Position Overview

The Director of Sales – APAC is a senior commercial leadership role responsible for driving revenue growth, building strategic customer relationships, and expanding Skyways Technics market presence across the Asia-Pacific region. The role leads all sales initiatives within the APAC territory, with direct accountability for new business development, key account management, and the commercial performance of the regional sales function. The ideal candidate is a results-oriented leader with deep expertise in aviation spare parts and MRO services, a strong regional network, and the commercial acumen to identify, structure, and close complex transactions in a competitive, fast-moving environment.

Key Responsibilities

Sales Strategy & Revenue Growth

Develop and execute the regional sales strategy for APAC in alignment with the Commercial Director's direction and Skyways Technics group commercial objectives.
Own and deliver the APAC sales revenue target, maintaining a structured pipeline and ensuring consistent progression of opportunities from prospecting through to close.
Identify and prioritise high-value market opportunities across airlines, MRO providers, lessors, and other aviation aftermarket customers in the APAC region.
Develop and present commercially competitive, customised proposals based on client requirements, fleet profiles, and prevailing market conditions.
Monitor APAC market trends, competitor activity, and customer demand patterns, providing regular intelligence reports to the Commercial Director.

Business Development & Account Management

Build, maintain, and grow a portfolio of strategic customer relationships across the APAC region, including airlines, cargo operators, MRO facilities, lessors, and OEM-aligned distributors.
Develop a thorough understanding of each customer's procurement structure, decision-making hierarchy, fleet composition, and commercial priorities.
Generate continuous new business leads through targeted networking, trade fair participation, industry events, and structured outreach campaigns.
Ensure all existing accounts receive consistent, high-quality commercial engagement, proactively identifying upsell and cross-sell opportunities.
Represent Skyways Technics at APAC aviation exhibitions, trade events, and customer site visits, maintaining a strong and credible market presence.

Commercial Execution & Customer Experience

Collaborate with the internal commercial, technical, and operations teams to ensure that proposals are commercially sound, operationally deliverable, and aligned to customer SLAs.
Ensure service delivery across all APAC accounts meets or exceeds customer expectations, acting as the senior commercial point of escalation for regional clients.
Provide responsive, professional client communication across all channels, ensuring a consistently superior buying experience.
Evaluate commercial opportunities with rigor, assessing risk, margin, and strategic fit before committing internal resources.
Support the negotiation and execution of commercial agreements, framework contracts, and long-term supply arrangements with key regional customers.

Team Leadership & Cross-Functional Collaboration

Provide leadership, direction, and commercial mentorship to any direct reports within the APAC sales function, fostering a high-performance, customer-first culture.
Collaborate closely with the Commercial Director APAC, internal pricing teams, and operational stakeholders to refine sales strategies and prioritise resources effectively.
Work in close coordination with the procurement, logistics, and technical teams to ensure seamless fulfilment of customer commitments.
Contribute to group-level commercial planning, providing APAC market insights and pipeline forecasts to support strategic decision-making.

Reporting, Forecasting & CRM

Maintain accurate and up-to-date records of all sales activities, pipeline status, customer interactions, and commercial outcomes within the company's CRM and ERP systems (Pentagon 2000).
Prepare and present regular APAC sales performance reports to the Commercial Director, including pipeline analysis, win/loss reviews, revenue forecasts, and market commentary.
Track KPIs including revenue vs. target, new account acquisition, pipeline conversion rate, average deal value, and customer retention metrics.
Provide forward-looking market intelligence to support annual budgeting, strategic planning, and new product/service development.

Qualifications & Experience

Bachelor's degree in business, Aviation Management, Sales, Engineering, or a related field; MBA or equivalent postgraduate qualification is advantageous.
Minimum 8–12 years of progressive commercial experience in aviation aftermarket sales, with a demonstrable track record of achieving revenue targets in the APAC region.
Proven experience in aircraft spare parts sales and MRO services is essential; existing relationships with APAC airlines, MRO providers, or lessors are a strong advantage.
Demonstrated success in managing key accounts and developing C-suite and procurement-level relationships across diverse APAC markets.
Strong understanding of aircraft spare parts trading, component repair cycles, airworthiness documentation, and aviation aftermarket commercial structures.
Experience delivering complex commercial solutions in a fast-paced, high-performance environment, including negotiating and structuring long-term supply agreements.
Proficiency in Microsoft Office suite; hands-on experience with ERP systems (Pentagon 2000 preferred); familiarity with Power BI or comparable reporting tools is an advantage.
Must be based in or willing to relocate to Subang, Malaysia; regular regional travel within APAC is required.

Key Competencies

Strategic commercial thinker with the ability to identify, qualify, and capitalise on high-value revenue opportunities across the APAC aviation aftermarket.
Exceptional relationship builder – credible, trusted, and effective at all levels from procurement teams to C-suite executives across diverse APAC cultures.
Outstanding communication and presentation skills in English (spoken and written); proficiency in Bahasa Malaysia, Mandarin, or other APAC languages is a significant advantage.
Entrepreneurial mindset – self-driven, commercially ambitious, and capable of operating with autonomy while maintaining alignment to group strategy.
Strong intercultural intelligence and adaptability, with the ability to navigate complex, multi-stakeholder commercial environments across the APAC region.
Highly analytical with strong attention to detail; able to manage multiple opportunities simultaneously and maintain rigorous pipeline discipline.
Collaborative team player who leads by example, drives accountability within the sales function, and supports a culture of continuous commercial improvement.

Director, Global Shared Services Hub

Director of Sales APAC