We’re hiring a Global Commercial Director
Location
Windsor, UK
Job Type
Full Time, Permanent
Who are we?
We’re En Route. We’re a welcoming bunch, with a down-to-earth outlook that helps build lasting relationships with customers and colleagues alike.
As global specialists in passenger solutions, supply chain services and sourcing for airlines and airline caterers, we operate globally as part of dnata, one of the world’s largest combined air services providers.
En Route’s expertise is one of the many reasons why we’ve enjoyed more than 20 years as a global food solutions partner, with offices in the UK, USA, Australia and UAE.
Are you ready to become part of our story?
* Birthday day off
* 25 days off a year
* Company bonus scheme
* Hybrid Working (3 days in office)
* Medical Insurance
* Referral Scheme
* Social Events
* Flexi Time
Job Purpose
The role will take a strategic lead in the development and implementation of a globally consistent transformation approach to the creation of sales demand and the generation of sales revenue growth and margin improvement including the development of people, processes and tools to implement this and lead any necessary changes arising from the adoption of this approach.
The role will support the development of segmentation models to enable effective sales strategies to be developed, built upon identified customer needs/references/discriminators/decision criteria/issues & challenges.
The role will develop strategies to identify, engage with and secure global priority Airline & caterer targets and establish En Route as the leading global provider of pre-packed food products to the passenger travel market and supply chain services to airlines in order to deliver a robust pipeline of future projects and deliver a reliable & sustainable high rate of growth.
To support the global sales strategy, developing new and maintaining existing business through effective key account and relationship management with Airlines, airline caterers and other defined customer targets based in the EU/UK region to ensure En Route is the preferred product and supply chain partner for food and service solutions, supporting value proposition development – including
* identification and articulation and evidencing client needs
* comparison to competitor offerings
* proof point development and testing
Key Accountabilities
Demand Creation
* Identify and develop project opportunities and demand generation strategies, through to conversion of leads into projects.
* Promote and participate in Demand Creation initiatives e.g. substitutions, specification management (nomination) & selling process.
* Develop and execute strategic sales plan in conjunction with the Managing Director, NPD and Creative to achieve sales targets and expand our customer base.
* Work with the regional VPs and account management to create demand & project and revenue opportunities through targeted ‘campaigns’ and leveraging.
* Involved in strategic development of solutions for prospective clients and leading sales activities to prospective clients through face-to-face meetings and presentations.
* Identify specific target audiences and support Marketing in technical communication activities (conferences, papers etc).
* Develop customer centric proof-point development plans for identified priority target accounts based on the Miller Heimann ‘SSwP/EPP/PSS’ process drivers.
* Collaborate with marketing team, NPD and industry solutions experts to understand the product, the buyers and the competitive landscape.
* Partner with Marketing to analyse competitor activity and use data to formulate proposals for changes in strategy.
* Build a dashboard for commercial performance focused around a set of key indicators, which are a mix of KAIs and KPIs that can be captured and reported automatically through CRM/MSD.
* Establish pipeline management practices in line with agreed KPI’s and KAI’s to build the pipeline with airlines and caterers.
Account Management
* Strategy and account planning for key accounts.
* Acquire deep knowledge and insights into the customer businesses and develop strategic alliances with key decision-takers and decision-influencers up to and including main board level.
* Proactively develop and maintain relationships with airlines, caterers and other targets to secure new business opportunities for En Route.
* Understand their business development plans and how En Route can support and enable them.
* Ensure all customer and prospective records and information is kept current in appropriate En Route systems maintaining up to date CRM data to manage opportunities and the pipeline in a structured way.
* Creation of customer proposals/technical development and amendment of specifications.
Sales Leadership
* Grow market share, achieve and exceed sales & gross margin targets.
* Take accountability for all budgeted costs and involvement in contract negotiations with prospective airline clients and caterers.
* Fill/prime the pipeline by leading customers to test/trial/choose our products and solutions.
* Align team goals with the sales strategy to drive innovation that meets commercial needs whilst exceeding consumer expectations.
* Establish appropriate goals and measures for short- and long-term sales and overall growth in line with En Route vision and targets, and regularly evaluate results against these performance standards to ensure profitable growth.
* Forecast, monitor and evaluate sales performance of key accounts and self.
* Work with the regional VPs in US & APAC to meet agreed customer led sales strategies and targets and the direct leadership of sales and account management within the EMEA & UK regions through a team of key account managers.
* To undertake any other duties, which may from time to time be assigned. This job description is not intended to be either prescriptive or exhaustive, but it is issued as a general framework at the time of writing.
* Business travel is expected to be undertaken as part of the role and frequencies vary throughout the year.
Experience & Qualifications
* Bachelor of Science in Business management required, MBA preferred or advanced degree a plus.
* Knowledge of ERP systems and Microsoft office suites – Word, PowerPoint, Excel and Outlook.
* Experience of using CRM systems Salesforce or Microsoft dynamics CRM ideally.
* Understanding of PowerBI.
* Trained in Miller Heimann (or similar) account management, selling and project pursuit strategies.
* Accomplished business development leader with a proven track record of achieving targeted sales growth and account profitability.
* Operated at CCO / VP level in a business with a global footprint.
* A strong commercial background involving marketing, sales, channel management, account management and contract negotiation.
* Extensive knowledge of demand generation, direct and indirect sales activity, strategic selling and account management techniques.
* Experience in specification-driven and substitution sales.
* Experience creating and managing a large budget and structuring and using CRM to build and report pipeline, sales and activity metrics.
* A proven track record of growing sales, margin and market share at a senior level.
* Track record in developing project acquisition strategies and conversion into real projects.
* Prior experience in building, leading and managing demand generation teams across international regions strongly preferred.
* Extensive experience and success of developing and maintaining high level business relationships and creating strategies with new and existing customers.
* Have led strategic business development initiatives including the identification and development of business case models for new capability development.
* Extensive experience of developing and enhancing pricing strategies.
* An effective relationship builder who has worked in an environment or sector undergoing substantial and rapid change and growth.
Knowledge & Skills
* Proven leadership ability to influence, develop, and empower colleagues to achieve objectives with a team approach.
* Have a hands-on approach to increasing sales, including maintaining and improving credibility with customers by building trust, rapport, and confidence to further enhance our existing relationships with these organisations.
* Demonstrable ability to lead and coach teams on complex sales negotiations and use of problem-solving techniques.
* Capacity to measure and track progress, know how to design effective and efficient business development processes.
* Strong analytical background to understand industry trends in order to identify expansion opportunities.
* Strong business and commercial acumen.
* Strong negotiation and closing skills.
* Superior written and verbal communications, decision making, problem-solving, and organisational skills essential.
* Timely decision maker, able to prioritize critical tasks that add the highest value.
* Unquestioned integrity and personal values.
* Sensitive to cultural and national differences in style and communication.
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