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11 months ago
Halmer Recruit
Salary: £45,000
Location: West Sussex
Job type: Permanent
Contact: Joshua Fox
Sector: Aircraft
Category: Sales Jobs

This position is focused on securing new business aviation training from prospective and current large accounts in an effort to meet sales objectives through solution based selling. The job holder is responsible for securing new business and supporting the sales team to deliver improved business volumes and yield, whilst also meeting the revenue targets for their assigned sales region.

Governance / reporting

  • Provide weekly/monthly sales reporting activities within the defined timeframe/process.
  • Provide monthly revenue forecast inputs.
  • Obtain necessary governance approvals for proposals, including any pricing adjustments.
  • Use the sales tool Salesforce.com along with the customer scheduling and booking tool Gemini.
  • Communicate and agree customer requirements as appropriate with other training centres. 

Account Planning

  • Achieve defined revenue, yield, retention, and growth goals for assigned accounts within your specified region. Maximise yield.
  • Work closely with your assigned Account Executive regarding the scheduling of the training for new and existing clients.
  • Be the final authority and have ultimate responsibility for all territory pricing decisions.
  • Develop retention and growth strategies for existing active accounts, leveraging the entire CAE organisation.
  • Manage territory and Account Executive to maximize the revenue and yield opportunity within the territory. 

Sales Activity

  • Achieve sales targets for territory.
  • Execute activity dashboard (calls, proposals, win ratios, etc.).
  • Maintain opportunities, activities, leads, and proposals to date in CRM (Salesforce.com).
  • Responsible for the accuracy of the records relating to accounts in CRM & Gemini.
  • Lead and manage a specific set of assigned business aviation accounts.
  • Work closely with the Sales Leader to create a plan that drives sales within your territory.
  • Promote and execute on solution sales (full portfolio) in accordance with the region’s objectives; lead and present value propositions for assigned accounts by engaging capture team resources as required. Identify competitive landscape, risk, threats, closely monitoring and identifying those assigned accounts who are being competitively threatened.
  • Ensure customer relationship and satisfaction follow-up on wins/losses Action all assigned leads and respond appropriately.
  • Identify business development opportunities and report opportunities to the Business Aviation Head of Sales.
  • Establish regular interactions with all accounts and in-person visits to ensure revenue attainment and retention of clients Develop a strategy to monitor client visits on an annual basis.
  • Establish close customer contact to determine customer needs and position CAE to optimize the portfolio sold to each customer.
  • Travel as necessary within territory to ensure the achievement of revenue goals and retention of clients
  • Ensure that each new account has signed a contract with appropriate terms and conditions.
  • Be the final authority and have ultimate responsibility for all territory pricing decisions.

The role involves extensive international travel, which could be at short notice.

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