Regional Account Manager - Aviation Distribution

Eastman•Nationwide, CA

87d•$100,000 - $137,500•Hybrid

About The Position

The Regional Account Manager is responsible for driving strategic growth, customer retention, and market expansion within the aviation sector. This role serves as the primary commercial lead for a portfolio of aviation customers and is accountable for developing long-term partnerships with commercial airlines, MRO organizations, OEMs, distributors, and aviation service providers. Leveraging strong aviation industry knowledge and consultative selling expertise, the position drives profitable growth across Eastman Turbo Oils (ETO) and Skydrol aviation hydraulic fluids while serving as a trusted advisor throughout the aviation value chain. Approximately 50% travel is required.

Requirements

Bachelor's degree required; Science, Engineering, Aviation Management, Aerospace, or related discipline preferred.
5+ years of sales, account management, or business development experience within aviation, aerospace, defense, lubricants, or related industries.
Demonstrated experience working directly with Aviation organizations such as commercial airlines, MRO organizations, aerospace OEMs, or aviation supply chain partners.
Understanding aviation operations, aircraft maintenance programs, aerospace procurement processes, and customer decision-making structures.
Proven success managing strategic accounts and delivering sustained revenue growth.
Experience with Salesforce CRM and complex commercial negotiations.

Nice To Haves

Direct experience with aviation lubricants, hydraulic fluids, aerospace chemicals, or aviation consumables.
Existing relationships with airlines, MROs, OEMs, or aerospace distributors.
Knowledge of aviation maintenance practices, aerospace specifications, aircraft systems, and regulatory requirements.

Responsibilities

Develop and execute strategic territory and account plans focused on commercial aviation, OEM, and MRO markets.
Build executive-level relationships with airlines, MROs, OEMs, and aerospace distributors.
Drive revenue, volume, margin, and market share growth through expansion of existing business and development of new opportunities.
Serve as the primary commercial representative and subject matter resource for aviation fluids and lubricants.
Identify opportunities through engagement with maintenance, engineering, procurement, technical operations, and executive teams.
Utilize Salesforce CRM to manage pipelines, forecasting, customer intelligence, and opportunity progression.
Negotiate pricing, commercial agreements, and contract renewals while maximizing profitability.
Collaborate with Technical Service, Marketing, Product Management, Supply Chain, and Customer Service teams to accelerate growth.