Regional Sales Manager

<p>Zenon is delighted to be commissioned by a global leader in the provision of training to the commercial and defence aviation sectors to source a Regional Sales Manager for their facilities in the South of the UK.</p> <p>If you are ‘Go Getter’, tenacious by nature, dynamic, proactive and enjoy working in pressurised and fluid environment then this is the opportunity for you.</p> <p>Together with a solid technical acumen, solid aviation knowledge and an intimate knowledge of pilot training preferred you will be responsible for focusing on securing new business aviation training from prospective clients and current accounts in an effort to meet sales objectives through solution based selling, meeting the revenue targets for your assigned sales region, the booking of existing Client Training and ensuring a high level of customer services all times.</p> <p>Responsibilities:</p> <p>Governance / reporting<br /> •&nbsp;&nbsp; &nbsp;Provide weekly/monthly sales reporting activities within the defined timeframe/process.<br /> •&nbsp;&nbsp; &nbsp;Provide monthly revenue forecast inputs.<br /> •&nbsp;&nbsp; &nbsp;Obtain necessary governance approvals for proposals, including any pricing adjustments.<br /> •&nbsp;&nbsp; &nbsp;Use the sales tool Salesforce.com along with the customer scheduling and booking tool Gemini.<br /> •&nbsp;&nbsp; &nbsp;Communicate and agree customer requirements as appropriate with other training centres.</p> <p>Account Planning<br /> •&nbsp;&nbsp; &nbsp;Achieve defined revenue, yield, retention, and growth goals for assigned accounts within your specified region. Maximise yield.<br /> •&nbsp;&nbsp; &nbsp;Work closely with your assigned Account Executive regarding the scheduling of the training for new and existing clients and be the final authority and have ultimate responsibility for all territory pricing decisions.<br /> •&nbsp;&nbsp; &nbsp;Develop retention and growth strategies for existing active accounts, leveraging the entire organisation.&nbsp;<br /> •&nbsp;&nbsp; &nbsp;Manage territory and Account Executive to maximize the revenue and yield opportunity within the territory.</p> <p>Sales Activity<br /> •&nbsp;&nbsp; &nbsp;Achieve sales targets for territory.<br /> •&nbsp;&nbsp; &nbsp;Maintain opportunities, activities, leads, and proposals to date in CRM (Salesforce.com) and be responsible for the accuracy of the records relating to accounts in CRM &amp; Gemini.<br /> •&nbsp;&nbsp; &nbsp;Lead and manage a specific set of assigned business aviation accounts working closely with the Sales Leader to create a plan that drives sales within your territory.&nbsp;<br /> •&nbsp;&nbsp; &nbsp;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.<br /> •&nbsp;&nbsp; &nbsp;Ensure customer relationship and satisfaction follow-up on wins/losses Action all assigned leads and respond appropriately.<br /> •&nbsp;&nbsp; &nbsp;Identify business development opportunities and report opportunities to the Business Aviation Head of Sales.<br /> •&nbsp;&nbsp; &nbsp;Establish regular interactions with all accounts and in-person visits to ensure revenue attainment and retention of clients to develop a strategy to monitor client visits on an annual basis.<br /> •&nbsp;&nbsp; &nbsp;Establish close customer contact to determine customer needs and position yourself to optimize the portfolio sold to each customer.<br /> •&nbsp;&nbsp; &nbsp;Travel as necessary within territory to ensure the achievement of revenue goals and retention of clients (approximately 2 weeks per month)<br /> •&nbsp;&nbsp; &nbsp;Ensure that each new account has signed a contract with appropriate terms and conditions.&nbsp;<br /> •&nbsp;&nbsp; &nbsp;Coach and mentor less experienced sales resources.</p> <p>SKILLS</p> <p>Drive for results:<br /> •&nbsp;&nbsp; &nbsp;Results oriented and delivers on commitments<br /> •&nbsp;&nbsp; &nbsp;Persistence and ability to close sales opportunities<br /> •&nbsp;&nbsp; &nbsp;Ability to function both autonomously and as a team</p> <p>Customer centric:<br /> •&nbsp;&nbsp; &nbsp;Strong sales skills – communications, presentation, negotiations, listening, interpersonal, and influencing skills<br /> •&nbsp;&nbsp; &nbsp;Cultivate and maintain deep, long-lasting customer relationships at multiple levels within assigned accounts (brick wall)<br /> •&nbsp;&nbsp; &nbsp;Identify optimal customer solutions<br /> •&nbsp;&nbsp; &nbsp;Cultural understanding and awareness<br /> •&nbsp;&nbsp; &nbsp;Must be able to maintain professionalism in the workplace at all times.</p> <p>If the above opportunity is of interest to you and you want to work for a leading brand in its own market with a true global footprint please forward your CV to kevin.small@zenon.aero</p> <p>Zenon Recruitment Ltd is acting as an Employment Agency in regards to this vacancy.</p>