Sr. Director Commercial Sales

Airbus•Grand Prairie, TX

9d•Onsite

About The Position

Job Summary: Represent AH to all regional customers regarding the sales of Airbus products and services. Responsible for the development of new regional sales team members in coordination with HR business partner and Sales and Marketing leadership team under direction of the VP of Sales and Marketing. This person will also provide key messaging related to Airbus Helicopters Commercial Policy and participate and contribute to strategic planning as it relates to regional customers and accounts. Primary Responsibilities: Sales Responsibilities: 40% Directs the efforts of the regional sales force in the attainment of annual sales unit and revenue goals; Maintains contact with customers by periodic (quarterly) visits to their sites; Responsible to test and ensure sales managers are qualifying and developing customer opportunities appropriately and in-line with company’s targets; Ensure the success of aircraft demonstrations as required; Supports Marketing in the preparation of market analysis and forecast presentations; Supports in the development of marketing and sales strategies of all AH products and services; Attend local and national trade shows and exhibits as required for purposes of developing new business and public relations activity; Maintain knowledge of competitor's products and sales activities, and possesses an awareness of the comparison to AH products and services; Interface with the Programs and Customer Support department to ensure that aircraft deliveries are in accordance with customer and company standards as required; Monitor personal travel budget to operate within company guidelines; Focal point for the gathering of regional marketing intelligence to support the overall company efforts; Supports and initiates the development of sales promotional material; Negotiate and communicate the customer requirements necessary for the satisfactory completion of a sale, working with direct sales force and other departments as necessary; Create, initiates and helps coordinate sales and demonstration programs that assist in the development of additional helicopter sales opportunities; Sales Leadership and Training: 30% Provide the Vice President with necessary data to develop the final departmental sales forecast, objectives, strategies, actions, and budgets. Review the internal processes of the department to ensure that no limits are placed on increasing sales volume; Set specific guidelines and initiate review procedures to insure that the departmental plan and budget are being met by the direct sales managers; Conducts periodic performance evaluations, makes recommendation for salary increases (promotion, merit, adjustment), transfers, hires, and disciplinary actions (terminations); Ensure that all procedures within area of responsibility are maintained current, are followed and that a well-defined working relationship is established with QA in order to maintain the requirements of ISO and FAA procedures; Motivate and coach the Regional Sales Team in attaining their individual sales objectives and support the department’s goals; Manage and approve the Regional Sales Team travel plans to ensure maximum effectiveness, expense reports processed within 90 days of the expense occurring and budget compliance in line with department and company goals; Ensure healthy coordination between the Regional Sales Team and all elements of the Sales and Marketing Department; Initiate training programs for the Regional Sales Team to increase their technical and product knowledge and increase individual and team effectiveness; Responsible for the training of all Regional Sales Managers on how to qualify, develop, and close opportunities in timely manner by offering creative and profitable solutions in changing market conditions; Responsible to interface with all Regional Sales Managers to ensure their sales activity supports annual booking and delivery targets year-over-year; Ensure on-going coordination with marketing staff across all North American Airbus divisions so the Regional Sales Managers are proficient product and market experts in their respective regions; Conduct periodic performance evaluations, make recommendations for salary increases (promotion, merit, adjustment), transfer, hire and perform disciplinary actions, when needed; Marketing Responsibilities: 20% Develop and implement sales campaigns in response to market changes; Attend trade shows, customer events and other sales & marketing-related functions that showcase the Airbus Helicopters brand in all of the market segments, in coordination with MSM’s; Participate in the elements of Partnership Marketing Agreements (i.e. Dallas Cowboys, etc.) to maximize interaction with key existing customers and contact with new VIP and other customers; Work with the Marketing and Sales Leadership to determine which shows and events will provide the most interaction with existing and prospective customers within budget limitations on an annual basis; Be the focal point for the gathering of regional marketing intelligence to support the overall company efforts and the development of sales promotional material. Metric Assessment, Analysis, and Reporting: 10% Maintain accurate records of customer interaction and sales funnel opportunities within company CRM system; Prepare necessary reports presenting key data for the end customer; Communicate to customer base key performances and recommendations for mutual benefit; Prepare internal reports and contribute to briefs; Manage internal communications with management and support departments; Additional Responsibilities: Other duties as assigned: Qualified Experience and Training:

