Airlines - Corporate Operations

Description:

Accountable for meeting company set sales revenue and profit targets in MRO business. Ensures constant growth of Company revenue by actively selling company capabilities to new and existing accounts and achieving sales and profit targets whilst acting as company first point of contact and offering the best possible customer service.

Duties and Responsibilities

Interface with aviation industry stake holders to drive high-value solutions, leveraging company capability and experience in all areas of operations. Assist in development of marketing / advertising plan designed to achieve maximum market penetration
Monitor market and competitor activities. Report on and respond to new Customers and market needs
Assist in developing strategies and implement tactical activities focused on increasing the contact level with customers and potential customers, including customer visits, participating in aviation industry functions, conferences, and Air shows
Interact with representatives and make recommendations to management on the need for representation and negotiate representation fees.
Monitor and make recommendations on the effectiveness of promotion and advertising materials including brand feedback.
Regularly visit potential, new and existing customers, maintain personal contact and introduce company capability to customers.
Meets and entertains senior customer executives on regular basis.
Enters all sales leads and subsequent update of sales progress in ADAT’s IT platform.
Develop and Maintain existing and new customers through appropriate propositions and ethical sales methods, to optimize quality of service, business growth, and customer satisfaction.
Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.
Be responsible for achieving sales and margin objectives within the assigned territory.
Develop new business by actively seeking third party Aircraft, Engine and Component Maintenance (as applicable).
Assist in creating and maintaining annual sales goals. Plan and prioritize sales activities and customer/prospect contact towards achieving agreed sales goals.
Guide Product group in identifying customer needs and preparing appropriate proposals and bids.
Analyze existing and anticipated customer requirements and promotes consideration of Company products and services to fill such requirements.
Assist customers in developing the appropriate work scope and works with Product team and appropriate business units to ensure successful completion of projects, i.e., meeting and exceeding customer expectations
Maintain a productivity level as assigned which includes cold calls, face-to-face contact, relationship building, account planning, bids and proposals, and sales execution
Makes recommendations to management on prices to be charged based on experience and other information (competition information). Makes recommendations on rate revisions to promote competiveness, without losing value to ADAT.
Provide standard and occasionally special reports depicting the status of sales and prospects in the assigned territory. Deliver accurate sales forecast.
Highlight customer satisfaction/ dissatisfaction to management.
Explain and guide billing and invoicing process.
Manage sales accounts to ensure repeat business.
Ensure all levels of sales process are recorded in ADAT’s IT sales platform.

Requirements:

Qualifications
Degree in Engineering and 4 years experience in aviation, or related industry
Degree in Business Administration and 6 years experience in Aviation sector, or related industry
Aviation MRO school graduate with 15 years or more experience in Engineering, Planning, Aircraft/ Engine or Component Maintenance out of which at least 10 years supervisory management level


Knowledge, skills and Experience

Foremost, this position requires a passion for all aspects of the Aviation Industry.
Substantial talent in Aviation, Engineering, Contract, Communication (presentation & oral) and software usage.
Minimum of 5 years experience in aircraft, engine or components maintenance sales capacity, including specific experience in structuring, pricing, negotiating, and closing deals.
Must understand customer MIR’s (Most Important Requirements) and must have developed substantive sales plans as well as be able to clearly communicate product value propositions.
Possess proven skills in developing and maintaining customer relationships.
Must be able to translate customer issues / needs into profitable business solutions.
Must have a demonstrated track record of successful sales closing in a multi-site environment.
Excellent oral and written communication skills
Ability to work independently and multi-task and prioritize in a fast-paced corporate environment.
Working knowledge of MS Excel and Word and be able to effectively conduct internet research
Knowledge of Modern and complex sales negotiation principles and techniques.
Knowledge of MRO business, aircraft leasing, airline operations etc.
Principles of proposal preparation, report writing, communication and correspondence.
Principles and procedures of record keeping and updating in IT platforms.

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