Business Development Manager, Aviation

About the role

Job Title

Business Development Manager, Aviation – South East Asia (SEA)

Location

South East Asia (SEA) – base location to be confirmed (e.g., Singapore / Kuala Lumpur / Bangkok) with frequent regional travel

Legal Entity

MedAire (International SOS Group) 

About MedAire (Aviation & Maritime)

MedAire is the Aviation and Maritime division of the International SOS Group and has supported aviation operators for 40+ years, combining 24/7/365 medical and aviation security specialist support with technology-enabled intelligence and risk solutions.
MedAire’s aviation value proposition includes integrated solutions such as air-to-ground remote medical advice, aviation security intelligence, real-time assistance, training tailored to the aircraft environment, and onboard medical equipment and professional services.

Overall Purpose of the Role

The Business Development Manager (BDM) will research, locate, define, and target key aviation prospects across South East Asia and establish and nurture relationships that build a strong pipeline of new business.
The role is responsible for driving commercial growth, managing complex sales cycles, and expanding MedAire penetration with aviation clients (e.g., airlines, business aviation operators, charter/management companies, aviation services providers), while capturing customer feedback to inform product and service evolution.

Key responsibilities

Key Responsibilities

1) New Business Growth & Territory Development (SEA)

Develop and execute a SEA business development plan to grow MedAire’s aviation business, including market mapping, segmentation, and account prioritization.
Identify and pursue new opportunities with aviation prospects; create and maintain a healthy pipeline from lead generation through closure.
Meet or exceed assigned new business revenue targets and contribute to regional forecasting and pipeline reviews.

2) Consultative Selling of MedAire Aviation Solutions

Position and sell MedAire’s integrated aviation risk solutions, including:
Medical advice and assistance (e.g., 24/7 access to emergency care doctors for in-flight support)
Aviation security intelligence & operational security (verified intelligence, proactive mitigation, 24/7 specialist support, portal-based insights)
Portal-enabled risk visibility and alerts (MedAire360 / portal capabilities) such as map-based risk views, route/airspace context, and alerts
Training and onboard medical equipment tailored to aviation environments.
Lead discovery to understand client operational needs and propose fit-for-purpose solutions and service bundles.

3) Proposal, Tender & Negotiation Management

Manage end-to-end commercial processes: proposals, pricing collaboration, contracting, and negotiation—ensuring strong governance and risk management.
Support and/or lead tender and RFP processes (government and non-government) as applicable in SEA markets.

4) Account Growth, Retention & Product Penetration (with Account Management)

Partner with Account Management to support renewal strategy, product penetration, and account extensions for strategic aviation clients in SEA
Drive meaningful executive-level engagement and help organize/participate in customer forums or thought-leadership initiatives where relevant.

5) Cross-Functional Collaboration & Feedback Loop

Build strong internal networks to enable collaboration, cross-selling, and excellent handover to operations and service delivery teams.
Capture market and client feedback to inform product/content improvements and new solution opportunities.

6) CRM, Reporting & Governance

Maintain accurate CRM records and use CRM/office tools to manage activity, pipeline, forecasting, and performance reporting.
Ensure timely completion of administrative and financial processes aligned with internal policies and commercial governance.

About you

Required Experience & Competencies

5–7 years experience in sales and/or account management (B2B solution/consultative selling preferred).
Demonstrated success in managing complex sales cycles, negotiations, and multi-stakeholder deals.
Strong presentation, written communication, and ability to interpret/summarize complex material for clients and internal stakeholders.
Proficiency with CRM and productivity tools (e.g., Salesforce and Microsoft Office suite).
Willingness and ability to travel across SEA as required for client engagement and industry events.

Aviation Domain Fit (important for the role)

Experience selling into, partnering with, or supporting aviation organizations such as airlines, business aviation operators, charter/management companies, MROs, OEM ecosystem, or aviation service providers.

Education & Languages

Bachelor’s degree or equivalent experience.
English fluency required; additional SEA languages are an advantage (e.g., Bahasa Indonesia/Malay, Thai, Vietnamese, Tagalog, Mandarin) (recommended for SEA client coverage).