Matthew Churches
Monmouth,UK
Summary
Senior Sales & Business Development Leader with 25+ years’ experience driving commercial growth, long-term agreement (LTA) strategy, and strategic account development across aerospace, MRO, and defence markets. Proven track record owning multi-year LTA negotiations with major airlines and MRO organisations, leading regional commercial activity across the UK, Ireland, and Nordic regions, and influencing cross-functional teams to deliver sustainable revenue and margin growth. Recognised for combining deep technical expertise in aviation consumables, chemicals, and coatings with strong commercial judgement and senior stakeholder leadership.
Overview
37
37
years of professional experience
1
1
Certification
Work history
Business Development Manager (Regional Commercial Lead – Aerospace & MRO)
Incora
, UK, Ireland & Nordic Regions
2021.12 - 2026.01
- Lead regional sales and strategic account activity across aerospace, defence, and MRO customers, with accountability for commercial performance.
- Own and execute long-term agreement (LTA) strategy with major MROs and airline customers, managing complex, multi-year negotiations.
- Drive revenue growth, margin improvement, and customer retention through value-based supply chain and technical service solutions.
- Act as senior commercial interface with procurement, engineering, quality, and operations stakeholders.
- Develop regional growth strategies aligned with corporate objectives and global sales priorities.
- Provide sales forecasting, pipeline governance, and performance reporting to senior leadership.
- Mentor and support sales and business development colleagues within a matrix structure.
- Managed key accounts, ensuring high levels of customer satisfaction.
- Negotiated contracts with vendors to secure best possible terms.
- Assessed competitor activities for strategic positioning.
- Streamlined processes to improve overall efficiency.
- Reported to senior leadership on latest research on market insights, industry trends and expansion opportunities.
- Defined business strategies and roadmaps to drive performance across sales, promotions and marketing departments.
Technical Sales & Technical Manager
ADDEV Materials UK Ltd
2020.08 - 2021.12
- Provided technical and commercial leadership across aerospace and defence coatings, pre-treatments, and specialist materials.
- Ensured timely completion of projects through effective resource management.
- Developed innovative solutions for complex technical problems.
- Fostered a collaborative environment by promoting open communication amongst team members.
- Appraised and monitored technical staff performance to identify development opportunities and promote growth.
- Developed technical documentation and resources to support learning and development.
- Supported and influenced multi-country sales teams across the UK, Spain, France, Poland, Ireland, and India.
- Acted as senior technical authority for customer applications, compliance, and product selection.
- Improved customer satisfaction by resolving technical complaints promptly.
Technical Manager
ADDEV Materials Aerospace
2019.03 - 2020.08
- Led technical innovation initiatives improving productivity, sustainability, and regulatory compliance.
- Introduced cost-effective product and process improvements supporting customer operational efficiency.
- Represented the business within the PRI Qualification Committee, contributing to global aerospace application standards.
- Provided prompt technical support during outages, minimising downtime.
- Coordinated cross-functional teams to achieve project goals.
- Improved customer satisfaction by resolving technical complaints promptly.
Technical Sales Manager
ADDEV Materials (formerly Pexa Ltd)
2013.09 - 2020.08
- Managed and grew key aerospace and defence customer accounts through a period of acquisition and integration.
- Maintained revenue continuity and customer confidence during the transition from Pexa to ADDEV Materials.
- Expanded account penetration through new product lines, application methods, and value-added technical support.
- Acted as trusted commercial and technical interface, supporting long-term retention and growth.
- Contributed to harmonisation of product portfolios, technical standards, and commercial approaches post-acquisition.
- Boosted client engagement through excellent communication and problem-solving skills.
- Participated in industry events, expanded professional network.
- Conducted market research, identified industry trends.
Technical Sales
Becker A croma
Cardiff
2001.02 - 2007.02
- Boosted client relationships by delivering exceptional technical sales presentations.
- Facilitated negotiation amongst bidders for successful sales.
- Worked closely with senior engineers to improve technical skills and knowledge base.
- Employed commercial drive to consistently meet or exceed personal sales targets.
- Composed sales reports to submit to management for strategic decision-making.
- Updated technical knowledge with regular training sessions, staying ahead of industry advancements.
- Provided technical support post-implementation, ensuring client satisfaction.
Production Finishing Lead Manager
GKN Aerospace
Filton, South Gloucestershire
1997.06 - 2001.02
- Led cross-functional teams for enhanced collaboration and productivity.
- Ensured timely delivery of projects by monitoring progress closely.
- Encouraged open dialogue within the team, fostering a sense of unity and cooperation.
- Optimised resource allocation for maximising productivity without compromising on quality.
- Implemented innovative ideas, sparking creativity amongst the team members.
- Maintained strict adherence to company policies whilst ensuring employee compliance.
- Oversaw the training and development of new hires for better performance.
- Streamlined processes to improve and optimise office operations.
Royal Marines Commando
British Armed Forces
Lympstone, Devon
1989.04 - 1997.06
- Upheld highest ethical standards whilst performing duties, promoting integrity within the team.
- Provided valuable intelligence reports, resulting in informed decision making.
- Conducted detailed reconnaissance operations for gathering critical information.
- Completed rigorous commando training courses, enhancing tactical expertise.
- Conducted assessments of unit personnel to determine fitness for duty and identify deficiencies requiring correction.
- Executed high-pressure decision-making in combat situations, leading to favourable outcomes.
- Performed intense physical training routines to increase endurance and resilience.
Education
High School Diploma -
Monmouth Comprehensive School
Monmouth, MonmouthshireSkills
- Technical sales expertise
- Sales training and development
- Client engagement strategies
- Lead generation techniques
- Product knowledge and demonstration
- Key account management
- Sales pipeline optimization
- Proposal writing skills
- Competitive analysis proficiency
- Territory management
Certification
- British Coatings Federation – Approved Trainer
- Chemical Hazards & COSHH | Fire Marshal / Warden Training
- Aerospace Application Methods & Spray Equipment
- HMG Defence Coatings – Application Techniques
Affiliations
- Rugby
- Aerospace Developments
Selected Commercial & Leadership Impact
- - Regional commercial ownership across UK, Ireland, and Nordic aerospace and MRO markets.
- - Direct involvement in multi-year LTAs supporting multi-million-pound annual revenue portfolios.
- - Consistent contribution to year-on-year revenue growth through strategic account development.
- - Senior commercial engagement with procurement, engineering, quality, and operations leadership.
- - Leadership and mentoring within matrix and cross-functional sales environments.
- - Strategic input into pricing, margin optimisation, and customer retention initiatives.
Timeline
Business Development Manager (Regional Commercial Lead – Aerospace & MRO)
Incora
2021.12 - 2026.01
Technical Sales & Technical Manager
ADDEV Materials UK Ltd
2020.08 - 2021.12
Technical Manager
ADDEV Materials Aerospace
2019.03 - 2020.08
Technical Sales Manager
ADDEV Materials (formerly Pexa Ltd)
2013.09 - 2020.08
Technical Sales
Becker A croma
2001.02 - 2007.02
Production Finishing Lead Manager
GKN Aerospace
1997.06 - 2001.02
Royal Marines Commando
British Armed Forces
1989.04 - 1997.06
High School Diploma -
Monmouth Comprehensive School