience managing third-party distributors and promotors (sales agents).
• Experience operating within an export-controlled environment (ITAR/European) and ensuring compliance with U.S. / EU export regulations.
• Experience owning regional budgets, sales forecasting, and CRM-based pipeline management/reporting.
• Experience representing a company publicly at industry trade shows, conferences, and customer events.

Responsibilities

• Achieve Order Intake, revenue, profitability and strategic growth objectives.
• Develop and execute the regional business strategy and annual sales plan.
• Lead strategic customer engagement, capture campaigns, contract negotiations and executive relationships.
• Lead, coach, develop and evaluate Regional Sales Managers and Sales Managers.
• Coordinate Marketing, Product Management, Engineering, Contracts, Legal, Finance and Customer Support.
• Manage forecasts, budgets, CRM pipeline and business reporting.
• Ensure compliance with company policies, export controls and applicable laws while representing the company at industry events.

Skills

Leadership

Strategic planning

Sales leadership

Campaign leadership

Contract negotiations

CRM & forecasting

Education

Bachelor’s Degree in Business, Sales/Marketing, or Aerospace Engineering

Master’s Degree in Marketing, Business, or Aerospace Engineering

Tools

CRM

Job description

Leonardo leads the West Region Sales in the US, directing commercial activities to hit order intake, revenue, profitability, and market share goals. The Head of Sales will shape regional strategy, build executive customer relationships, and coordinate cross-functional teams across commercial, government, and defense markets.

The role reports to the Head of Macro Area - VP Sales N&C America and oversees Regional Sales Managers, with a strong emphasis on compliance and ethics in all engagements.