Sr. Director Commercial Sales

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Job Description:

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:

Education:

Required

• BS degree in Marketing, Management, or equivalent.

Preferred

• Master's degree in Business or Finance

Experience:

Required

• Minimum of 10 years direct marketing/sales experience in the aviation industry.

Preferred

• 10 years of helicopters sales and/or operations

Licensure/Certifications:

Required

• None

Preferred

• Commercial rotorcraft-helicopter pilot license

Travel Required:

• 40% Domestic and International

Citizenship:

• Authorized to Work in the US

Clearance:

• None

Qualified Skills:

Knowledge, Skills, Demonstrated Capabilities:

Required

• Must have proven management skills and strong business ethics

Preferred

• Expertise in Finance and Business Operations

Communication Skills:

Required:

• 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.

Preferred:

• None

Technical Systems Proficiency:

Required:

• Microsoft office Suite, with specific expertise in Word, Excel and PowerPoint

• Salesforce and other CRM solutions

Preferred:

• Adobe software suite

Complexity of the Role:

Level of Decision Making:

• Directly responsible to manage aircraft allocations to meet ever changing customer demands without compromising organization's ability to deliver annual targets. This position is required to execute a high level of independent decision-making capability towards customer requirements and internally with Civil Programs, Contracts, and Finance. Must have high energy level and be truly committed to the active supervision and management of the Regional Sales Managers in the successful execution of sales and marketing strategies. In this regard, must find creative ways and develop solutions that satisfy customers' needs without compromising company targets. This requires enormous experience and excellent relationships, both internal and externally. Must have a high level of organizational agility working with members of AHNA and AH departments and divisions. Effective interaction with all direct reports to VP of AHNA Sales & Marketing, VP of AHNA Civil Programs, and President of AHCA is critical to success. Must develop and deploy regional sales strategies responsive to changing market conditions, while maintaining coordination with Specialty Sales Team, Key Account Managers, and Marketing and Communications staff.

Organizational information:

Direct Reports:

Is this a people manager?

# of Exempt Reports: 11

# of Non-exempt Reports: 2

Job Dimensions:

• Directly responsible for the annual sales of +80 aircraft at a value over $500M. Team is responsible to capture over 50% market share by driving customer oriented solutions. Target for 30% of annual sales be to customers new to airbus or who have not purchased or owned an airbus in over 10 years. This requires continuous prospecting and pursuit of new opportunities. Responsible to expense reports and budget for each Regional Sales Manager. Responsible to manage marketing and sales activity of Regional Sales Team which results in achieving booking targets and maintaining or increasing market share. Influence in developing sales strategies for each region in North America.

Nature of Contacts:

• Involved, negotiation type Communication on a frequent Basis with internal and external parties

Physical Requirements:

• Onsite or remote: must be onsite at least 60-75% of the time to work with sales/marketing/flight ops teams

• Vision: able to see and read computer screens and other electronic equipment with screens, able to read documents, reports and engineering drawings.

• Hearing: able to participate in conversations in person and via teleconference or phone and to hear sounds on the production floor including safety warnings or alarms.

• Speaking: able to speak in conversations and meetings, deliver information and participate in communications.

• Equipment Operation (personal computer, telephone, copies, fax machine, and related office equipment and using electronic identification card to enter building floors and internal doors): able to operate most office and personal electronic equipment and some tools including production tools such as hydraulic lifts.

• Carrying: able to carry documents, tools, drawings, electronic equipment up to 30lbs/14kgs.

• Lifting: able to lift documents, tools, drawings, electronic equipment up to 30lbs/14kgs.

• Pushing / Pulling: able to push and pull small office furniture and some equipment and tools.

• Sitting: able to sit for long periods of time in meetings, working on the computer.

• Squatting / Kneeling: able to squat or kneel to retrieve or replace items stored on low shelving or in a/c storage compartments.

• Standing: able to stand for discussions in offices and for long periods during trade shows.

• Travel: able to travel independently and at short notice.

• Climbing: able to climb stairs to reach helipads; able to climb on and off of an aircraft.

• Walking (include routine walking such as to a shared printer to retrieve documents): able to walk through office and production areas including uneven surfaces.

• Personal Protective Equipment required: Required PPE includes, but is not limited to, Safety Shoes, Safety Glasses, Hearing Protection, Respirators/Masks, and/or Protective Gloves as required by site and/or customer site

• Administrative position only PPE required: Steel-toed shoes are required for all shop floor visits, appropriate hearing/eye protection may also be required when visiting the shop floor.

Equal Opportunity:

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status

As a leader in our field, Airbus Helicopters, Inc. provides relocation assistance for qualified positions and a comprehensive compensation and benefits package.

As a matter of policy, Airbus Helicopters, Inc. does not sponsor visas for US positions unless specified. Only applicants with current work authorization will be considered.

Airbus Helicopters, Inc. does not offer tenured or guaranteed employment. Employment with Airbus is at will, meaning either the company or the employee can terminate the employment relationship at any time, with or without cause, with or without notice.

NOTE: Airbus Helicopters, Inc. reserves the right to revise or change job duties and responsibilities as the need arises. This position description does not constitute a written or implied contract of employment.

This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company's success, reputation and sustainable growth.

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