Regional Sales Manager

Job content

Role And ResponsibilitiesThe key responsibilities for this position are as follows;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.
• Coach and mentor less experienced sales resources.
• Other duties as required

The selected candidate should have the following skills/experience;Significant knowledge of the business jet market; ability to monitor the competitive landscape;Minimum 5 years sales or equivalent experience within the business aviation industry;Established relationships with key aircraft operators in the marketplace;Technical acumen, aviation knowledge;Business acumen and financial literacy;Intimate knowledge of pilot training;Strong working knowledge of simulation products (Full Flight Simulator, Flight Training Device, Integrated Procedures Trainer, Virtual Simulator) preferred;Strong drive for results;

• Results oriented and delivers on commitments
• Persistence and ability to close sales opportunities
• Ability to function both autonomously and as a team

Highly Customer centric;

• Strong sales skills – communications, presentation, negotiations, listening, interpersonal, and influencing skills
• Cultivate and maintain deep, long-lasting customer relationships at multiple levels within assigned accounts (brick wall)
• Identify optimal customer solutions
• Cultural understanding and awareness
• Must be able to maintain professionalism in the workplace at all times.

Ability to converse in a second language would be an advantage. Flexibility is critical as there will be frequent travel, often at short notice.Ability to live and work in the UK/EU/EEC essential.Position TypeRegularCAE thanks all applicants for their interest. However, only those whose background and experience match the requirements of the role will be contacted.Equal Employment OpportunityAt CAE, everyone is welcome to contribute to our success. With no exception.As captured in our overarching value "One CAE", we’re proud to work as one passionate, boundaryless and inclusive team.At CAE, all employees are welcome regardless of race, nationality, colour, religion, sex, gender identity or expression, sexual orientation, disability or age.The masculine form may be used in this job description solely for ease of reading, but refers to men, women and the gender diverse.90950