Field Sales Director

Responsible for the sale of company products and/or services to assigned accounts or within a given territory. Makes and develops contacts with existing and potential customers. Analyzes existing and anticipated customer requirements and promotes consideration of company products and services to fill such requirements. Participates in the preparation of sales plans and campaigns, business plans, and product development plans. Conducts sales presentations. Maintains up‐to‐date and accurate sales records. Maintains technical proficiency and consults with prospective customers regarding use of company products and services. Quotes prices and delivery dates and demonstrates and provides instruction on the use of products. Keeps informed of new products and other information of interest to customers. Investigates new applications or improvements to products. Provides marketing intelligence to sales management and may participate in the development of sales forecasts and strategies.

Responsibilities

• Grows AAR business with the assigned customer base.
• Identifies new aftermarket product/market/business opportunities.
• Networks within the industry to ensure AAR divisions are exposed to new emerging opportunities and facilitate engagement early in the buying cycle.
• Develops multi-level relationships within customer organizations across all disciplines and facilitates introductions of AAR executives and technical representatives.
• Utilizes the Capture Process and Capture Management Process to increase the probability of wins.
• Supports the AAR Strategic Plan; provides inputs from our customers towards developing our annual sales budget.
• Negotiates contracts and long-term agreements with customers.
• Provides market/customer intelligence to the company GMs and technical representatives.
• Facilitates the timely and accurate inputs of key data and intelligence into Microsoft Dynamics CRM software.
• Provides pre-trip and post-trip reports for all customer visits.
• Periodically evaluates sales performance with customers to include any necessary recovery plans.
• Provides support for payment, engineering, and customer-support issues.
• Ensures that communications, initiatives, and messages are disseminated to the team.
• Works with company technical teams to develop strategic selling initiatives.
• Manages the distribution, communication, and response for multi-company proposals.

Qualifications

• Read, write, and understand English fluently.
• Ability to learn and understand and communicate effectively in writing and verbally.
• 5 - 10+ years of relevant industry sales experience.
• Familiarization with aircraft systems, structures, accessories, and interiors.
• Airline/OEM direct sales and support experience is beneficial.
• Proven track record in aviation sales and customer support.
• Ability to influence and persuade to achieve desired outcomes.
• Strong analytical, problem-solving, and negotiation skills.
• Excellent oral, written, and presentation communication skills.
• Ability and willingness to travel ~ 50% of the time
• Strong time management planning and prioritization skills, with a demonstrated ability to execute multiple projects and excel in a fast-paced, results-oriented work environment.
• Financial modeling skills.
• Ability to work well in a team environment and matrixed sales organization.
• BA or master’s degree in related discipline preferred.