Sales Director (EMEA) (H/F)

Description de l'emploi :

Job Summary:

The Sales Director is responsible for an assigned territory and/or portfolio of customer accounts, with high potential of  development and/or significant existing footprint of NAVBLUE products and services solutions and/or featuring a list of  strategic customers for NAVBLUE. This role is responsible for all commercial related activities, including but not limited to,  new sales, growing account revenue via up-selling and cross-selling and contract renewals. The Sales Director will lead  and contribute to all selling related activity including prospecting, qualifying, account planning, account development  strategy, consultative selling, contract negotiation and signature, handover to delivery, while abiding by the NAVBLUE  standard operating procedures.  

Responsibilities:

Within the designated territory and/or portfolio of customer accounts, achieve new sales revenue and renewals to meet or  exceed personal targets/quotas, and achieve specific business objectives as assigned by NAVBLUE management (e.g.  new product launch customer, market share target in assigned territory for a specific product or a portfolio of products, ?)  The Sales Director objectives are set to have a significant impact on region's business achievements. 

Sales Director Responsibilities are to 

Understand the customer's flight operations processes, procedures, tools, systems and services, understand the  priorities of customer needs and requests. 

Maintain expertise on NAVBLUE and partner products in order to help identify up-sell opportunities, and solve  customer pains with NAVBLUE solutions, updating customers on new products and technology where  appropriate. 

Build ?High-Wide & Deep? relationships with decision makers and maintain an awareness of issues affecting  customers. 

For a limited list of strategic accounts within the assigned territory and/or portfolio of customer accounts, establish  and successfully implement a strategic account development plan, and set up efficient coordination with Airbus  global account management team for the said account, if and where appropriate.  

Create new opportunities based on an in-depth understanding of market potential, specific customer requirements  and company capabilities. 

Seek opportunities for increased revenue via up-selling and cross-selling through additional product lines,  features, and services.

Manage contract renewals through effective negotiation of terms, conditions, pricing and commitments that enhance  profitability and business relationship with customers. 

Develop commercial strategies, tactics, price target settings, and action plans to penetrate and grow awareness  and sales of NAVBLUE's solutions in the assigned territory and/or portfolio of customer accounts • Prepare and present clear, compelling and persuasive sales presentations. 

Effectively negotiate terms, conditions, pricing and commitments that enhance profitability and the business  relationship. 

Be proficient in the use of NAVBLUE's CRM tools and apply the sales process to maximize the return on key ratios  for visits and proposals. 

Attend trade shows and user conferences as required. 

Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining  priorities and liaising with potential customers. 

Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables  problems, contract/pricing issues or any commercial issues. 

Education: 

Bachelor's degree or equivalent experience 

Experience: 

7-10 years of complex sales/marketing experience  

Knowledge, Skills, Demonstrated Capabilities & Competencies: 

Demonstrated knowledge of airline flight operations, or practical experience in flight operations 

Demonstrated understanding of airline/aviation IT and application software 

In-depth knowledge of airline industry 

Demonstrated excellent customer relationship management skills, strong written and oral communication skills and  strong listening skills.  

Project management and strategic account planning skills 

Achievement and results oriented 

Willingness to travel considerably as required 

Able to function and work independently and confidently 

Possess drive and perseverance to ensure all opportunities are uncovered and pursued 

Display strong entrepreneurial and mature spirit 

Highly independent and hands-on leader 

Effective team player in the organization 

Possess high level of energy and integrity 

Excellent communicator, articulate and persuasive  

Sales Force 

Travel Required:  

 Up to 70% Domestic and International

How to Apply:

We thank all applicants for applying. Only selected applicants will be contacted.

Navblue is committed to creating an environment and a culture where everyone feels like they belong no matter who they are or where they are from. We are committed to providing equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job. We do not discriminate against any employee or applicant for employment because of race, colour, sex, age, national or ethnic origin, religion, sexual orientation, gender identity or expression, marital status, family status, genetic characteristics, record of offences, and basis of disability or any protected class. Accommodations will be available on request for candidates throughout the entire recruitment and selection process.

Please note we will favour internal Airbus candidates

Cet emploi exige une connaissance des risques de conformité potentiels et un engagement à agir avec intégrité, comme base de la réussite, de la réputation et de la croissance durable de la société.