Country Sales Manager, Canada

1 month ago

SaintLaurent, Canada CAE Full time

**Role and Responsibilities**

**PRIMARY DUTIES & RESPONSIBILITIES**

**Governance / reporting**:

- Provide weekly/monthly sales reporting activities within the defined timeframe/process.
- Provide monthly revenue forecast inputs.
- Two-way interactions with Senior Management to ensure resources and support on competitive intelligence.
- Obtain necessary governance approvals for proposals, including any pricing adjustments.
- Use the sales tool, the customer segmentation tool, the pricing tool, and the supply-demand tool.
- Communicate with internal partners at the Training Center level with regard to scheduling training for existing and new clients.

**Account Planning**:

- Achieve defined revenue, yield, retention, and growth goals for assigned accounts.
- Ensure there is an account strategy developed, refined, and maintained for each of their accounts and are timely executed.
- Develop retention and growth strategies for existing active accounts, leveraging CMAT.
- Identify inflection points in key account lifecycle milestones and prioritize time allocation to assigned accounts lead and present value propositions for assigned accounts.

**Sales Activity**:

- Execute activity dashboard (calls, proposals, win ratios, etc.).
- Lead and manage a specific set of commercial accounts in designated 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.
- Action all assigned leads and respond appropriately.
- Identify business development opportunities Visit training centers to ensure familiarity with operations and build relationships throughout the Network.
- Establish _at least _monthly interactions with all accounts and two annual in-person visits to ensure revenue attainment and retention of clients.
- Establish close customer contact to determine customer needs and position CAE to optimize the portfolio sold to each customer.
- Support accounts receivable collection process.
- Coach and mentor less experienced sales resources.
- Additional duties as required.

**KNOWLEDGE, SKILLS AND EXPERIENCE**:
**Drive for results**:

- Knowledge of the market; monitor competitive landscape
- Results oriented and delivers on commitments
- Persistence and ability to close sales opportunities
- Ability to function both autonomously and as a team

**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

**Knowledge and experience**:

- Must have Business & Technical acumen, financial literacy, and aviation knowledge
- Intimate knowledge of pilot training preferred
- Working knowledge of simulation products (Full Flight Simulator, Flight Training Device, Integrated Procedures Trainer, Virtual Simulator) preferred
- Demonstrated ability to communicate and interact with all levels of management in a professional manner
- Ability to quickly learn and navigate internal resources and network
- Ability and willingness to adapt to change in a fast-paced environment
- Creative and resourceful to deliver on customer commitments
- Ability to work in a team environment to drive sales goals
- Experience coaching and developing junior sales representatives
- Computer and Internet literacy
- Willingness to travel as needed

**Education/Experience**
- 4 year degree or equivalent experience within the industry required
- Minimum 5 years’ experience in business aviation sales

**TRAVEL**:
**The role will involve travel within the region (25-50%)**:
**CAE is an Equal Opportunity Employer and considers qualified applicants for employment without regard to race, color, creed, religion, national origin, sex, sexual orientation, gender identity and expression, age, disability, veteran status, or any other protected factor.**:
**E-Verify**:
**As a Federal Contractor, CAE is required to participate in the E-Verify Program to confirm eligibility to work in the United States. If you’d like more information about your EEO rights as an applicant under the law, please click here **EEO is the Law poster.**:
LI-RA1

**Position Type**

Regular

CAE thanks all applicants for their interest. However, only those whose background and experience match the requirements of the role will be contacted.

**Equal Employment Opportunity**

At 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 regard

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