Description:
We are currently seeking a Commercial Director to join our growing team. The Commercial Director is responsible for an assigned territory and/or portfolio of customer accounts, with high potential of development and/or significant existing footprint of Skywise products and services solutions and/or featuring a list of strategic customers for Skywise. 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 Commercial Director will lead and contribute to all selling related activities including prospecting, qualifying, account planning, account development strategy, consultative selling, contract negotiation and signature, handover to delivery, while abiding by the Skywise standard operating procedures.
Role Summary;
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 Skywise management (e.g. new product launch customer, market share target in assigned territory for a specific product or a portfolio of products, ...). The Commercial Director objectives are set to have a significant impact on region’s business achievements.
Commercial Director Responsibilities
- Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.
- Maintain expertise on Skywise and partner products in order to help identify up-sell opportunities, and solve customer pains with Skywise 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 Skywise 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 Skywise 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 Skywise internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.
Education: Bachelor’s degree or equivalent experience
Mandatory Experience:
- Minimum 10-15 years sales experience in SaaS within LAC region and the Airline Flight Ops or Operations Control Centre (OCC) field
- Recent experience of working with leading airlines within the European region
- Strategic or consultative selling skills
Knowledge, Skills, Demonstrated Capabilities & Competencies:
- Spanish and English
- 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 knowledge