Director of Sales

About WFS

Join our Worldwide Flight Services family and contribute to the timely delivery of cargo shipment, luggage, business to customer delivery, and on-time flights while operating safely and securely. We perform at the highest level for our customers every day, and strive to be an exceptional leader in our industry with our teams of cargo, passenger, ramp handling, and technical service experts in 227 airport locations in 27 countries on 5 continents. Are you ready to take off on your next career with us?

Job Summary

The Director of Sales is a senior commercial leadership position within the WFS Ground Handling Sales organization. Reporting to the Vice President of Sales and Commercial Operations, this individual is a strategic driver of both revenue and margin growth across the company's ground handling portfolio. The Director leads all aspects of new business development, contract lifecycle management, client stewardship and RFP execution; while working cross-functionally with Operations, Finance, and Legal to ensure WFS' commercial activities are both competitive and financially sound.

This role is critical to ensuring WFS not only wins and retains business but does so in a way that drives sustainable margin improvement and long-term partnership value.

Responsibilities

Revenue & Margin Growth

• 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.

RFP Management & Proposal Development

• 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.

Business Development & Pipeline Management

• 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.

Client Relationship Management & QBRs

• 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.

Sales Materials & Commercial Content

Minimum 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.

Preferred Skills

• Direct experience with ground handling operations, airline contracts, SLAs, or airport authority agreements.
• Familiarity with industry bodies and regulatory environments (IATA, ACI, FAA/EASA, etc.).
• Experience working in a fast-paced, multi-station or multi-airport operating environment.
• Experience working across both cargo and ground handling lines of business.
• Understanding of WFS operational models, cost drivers and station level P&L dynamics.

Physical Requirements/Working Conditions

Travel required to client sites, airport locations, and industry events (estimated 50%).

Perks & 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!

WFS is an equal opportunity employer committed to employment equity and inclusion. We accept applications from all qualified individuals.