Business Development & Sales Manager (Vancouver)
at Pacific Coastal Airlines

Job Description

Join our team!

Pacific Coastal Airlines has an exciting opportunity for a Permanent Full-Time Manager, Business Development & Sales to join our Commercial Services team. This position is based at the South Terminal of Vancouver International Airport (YVR) in Richmond, BC and operates in a hybrid work model, combining in-office and remote work, with frequent travel throughout British Columbia to manage key client relationships and attend tradeshows and industry events.

Pacific Coastal Airlines is headquartered at the South Terminal of Vancouver International Airport. As an established regional airline, we operate scheduled, charter, and cargo services between remote destinations and vibrant communities throughout British Columbia.

Reporting to the Vice President, Commercial, the Manager, Business Development & Sales is responsible for leading the Business Development and Sales Team and driving revenue growth across all commercial portfolios, including scheduled service, cargo, charters, QuikPass, Government accounts, groups, and agency sales.

This role is accountable for designing, implementing, and tracking a strategic sales plan that delivers increased results, strengthens key partnerships, and supports the overall objectives of the Commercial Services Department. The Manager, Business Development & Sales plays a critical leadership role in developing a high-performing, results-oriented sales team while ensuring industry-leading customer service and continuous product improvement.

RESPONSIBILITIES & DUTIES

Revenue Growth & Strategic Sales:

• Design, implement, and track a strategic sales plan to achieve annual revenue budgets across all product channels
• Expand the airline's customer base and increase revenue from scheduled service, cargo, charter, QuikPass, Government, group, and agency sales
• Seek out new business opportunities to align with the Company's commercial objectives

Business Development & Lead Generation:

• Develop and manage a structured lead generation process using multiple sales tools and channels
• Manage the sales pipeline by identifying, qualifying, and prioritizing prospects
• Secure new clients and establish contracted fares and cargo rates

Account Management & Agencies:

• Build and maintain strong, long-lasting relationships with key accounts by understanding client needs and delivering tailored solutions
• Develop and execute sales plans for key accounts to meet or exceed sales targets
• Oversee Inside Sales Coordinator support for accounts
• Maintain and strengthen relationships with travel agencies, OTAs, meta sites, and GDS distribution partners
• Maintain a contemporary understanding of industry changes impacting agency sales

Charter & Cargo Sales Oversight:

• Support the Charter Sales & Program Manager to achieve charter revenue targets and maximize aircraft and crew utilization
• Provide charter sales and operational support, including vacation coverage, as required
• Make recommendations to improve charter programs and processes
• Secure new cargo clients, develop cargo contracts, and grow cargo revenue

Consultative Selling & Product Expertise:

• Apply consultative selling techniques across all PCA products
• Demonstrate strong knowledge of scheduled service, QuikPass, cargo, charter, group, and Government programs
• Recommend tailored solutions for leisure, corporate, Indigenous, Government, and other travel needs

Representation & Reporting:

• Represent Pacific Coastal Airlines at tradeshows, conferences, and community events focused on lead generation and business development
• Provide monthly market intelligence reports highlighting trends, risks, and opportunities affecting the business

Leadership & Management:

• Lead, coach, develop, and manage direct reports, including performance management and annual evaluations
• Establish individual development and leadership plans for team members
• Foster a high-performing, collaborative, and results-driven sales culture

Corporate Values & Safety:

• Demonstrate and uphold Pacific Coastal Airlines' Corporate Values
• Actively participate in the Company's Safety Management System (SMS) and promote a strong safety culture
• Complete other duties as assigned

QUALIFICATIONS

Education:

• Bachelor's Degree (Business, Commerce, Communications, Marketing, or related field preferred)
• Equivalent combination of education, experience, and demonstrated competencies will be considered

Experience:

• Minimum 5+ years of B2B sales experience, preferably within commercial aviation or the travel industry
• 3+ years of experience managing employees and budgets
• Management or leadership experience strongly preferred
• Experience with airline reservation systems and GDS platforms (e.g., Sabre, Amadeus, Travelport, AmeliaRES)

Knowledge & Skills:

• Strong understanding of the commercial aviation and travel industry
• Proven success in generating new business and negotiating contracts
• Strong analytical skills with the ability to interpret data and make informed business decisions
• Excellent organizational, time management, and communication skills
• Confident presenter capable of addressing large audiences
• Strong interpersonal skills with a collaborative, team-oriented approach
• Advanced computer skills (MS Office and CRM systems)

Abilities:

• Maintain high professional standards at all times
• Ability to travel approximately 30% of the time within British Columbia
• Proven ability to manage projects and implement change effectively
• Experience coaching and developing sales teams
• Ability to manage multiple priorities in a fast-paced environment
• Highly motivated, energetic, goal-oriented, flexible, and adaptable

Why Pacific Coastal Airlines?

Company Culture: We honour our company motto of People Friendly, People First for both our employees and our passengers. We encourage a positive, caring workplace and put a high value on collaboration, accountability, and loyalty. We are inclusive, respectful, and have a friendly corporate culture.

Health Benefits: We offer a standard benefits package for permanent employees consisting of extended health, dental, vision, travel medical, life insurance, Accidental Death and Dismemberment, Short Term Disability, Long Term Disability, an employee and family assistance program, paid sick days, and paid personal emergency days.

Travel Benefits: We offer excellent travel perks to employees and their eligible family members on Pacific Coastal Airlines, WestJet, Air Canada, Iceland Air, Delta, Allegiant, Cathay Pacific, Alaska Airlines and more. Additionally, employees are eligible for discounts with various hotels and restaurants within the communities we serve as well as steeply discounted cargo shipping within the Pacific Coastal Airlines network.

Employee Programs: We have employee recognition and reward programs, a milestone service recognition program and employee appreciation events throughout the year.

Apply today! 

Pacific Coastal Airlines is an equal-opportunity employer. We are committed to a policy of non-discrimination in all of our employment practices. We welcome and encourage applications from all qualified individuals, regardless of ethnicity, gender, age, disability or any other identifying characteristic.