PLEASE NOTE: Must be authorized to work in the U.S. Please do not apply if you require visa sponsorship. This position requires the candidate be able to work in the U.S. WITHOUT the need for visa sponsorship!
This is a full time/direct hire position offering a competitive salary with full benefits package.
EMPLOYMENT LOCATION: Work-from-home
SCOPE OF ROLE:
The Director of Sales is an individual contributor role, reporting directly to the President & CEO. A team reporting into the Director of Sales may be added at a future date as needed based on growth, but currently this role has no reports.
The Director of Sales will be expected to find new customers in commercial airlines and airframe manufacturers. This position will receive support from Marketing and Technical Sales/Engineering as well as direct support from the President and CEO but is responsible solely for identifying and landing new customers for our existing product offering. New product ideas generated from working with new customers are encouraged and will go through company’s New Business Opportunity assessment process, however the focus is on selling existing products to new customers.
The Director of Sales primary focus is to grow company’s revenues and customer-base by identifying, pursuing and winning new customers for our existing product offering.
Rapidly grow sales by adding new customers and penetrating new markets, namely the commercial airline market.
Leverage existing contacts in airline and airframe manufacturers to develop Company’s presence in those sectors.
Establish annual sales forecast and develop and execute sales plan that achieves that forecast.
Establish a system for actively managing sales activity and leads on a regular basis for reporting to management and the Board of Directors
Work closely with in-house company customer team to ensure what company commits to with customers can, and will, be achieved.
With assistance from President and CEO, negotiate and execute contracts with new customers
Commitment to travel internationally over 50% of the time.
1) Grow Sales and Customer-Base: The Director of Sales will diversify the Company’s customer base, which is currently heavily weighted in the business and private jet sector. The Director will lead the company’s pursuit of new relationships with airlines and airframe manufacturers. Utilizing existing industry relationships and successful track record of growth, the Director of Sales will develop and execute a growth and diversification strategy to secure work with new customers, expand on existing relationships, and leverage current capabilities and quality ratings to grow. This will require evaluating new opportunities, ensuring profitability and competitiveness. Take a proactive approach to reach new customers, leveraging existing industry and customer contacts, and introducing the company as a new supplier. Similarly, identify areas of opportunity for the company to expand its offerings. The Director of Sales must self-organize all pursuits and report progress regularly to company leadership and other key stakeholders. Specific revenue targets will be communicated during the interview process.
2) Contract Negotiations: The Director of Sales will lead the contract negotiation process with these new customers, working closely with the President & CEO on pricing, terms and conditions, and emphasizing continued profitable growth for the company. Utilize strong customer relationships to ensure their satisfaction while achieving the company’s goals as well. As customer requests are received, identify and address and discrepancies from already established quotes. Ensure all estimates are accurate and aligned with requirements.
3) Market Intelligence: As the face of the company in the marketplace, the Director of Sales will bring market and competition information to the company. This will include information on future programs/platforms, competitive analysis and intelligence and voice-of-the-customer feedback.
BACKGROUND AND EXPERIENCE:
The ideal candidate will have the following education, work history, knowledge, and skills.
Education: Bachelor’s Degree is preferred, but not required.
10+ years of successfully closing sales and landing contracts directly with airlines and major airframe manufacturers, with an excellent reputation in the industry
The ideal candidate will have a rolodex of key industry contacts and influential decision makers within the aerospace industry, particularly with airlines and major OEM’s.
Track record of success at growing a company with new customers is required.
Must have basic technical ability to understand Company’s products and how they are used by the customer.
Understand what barriers to entry there are to airlines and major airframe manufacturers and navigate accordingly.
Have exceptional communication skills, both written and oral, and world-class listening skills.
PERSONALITY AND CHARACTER:
The ideal candidate will be both a team-player and self-motivated, as well as being highly organized and results- driven. The employer is a small company with a great culture, the ideal candidate must meet all the above requirements while also becoming part of it’s culture.