Requirements

BS degree in Marketing, Management, or equivalent.
Minimum of 10 years direct marketing/sales experience in the aviation industry.
Must have proven management skills and strong business ethics
Ability to communicate effectively in verbal and written form in English
Ability to communicate effectively in English both orally and in writing, as well as to speak and hear clearly over the phone.
Microsoft office Suite, with specific expertise in Word, Excel and PowerPoint Salesforce and other CRM solutions
Authorized to Work in the US

Nice To Haves

Master’s degree in Business or Finance
10 years of helicopters sales and/or operations
Commercial rotorcraft-helicopter pilot license
Expertise in Finance and Business Operations
Adobe software suite

Responsibilities

Directs the efforts of the regional sales force in the attainment of annual sales unit and revenue goals
Maintains contact with customers by periodic (quarterly) visits to their sites
Responsible to test and ensure sales managers are qualifying and developing customer opportunities appropriately and in-line with company’s targets
Ensure the success of aircraft demonstrations as required
Supports Marketing in the preparation of market analysis and forecast presentations
Supports in the development of marketing and sales strategies of all AH products and services
Attend local and national trade shows and exhibits as required for purposes of developing new business and public relations activity
Maintain knowledge of competitor's products and sales activities, and possesses an awareness of the comparison to AH products and services
Interface with the Programs and Customer Support department to ensure that aircraft deliveries are in accordance with customer and company standards as required
Monitor personal travel budget to operate within company guidelines
Focal point for the gathering of regional marketing intelligence to support the overall company efforts
Supports and initiates the development of sales promotional material
Negotiate and communicate the customer requirements necessary for the satisfactory completion of a sale, working with direct sales force and other departments as necessary
Create, initiates and helps coordinate sales and demonstration programs that assist in the development of additional helicopter sales opportunities
Provide the Vice President with necessary data to develop the final departmental sales forecast, objectives, strategies, actions, and budgets.
Review the internal processes of the department to ensure that no limits are placed on increasing sales volume
Set specific guidelines and initiate review procedures to insure that the departmental plan and budget are being met by the direct sales managers
Conducts periodic performance evaluations, makes recommendation for salary increases (promotion, merit, adjustment), transfers, hires, and disciplinary actions (terminations)
Ensure that all procedures within area of responsibility are maintained current, are followed and that a well-defined working relationship is established with QA in order to maintain the requirements of ISO and FAA procedures
Motivate and coach the Regional Sales Team in attaining their individual sales objectives and support the department’s goals
Manage and approve the Regional Sales Team travel plans to ensure maximum effectiveness, expense reports processed within 90 days of the expense occurring and budget compliance in line with department and company goals
Ensure healthy coordination between the Regional Sales Team and all elements of the Sales and Marketing Department
Initiate training programs for the Regional Sales Team to increase their technical and product knowledge and increase individual and team effectiveness
Responsible for the training of all Regional Sales Managers on how to qualify, develop, and close opportunities in timely manner by offering creative and profitable solutions in changing market conditions
Responsible to interface with all Regional Sales Managers to ensure their sales activity supports annual booking and delivery targets year-over-year
Ensure on-going coordination with marketing staff across all North American Airbus divisions so the Regional Sales Managers are proficient product and market experts in their respective regions
Conduct periodic performance evaluations, make recommendations for salary increases (promotion, merit, adjustment), transfer, hire and perform disciplinary actions, when needed
Develop and implement sales campaigns in response to market changes
Attend trade shows, customer events and other sales & marketing-related functions that showcase the Airbus Helicopters brand in all of the market segments, in coordination with MSM’s
Participate in the elements of Partnership Marketing Agreements (i.e. Dallas Cowboys, etc.) to maximize interaction with key existing customers and contact with new VIP and other customers
Work with the Marketing and Sales Leadership to determine which shows and events will provide the most interaction with existing and prospective customers within budget limitations on an annual basis
Be the focal point for the gathering of regional marketing intelligence to support the overall company efforts and the development of sales promotional material.
Maintain accurate records of customer interaction and sales funnel opportunities within company CRM system
Prepare necessary reports presenting key data for the end customer
Communicate to customer base key performances and recommendations for mutual benefit
Prepare internal reports and contribute to briefs
Manage internal communications with management and support departments