Sales Manager

1 week ago

Kitchener, Ontario, Canada NAVBLUE Full time
FunctionSales, Marketing and Communication

  • Location
  • Waterloo, Ontario


 Reference
  • Contract typePermanent
  • Working timeFull Time

Job Summary:

NAVBLUE, an Airbus Company, is currently seeking a Sales Manager to join our growing team.

The Sales Manager is responsible for an assigned territory and/or portfolio of customer accounts, with medium potential of development and/or medium existing footprint of NAVBLUE products and services solutions.

This role is responsible for all commercial related activities, including but not limited to, new sales, growing account revenue via up-selling and cross-selling and contract renewals.

The Sales Manager will lead and contribute to all selling related activity including prospecting, qualifying, account planning, account development strategy, consultative selling, contract negotiation and signature, handover to delivery, while abiding by the NAVBLUE standard operating procedures.


Responsibilities:

Within the designated territory and/or portfolio of customer accounts, achieve new sales revenue and renewals to meet or exceed personal targets/quotas, and achieve specific business objectives as assigned by NAVBLUE management (e.g. new product launch customer, market share target in assigned territory for a specific product or a portfolio of products,) The Sales Manager objectives are set to have a medium impact on region's business achievements.

Sales Manager Responsibilities are to:

  • Understand the customer's flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.
  • Maintain expertise on NAVBLUE and partner products in order to help identify upsell opportunities, and solve customer pains with NAVBLUE solutions, updating customers on new products and technology where appropriate.
  • Build "High-Wide & Deep" relationships with decision makers and maintain an awareness of issues affecting customers.
  • For a limited list of key accounts within the assigned territory and/or portfolio of customer accounts, establish and successfully implement a strategic account development plan, and set up efficient coordination with Airbus global account management team for the said account, if and where appropriate.
  • Create new opportunities based on an indepth understanding of market potential, specific customer requirements and company capabilities.
  • Seek opportunities for increased revenue via upselling and crossselling through additional product lines, features, and services.
  • Manage contract renewals through effective negotiation of terms, conditions, pricing and commitments that enhance profitability and business relationship with customers.
  • Develop commercial strategies, tactics, price target settings, and action plans to penetrate and grow awareness and sales of NAVBLUE's solutions in the assigned territory and/or portfolio of customer accounts
  • Prepare and present clear, compelling and persuasive sales presentations.
  • Effectively negotiate terms, conditions, pricing and commitments that enhance profitability and the business relationship.
  • Attend trade shows and user conferences as required.
  • Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining priorities and liaising with potential customers.
  • Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.

Education:

  • Bachelor's degree or equivalent experience

Experience:

  • 35 years of complex sales/marketing/account management experience

Knowledge, Skills, Demonstrated Capabilities & Competencies:

  • Demonstrated knowledge of airline flight operations, or practical experience in flight operations
  • Indepth knowledge of airline industry
  • Demonstrated excellent customer relationship management skills, strong written and oral communication skills and strong listening skills.
  • Project management and strategic account planning skills
  • Achievement and results oriented
  • Willingness to travel considerably as required
  • Able to function and work independently and confidently
  • Possess drive and perseverance to ensure all opportunities are uncovered and pursued
  • Good level of autonomy
  • Effective team player in the organization
  • Possess high level of energy and integrity
  • Excellent communicator, articulate and persuasive

_Technical Systems Proficiency:
_

  • Sales Force

Travel Required:

  • Up to 70% Domestic and International

Perks:


Located in the heart of University of Waterloo's David Johnston Research + Technology Park, NAVBLUE is close to shops, restaurants, gyms, daycare, and many other amenities, and only 10 minutes away from Hwy 85.

The modern design of our suite on the second floor of the Accelerator Centre draws its inspiration from airport terminals, and features bright, open workstations, rather than boxed-in cubicles.

As part of ou

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