Vice President, Charter Business Development
Job Details
KVNY - Van Nuys, CA
Optional Work from Home
Full Time
4 Year Degree
Up to 25%

Remote/Optional Work From Home


Clay Lacy Aviation has been providing private jet services around the globe since 1968. Taking pride in the pursuit of perfection is at the center of everything that we do. Our most valuable asset is our experienced team.


We are seeking a strong, highly experienced Vice President, Charter Business Development for our charter sales business development team. If you meet the minimum requirements in this job description and are goal-oriented, dedicated, proactive, and enjoy a customer-centric culture, we would be delighted to get to know you better.


All applicants must submit to a pre-employment drug screen and background check.


Position Summary

The Vice President, Charter Business Development is responsible and accountable for developing and managing an industry-leading charter sales team, leveraging technology and best practices. The business development role is focused on cultivating a minimum of 30% new retail customer base annually. The primary channels will be On-Demand, Clay Lacy Preferred while eligible to participate in any of the business line development channels. This role is expected to work closely with other business lines sales and operations groups to support organizational-wide strategy and meet company goals and objectives.


Sale Process

  • Foster and improve upon CLA’s charter sales process for both outside charter sales according to customer segment – clear, measurable definition of each stage in the pipeline as well as how each team interacts throughout the process and with customers.
  • Maintain and manage sales process documentation.
  • Ongoing development and ownership of sales process enablement tools in HubSpot, FL3XX, and other platforms as determined through Sales IT Specialist.
  • Maintain an active position on the vendor approval committee and train the Development team to be integral to the sourcing process for charter customers.


Effectiveness and Efficiencies between and among Sales teams

  • Manage using a data-minded approach - Monitor and measure effectiveness and efficiency of the sales process.
  • Create, manage, and train playbooks that support the sales process and sales enablement tools.
  • Architect, manage and run daily/weekly/monthly/quarterly, and annual sales meetings with the sales team and with company leadership.
  • Train, coach, and motivate sales staff through one-on-one interactions and group initiatives.


Sales Planning, Reporting, and Analysis

  • Run Planning Process – Including annual sales plan for their team (revenue and margin goals, quotas as a whole and per team member throughout the sales funnel, customer targets and segments approach, general strategies and tactics for existing and new business) as well as expense budgets and managed fleet goals.
  • Utilize and manage using Analysis – Performance against the components of the sales plan and ad hoc as required.
  • Pipeline reviews – Establish reporting package from group to individual salesperson to provide visibility into areas of strength and weakness.
  • Address Performance – Understand the relationship between managed aircraft charter expectation and company performance and establish strategies to improve or adjust as needed.
  • Marketing – Work with marketing to connect lead generation into the sales process as defined.


Sales innovation

  • Participation in creating or modifying company charter products and services to innovate offerings over time.
  • Analyze, adjust, and develop pricing strategies to meet the needs of the company and charter customers.
  • Review industry trends and conduct a competitive analysis to drive sales and improve approach and understanding of market dynamics.
  • Work with sales teams and charter customers to understand, compare and contrast charter solutions and troubleshoot problems or gaps with their current solutions.
  • Other responsibilities as requested or assigned.


A Bachelor's degree with 7-10 years’ experience directly related to duties and responsibilities specified or equivalent combination of education and experience.



Experience operating within a business jet Aircraft Management or Aircraft Charter environment is desired. Must have the ability to present and discuss issues with Level 1 customers.


Skills and Abilities

  • High performing sales skills
  • Ability to motivate teams and manage through change
  • Excellent verbal / written and presentation skills
  • Must be able to effectively communicate with all levels of CLA Management and its employees along with our customers and suppliers
  • Entrepreneurial spirit to thrive in a fast-paced and achievement-oriented environment. Strategic thinker, capable of making key decisions quickly
  • Collaborative working style
  • Skill in organizing resources and establishing priorities
  • Employee development and performance management skills
  • Must have fluency with MS Office programs (Excel, PowerPoint, MS Project, Word) and have the ability to interface with ERP/Financial Reporting, software packages for data gathering and analysis 



Clay Lacy Aviation offers an excellent benefits package including medical, dental, vision, matching 401(K) and more to employees in full-time positions.


Equal Opportunity Employer

In compliance with the Americans with Disabilities Act, the company provides reasonable accommodation to qualified individuals with disabilities and encourages both prospective and current employees to discuss potential accommodations with the employer.


All applicants must submit to a pre-employment drug screen and background check.


About Clay Lacy Aviation

Founded in 1968 by legendary aviator and industry pioneer Clay Lacy. Today, Clay Lacy Aviation is considered the world’s most experienced operator of private jets. Prominent individuals and leading corporations trust Clay Lacy for aircraft management, charter, maintenance, avionics, interiors, and FBO services. The company has aircraft operations and regional offices across the U.S., including full-service FBOs in Los Angeles and Orange County, and aircraft maintenance centers in Los Angeles, San Diego, and Oxford, Connecticut. With the most knowledgeable team in the industry, Clay Lacy delivers superior safety, service, and value to aircraft owners and jet travelers worldwide. Visit