Director, Sales Middle East & Africa

Apply Description Summary: Responsible for leading Sales and Marketing initiatives across the Middle East and Africa (MEA), with a strong focus on key strategic markets including Saudi Arabia, United Arab Emirates, Israel, Qatar, Pakistan, and Tunisia. This role supports military aerospace and defense customers within U.S. allied countries and requires direct engagement with Ministries of Defense, Air Forces, and state-owned entities. The position plays a critical role in shaping regional strategy, driving new business development, and maintaining a robust network of senior military and defense stakeholders. It supports key military aircraft platforms including C-130, UH-60, F-15, F-16, AH-64, B707, among others, across spares, repairs, and modification programs. Success in this role is defined by disciplined execution, strong financial and commercial acumen, and the ability to convert opportunities into measurable bookings, revenue, and margin. Essential Duties and Responsibilities include the following. Other duties may be assigned. 15+ years of experience in the aerospace and defense industry, specifically in military aircraft spares, aftermarket distribution, and MRO Established network of senior-level contacts within Ministries of Defense, Air Forces, and defense organizations across MEA Demonstrated experience managing complex government contracts, tenders, and long-cycle sales environments Drive bookings, revenue, and margin performance across assigned territories Own pipeline development, opportunity progression, and forecast accuracy through Salesforce Align OEM strategies with regional opportunities and drive joint growth initiatives Convert opportunities into executable contracts, LTAs, and measurable business outcomes Develop and execute bid models and pricing strategies leveraging historical data, market intelligence, and margin targets Establish and communicate pricing strategies for all customer quotations Lead business development, strategic prospecting, and opportunity generation across assigned territories and key military platforms Develop and execute capture strategies for large projects, tenders, and multi-year programs Tailor go-to-market strategies aligned with MEA procurement, cultural, and commercial practices Manage and oversee in-country agents, representatives, and consultants, establishing accountability for pipeline, bookings, and collections Define and execute territory strategy, including direct vs. partner-led engagement models Structure, negotiate, and manage representation agreements and commercial frameworks Build and maintain strong relationships between customers and the Company Develop and maintain relationships with OEMs and suppliers, aligning capabilities with regional opportunities Demonstrate ability to rapidly develop advanced knowledge of company offerings and partner OEM capabilities Delegate and oversee day-to-day quote activity through the sales support team Provide oversight for customer requests, including sales orders, purchase orders, discrepancies, and issue resolution Monitor and drive accounts receivable and collections performance across assigned territories Structure deals considering payment terms, sovereign risk, and financial exposure Monitor shipping cycles and operational execution through internal reporting Develop and deliver high-impact executive presentations to senior military, government, and OEM stakeholders Maintain strong understanding of contracts and coordinate with legal for review and execution Maintain advanced understanding of regional procurement systems and key customers Lead and develop the Sales team, driving accountability, execution discipline, and performance Establish and lead operating cadence including pipeline reviews, forecast calls, and agent performance reviews Prioritize opportunities and resources to focus on high-value, high-probability outcomes Lead new business generation and territory expansion initiatives Conduct win/loss analysis and adjust strategies to improve conversion rates Monitor and analyze sales performance to maximize profitability and customer value Drive cross-functional alignment across internal departments to ensure successful execution Establish and manage sales and marketing budgets for the region Support development of offset, localization, and in-country capability strategies where required Ensure compliance with ITAR, EAR, and export control regulations Operate in accordance with AS9120 and ISO9001 standards Engage in frequent travel across the region to build and maintain strong customer relationships Supervisory Responsibilities The position includes responsibility for leading and developing regional sales personnel and indirect reports, as directed by the Vice President, Sales. Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Competencies To perform the job successfully, an individual should demonstrate the following competencies: Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures. Problem Solving - Identifies and resolves problems on time; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem-solving situations; Uses reason even when dealing with emotional topics. Project Management - Develops project plans; Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities. Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others. Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments. Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things. Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings. Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information. Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed. Visionary Leadership - Inspires respect and trust; Mobilizes others to fulfill the vision; Provides vision and inspiration to peers and subordinates. Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results. Delegation - Delegates work assignments; Matches the responsibility to the person; Gives authority to work independently; Sets expectations and monitors delegated activities; Provides recognition for results. Leadership - Exhibits confidence in self and others; Inspires and motivates others to perform well; Effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others. Managing People - Includes staff in planning, decision-making, facilitating, and process improvement; Takes responsibility for subordinates' activities; Makes self-available to staff; Provides regular performance feedback; Develops subordinates' skills and encourages growth; Solicits and applies customer feedback (internal and external); Fosters quality focus in others; Improves processes, products and services.; Continually works to improve supervisory skills. Quality Management - Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness. Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Aligns work with strategic goals. Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources. Diversity - Demonstrates knowledge of Equal Employment Opportunity policy; Shows respect and sensitivity for cultural differences; Educates others on the value of diversity; Promotes a harassment-free environment; Builds a diverse workforce. Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values. Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity. Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Identifies external threats and opportunities; Adapts strategy to changing conditions. Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions. Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals. Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans. Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments. Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality. Quantity - Meets productivity standards; Completes work in a timely manner; Strives to increase productivity; Works quickly. Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly. Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events. Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time. Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed. Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention. Commercial Acumen – Demonstrates strong financial and business judgment; evaluates opportunities, pricing strategies, and deal structures to drive profitability Execution Discipline – Drives accountability, ensures follow-through, and converts opportunities into measurable results Education and Experience · Bachelor’s degree in Engineering, Business, or a related field required; Master’s degree in Engineering or Business preferred · 15+ years of progressive experience in the aerospace and defense industry, with focus on military aircraft aftermarket (spares, repairs, MRO, and distribution) · 10+ years of sales and/or sales leadership experience with a demonstrated track record of delivering bookings, revenue, and margin growth · Minimum of 10 years of experience operating in Middle East defense markets, with demonstrated success in UAE and Saudi Arabia · Proven leadership experience managing and developing high-performing sales teams and regional organizations · Strong understanding of MEA defense procurement processes, government contracting, and tender environments · Demonstrated success negotiating complex commercial agreements and contracts within the aerospace and defense sector · Strong financial acumen, including experience with bid modeling, pricing strategy, margin management, and deal structuring · Experience managing agents, distributors, and in-country representatives across multiple markets · Demonstrated ability to develop and execute regional strategies, capture plans, and multi-year program pursuits · Familiarity with offset, localization, and in-country capability development preferred · Strong understanding of military aircraft platforms such as C-130, UH-60, F-15, F-16, AH-64, B707, or similar systems · Excellent communication and executive presentation skills, with the ability to engage senior military, government, and industry stakeholders · Prior military service or direct experience working with armed forces strongly preferred Technical Skills · Advanced Microsoft Office Suite – Outlook, PowerPoint, Excel · Advanced Salesforce (CRM) understanding and usage · Experience using CRM systems to manage pipeline, forecasting, and sales execution discipline Language Skills Fluent in English · Arabic preferred · Ability to read, analyze, and interpret general business information · Ability to write reports, business correspondence, and procedure manuals · Ability to effectively present information and respond to questions from groups of managers Mathematical Skills Above average · Ability to work with mathematical concepts such as addition, subtraction, multiplication and division · Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations Physical Demands · Customary physical demands for office environment · Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions Work Environment · Traditional office environment · Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions · Preparedness to adapt to extensive travel requirements across diverse geographic and cultural landscapes within MEA Travel · Travel up to 50% will be required