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7 days ago
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Senior Sales Manager


Universal Aviation
Location: Farnborough
Job type: Permanent
Contact: Recruitment
Sector: Sales & Purchasing
Job Role: Sales Jobs
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Since 1959, Universal Weather and Aviation, Inc. (Universal®), the pioneer of international flight support services for corporate aviation, has been arranging, coordinating and providing complete services in support of a trip for corporate aviation operators worldwide. Services include International Trip Planning, a global network of business aviation ground handling companies, the UVair card global fuel program and a range of exciting technology solutions to support our customers run successful trips.

Universal employs over 1700 people and has offices in over 20 countries throughout the world supporting clients that represent organizations that rely on corporate and private aircraft.

General Responsibilities:

Our UK office currently has an opening for a Senior Sales Manager/Business Development Manager – Europe, Middle East & Africa, whose primary responsibility, is to provide day-to-day management/leadership for three small sales teams as well as to win new business within their specified territory. The Senior Sales Manager duties include oversight of the EMEA Business Development group which is focused on generating new business, the Operational Account Management group which is focused on retention/upsell of existing customers, and the Transactional Sales group which is focused on transactional opportunities for fuel and handling sales. The Business Development Manager responsibilities include introducing Universal Weather and Aviation (UWA) products and services to new potential clients.  The Business Development Manager will develop a sales pipeline to support future sales and business planning in an assigned territory.  Additionally, will manage the day-to-day sales process, coordinate customer meetings and coordinate service support resources with target accounts. This position will coordinate with the Operational Account Manager’s to ensure that all new accounts are established and handed off smoothly.  Provides sales management and appropriate staff members with sales forecasts and applicable research. Provides direction and work cross-functionally with service delivery teams to win the account and manage customer expectations.  Management of a total of 9 people.         

Principal Duties:

  • Responsible for day-to-day management and leadership of EMEA BDM, OAM, and Transactional Sales teams.
  • Responsible for coordination of sales teams in concert with strategic initiatives as set by Enterprise Management.
  • Responsible for meeting or exceeding assigned Key Sales Objectives and Sales Targets within assigned territory.
  • Responsible for coordination and development of sales action plans in assigned territory to penetrate new accounts.
  • Responsible for coordinating with Regional Sales Team to capture new accounts.
  • Meet goals for revenue growth, account acquisition and profitability.
  • Manage and grow the client relationship by regularly contacting customers in person. 
  • Manage all aspects of the customer experience prior to transitioning the customer to the Account Manager.
  • Maintain client information in the sales database tool for forecasting and reporting purposes.
  • Understanding of the competition, know their competitive strengths and weaknesses and apply that knowledge to sell UWA services.
  • Accurate and timely completion of weekly and monthly reports to sales management.
  • Represent Universal at industry trade shows and in local community activities in an effort to raise awareness of UWA products and services.
  • Effectively communicate the UWA value proposition and product knowledge through sales activities, trainings and other events within assigned territory.
  • Regional travel up to 20 weeks per year 

Knowledge and Skills Required:

  • 10+ years’ experience in a large account prospecting/selling environment required.  Experience in aviation preferred.
  • Must have a proven track record of leading teams to accomplishment of strategic objectives
  • Must demonstrate a willingness to continuously improve sales and the customer experience
  • Must be highly organized, detail orientated and be able to multi-task and prioritize cross-functional duties.
  • Must demonstrate a high energy level, a positive attitude and a willingness to work cross-functionally with others.
  • Proven track record of quota attainment
  • Strong written and verbal skills (for internal as well as external use). Must be fluent in English.
  • Experience selling aviation services is a plus
  • Computer proficiency required in Microsoft Office Products including Outlook, Excel, Power Point.  Must be able to update Sales database on a regular basis.
  • Exhibit positive teamwork, loyalty to the Company and co-workers; exhibit a confident and professional manner at all times
  • Must be able to negotiate and readily make decisions that align with sales targets, pricing strategies and customer segment.   
  • Must have cultural understanding and empathy for how business is conducted.

