Charter Sales Manager

Description

Every charter operator wants more revenue.

The best ones know that wanting it isn't a strategy.

Revenue is built on pricing discipline that doesn't erode under broker pressure. On relationships that run deep enough that your top brokers call you first. On a team that knows what good looks like and executes it — every quote, every day. On systems and data that make the whole operation legible instead of tribal.

That's what this role owns.

As Charter Sales Manager, you will lead Ventura's charter sales team and own the revenue management function. You will set pricing strategy, protect margin, and personally hold the relationships with the brokers who matter most. You will build the processes, train the team, and run the operating cadence that makes the business scale.

What's in it for you

We've built a role for someone who is ready to own a function — not just support one.

Competitive Salary $100,000-$140,000 (commensurate with experience)

Competitive commission plan tied to margin performance

Direct ownership of revenue management, pricing strategy, and broker relationships

Named seat at the leadership table — peer to Ops, Maintenance, and Accounting

Visible industry presence: NBAA, road shows, key broker and customer events

Collaborative leadership team that values initiative and will give you the tools to succeed

Real opportunity to grow alongside a family-owned company expanding its footprint

The benefits matter too:

Medical, dental, vision, life, and disability coverage

401(k) with company match

HSA and FSA options

Employee discount marketplace and additional voluntary benefits

Paid time off and company holidays

How you stand out

We're looking for a proven sales leader — someone who has owned revenue, managed a team, and can walk into a broker's office and command the room.

Prior management experience required — you've led people, coached, run a team, and held accountability

Revenue management ownership required — you've owned pricing strategy, rate analysis, and margin protection before, not just contributed to it

Deep charter wholesale market knowledge: brokers, operators, aircraft, market dynamics; existing industry network is a strong plus

Executive presence — comfortable as the face of Ventura at road shows, NBAA, and key broker meetings

Data fluency — builds scorecards, manipulates data, makes decisions with numbers

Process builder — standardizes, formalizes, codifies, and leaves the operation more legible than they found it

Ability to have hard conversations — tells brokers no, holds the team accountable, protects pricing under pressure

Coach, not just a closer — we're hiring for management muscle alongside sales chops

Preferred experience with:

Jet Insight (or strong aptitude to become the platform expert)

Avianis, FOS, or comparable charter management systems

Excel and BI/reporting tools

Revenue management and pricing analysis frameworks

Your role in action

Own Revenue and Pricing

Set pricing floors, approval thresholds, and the rate card — and enforce them

Own margin targets: when numbers slip, diagnose and act, don't blame the market

Maintain the market read: know what brokers are paying, what's flying, where demand is shifting

Lead the empty leg marketing program end-to-end: weekly broker email blast, conversion tracking, monetized positioning flights

Bring pricing strategy recommendations to leadership on rate structure, seasonal pricing, and broker-tier pricing

Be the Face of Ventura

Personally own the relationships with Ventura's top 15 brokers — not delegated, owned

Build your travel calendar around the relationships: road shows, NBAA, industry conferences, in-person broker and customer visits

Maintain documented preferences, pricing tolerance, decision-makers, and history for each top broker

Monthly touchpoint with each top broker — call, meeting, in-person

When something goes wrong on a flight, you're the one who picks up the phone

Lead the Sales Team

Run day-to-day team performance: coaching, accountability, one-on-ones, and coverage

Build and deliver the standardized sales training program

Have the hard conversations when standards aren't met — underperformance gets addressed, not managed around

Manage PTO, scheduling, and shift coverage so the team is always staffed at target

Note: hiring and firing decisions sit with sales leadership — this role drives day-to-day accountability and development

Build Better Systems

Standardize Jet Insight across the team: clean data, consistent usage, accurate trip records

Document SOPs for the full sales process — quote-to-confirm, handoffs, broker comms, exception handling

Build the sales metrics dashboard and report it on cadence

Identify process gaps and close them — don't wait for permission

Be a Peer, Not an Outsider

Daily ops call participation — both AM and PM

Immediate response when flight issues arise — you're the first call, not the last

Cross-functional alignment with Ops, Maintenance, and Accounting — peer-level relationships, not ticket-submission relationships

Deliver weekly sales dashboard, monthly margin/volume/broker report, and quarterly broker relationship review to leadership

Why we're amazing

Ventura Air Services is a family-owned Part 135 operator built on stability, driven by growth, and committed to doing things the right way.

We are a family-owned aviation company that has experienced significant growth without losing sight of what matters most — our people. We work hard, move fast, support one another, and take pride in building something we're genuinely proud of.

We're big enough to offer opportunity and stability, yet small enough that your contributions are seen, your ideas are heard, and your work makes a real impact. Around here, you're not just a manager — you're part of where we're headed next.

Apply NOW!