NAVBLUE, an Airbus Company, is currently seeking a Sales Director to join our growing team.
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.
Main Responsibilities:
1. 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).
2. Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the
priorities of customer needs and requests.
3. 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.
4. Build “High–Wide & Deep” relationships with decision makers and maintain an awareness of issues affecting
customers.
5. 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.
6. Create new opportunities based on an in-depth understanding of market potential, specific customer requirements
and company capabilities.
7. Seek opportunities for increased revenue via up-selling and cross-selling through additional product lines,
features, and services.
8. Manage contract renewals through effective negotiation of terms, conditions, pricing and commitments that enhance
profitability and business relationship with customers.
9. 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.
10. Prepare and present clear, compelling and persuasive sales presentations.
11. Effectively negotiate terms, conditions, pricing and commitments that enhance profitability and the business
relationship.
12. 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.
13. Attend trade shows and user conferences as required.
14. Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining
priorities and liaising with potential customers.
15. Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables
problems, contract/pricing issues or any commercial issues.
Qualified Experience/Skills/Training:
• Bachelor’s degree or equivalent 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
Communication Skills (Spoken, Written, Influencing, Proficiency in Other Languages):
• Excellent communicator, articulate and persuasive
Technical Systems Proficiency:
• 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.
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