Regional Sales Manager

Location
South East England (GB)
Salary
Competitive
Posted
06 Jan 2017
Closes
27 Jan 2017
Ref
FI3031
Contract Type
Permanent
Hours
Full Time

We have been commissioned by a one of the world’s largest providers of training to the civil and military markets to source a Regional Sales Manager on a permanent basis for their facilities in the South East.

The primary focus will be on securing new business aviation training from prospective and current large accounts in an effort to meet sales objectives through solution based selling.

The successful candidates will be responsible for securing new business and supporting the sales team to deliver improved business volumes and yield, whilst also meeting the revenue targets for their assigned sales region.  

Key Responsibilities: 

•    Provide weekly/monthly sales reporting activities within the defined timeframe/process.
•    Provide monthly revenue forecast inputs.
•    Communicate and agree customer requirements as appropriate with other training centres.
•    Achieve defined revenue, yield, retention, and growth goals for assigned accounts within your specified region. 
•    Be the final authority and have ultimate responsibility for all territory pricing decisions.
•    Develop retention and growth strategies for existing active accounts, leveraging the entire clients organisation. 
•    Achieve sales targets for territory.
•    Execute activity dashboard (calls, proposals, win ratios, etc.).
•    Maintain opportunities, activities, leads, and proposals to date in CRM (Salesforce.com).
•    Responsible for the accuracy of the records relating to accounts in CRM & Gemini.
•    Lead and manage a specific set of assigned business aviation accounts.
•    Work closely with the Sales Leader to create a plan that drives sales within your territory. 
•    Promote and execute on solution sales (full portfolio) in accordance with the region’s objectives; lead and present value propositions for assigned accounts by engaging capture team resources as required.
•    Identify competitive landscape, risk, threats, closely monitoring and identifying those assigned accounts who are being competitively threatened.
•    Ensure customer relationship and satisfaction follow-up on wins/losses Action all assigned leads and respond appropriately.
•    Identify business development opportunities and report opportunities to the Business Aviation Head of Sales.
•    Establish regular interactions with all accounts and in-person visits to ensure revenue attainment and retention of clients
•    Develop a strategy to monitor client visits on an annual basis.
•    Establish close customer contact to determine customer needs and position the company to optimize the portfolio sold to each customer.
•    Travel as necessary within territory to ensure the achievement of revenue goals and retention of clients 
•    Ensure that each new account has signed a contract with appropriate terms and conditions. 
•    Be the final authority and have ultimate responsibility for all territory pricing decisions.
•    Coach and mentor less experienced sales resources.

QUALIFICATIONS & SKILLS

•    Results oriented and delivers on commitments
•    Persistence and ability to close sales opportunities
•    Ability to function both autonomously and as a team
•    Strong sales skills – communications, presentation, negotiations, listening, interpersonal, and influencing skills
•    Cultivate and maintain deep, long-lasting customer relationships at multiple levels within assigned accounts (brick wall)
•    Identify optimal customer solutions
•    Cultural understanding and awareness
•    Must be able to maintain professionalism in the workplace at all times.
•    Degree in engineering, business, aviation, marketing, or finance, or equivalent experience.
•    Minimum 5 years sales or equivalent experience within the business aviation industry.
•    Established relationships with key aircraft operators in the marketplace.
•    Technical acumen, aviation knowledge 
•    Business acumen and financial literacy
•    Intimate knowledge of pilot training
•    Strong working knowledge of simulation products (Full Flight Simulator, Flight Training Device, Integrated Procedures Trainer, Virtual Simulator) preferred
•    Creative and resourceful to deliver on customer commitments

If the above opportunity is of interest to you and you want to work for a forward thinking organisation with a true global footprint please forward your CV to kevin.small@zenon.aero

Unfortunately only short listed candidates will be contacted.

Zenon Recruitment Ltd is acting as an Employment Agency in relation to this vacancy.