Closing date:  7th October 2016

 

 

 

 


Please note:  Due to the number of applications anticipated if you have not received a response by the end of October 2016, your application has not been successful

 

Since 1959, Universal Weather and Aviation, Inc. (Universal®), the pioneer of international flight support services for corporate aviation, has been arranging, coordinating and providing complete services in support of a trip for corporate aviation operators worldwide. Services include International Trip Planning, a global network of business aviation ground handling companies, the UVair card global fuel program and a range of exciting technology solutions to support our customers run successful trips.

Universal employs over 1700 people and has offices in over 20 countries throughout the world supporting clients that represent organizations that rely on corporate and private aircraft.

General Responsibilities:

Our UK office currently has an opening for a Senior Sales Manager/Business Development Manager – Europe, Middle East & Africa, whose primary responsibility, is to provide day-to-day management/leadership for three small sales teams as well as to win new business within their specified territory. The Senior Sales Manager duties include oversight of the EMEA Business Development group which is focused on generating new business, the Operational Account Management group which is focused on retention/upsell of existing customers, and the Transactional Sales group which is focused on transactional opportunities for fuel and handling sales. The Business Development Manager responsibilities include introducing Universal Weather and Aviation (UWA) products and services to new potential clients.  The Business Development Manager will develop a sales pipeline to support future sales and business planning in an assigned territory.  Additionally, will manage the day-to-day sales process, coordinate customer meetings and coordinate service support resources with target accounts. This position will coordinate with the Operational Account Manager’s to ensure that all new accounts are established and handed off smoothly.  Provides sales management and appropriate staff members with sales forecasts and applicable research. Provides direction and work cross-functionally with service delivery teams to win the account and manage customer expectations.  Management of a total of 9 people.         

Principal Duties:

  • Responsible for day-to-day management and leadership of EMEA BDM, OAM, and Transactional Sales teams.
  • Responsible for coordination of sales teams in concert with strategic initiatives as set by Enterprise Management.
  • Responsible for meeting or exceeding assigned Key Sales Objectives and Sales Targets within assigned territory.
  • Responsible for coordination and development of sales action plans in assigned territory to penetrate new accounts.
  • Responsible for coordinating with Regional Sales Team to capture new accounts.
  • Meet goals for revenue growth, account acquisition and profitability.
  • Manage and grow the client relationship by regularly contacting customers in person. 
  • Manage all aspects of the customer experience prior to transitioning the customer to the Account Manager.
  • Maintain client information in the sales database tool for forecasting and reporting purposes.
  • Understanding of the competition, know their competitive strengths and weaknesses and apply that knowledge to sell UWA services.
  • Accurate and timely completion of weekly and monthly reports to sales management.
  • Represent Universal at industry trade shows and in local community activities in an effort to raise awareness of UWA products and services.
  • Effectively communicate the UWA value proposition and product knowledge through sales activities, trainings and other events within assigned territory.
  • Regional travel up to 20 weeks per year 

Knowledge and Skills Required:

  • 10+ years’ experience in a large account prospecting/selling environment required.  Experience in aviation preferred.
  • Must have a proven track record of leading teams to accomplishment of strategic objectives
  • Must demonstrate a willingness to continuously improve sales and the customer experience
  • Must be highly organized, detail orientated and be able to multi-task and prioritize cross-functional duties.
  • Must demonstrate a high energy level, a positive attitude and a willingness to work cross-functionally with others.
  • Proven track record of quota attainment
  • Strong written and verbal skills (for internal as well as external use). Must be fluent in English.
  • Experience selling aviation services is a plus
  • Computer proficiency required in Microsoft Office Products including Outlook, Excel, Power Point.  Must be able to update Sales database on a regular basis.
  • Exhibit positive teamwork, loyalty to the Company and co-workers; exhibit a confident and professional manner at all times
  • Must be able to negotiate and readily make decisions that align with sales targets, pricing strategies and customer segment.   
  • Must have cultural understanding and empathy for how business is conducted.

Closing date:  7th October 2016

 

 

 

 


Please note:  Due to the number of applications anticipated if you have not received a response by the end of October 2016, your application has not been successful

 


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