Job Description

Description

Description: Job Title: Lead Sales Account Management Job ID: IMS20233008-105454 Job Location: Arizona Schedule: (9/80) Hybrid Job Desription: We are currently seeking a Regional Sales Manager for our Commercial Aviation Solutions Sector, selling aviation products to Air Transport and Regional airlines with a focus on avionics Forward Fit SFE/BFE selection and Retrofit opportunities. This position is responsible for the overall sales growth of L3Harris’ CAS Avionics products and services and Key Account Management of airline customers in the Americas. Essential Functions: Candidates must have an established track record of delivering a high-level of sales performance and customer satisfaction in the aviation industry and specifically with avionics equipment. Candidate must have the competence and conscientiousness to engage, define and implement consultative selling strategies and the vision to deliver superior sale effectiveness through the reform of existing processes and sales team behaviors. They will have the leadership capability to build sales capture strategies to meet and exceed the CAS sales target through the sale of the CAS products and services portfolio for all regions. They must be exemplary team players and be able to set accountabilities for themselves and within the team whilst holding others to account for their commitments. They must be able to create a performance driven culture within their team and have the grace and interpersonal skills to inspire and motivate others to exceed expectations. They will have the proven ability to manage and build relationships with C-Suite representatives of aerospace companies, airlines and pilot training centers. The candidate is expected to be self-sufficient and work under limited guidance to exercise strategic and independent judgment and self-direction in managing priorities and have the ability to coordinate and fulfil competing goals, tasks, projects and customers simultaneously. Domestic and international travel will be required in the role. Duties include: • Develop sales strategies and account plans for the Air Transport and Regional Airlines market and identify, build, negotiate to expand sales opportunities for new avionics linefit and retofit bids.Manage and grow portfolio of major accounts in the region, interfacing at the most senior leadership levels to achieve sales targets (orders/revenue) on a quarterly and annual basis for all products, services and integrated Avionics solutions. • Develop and maintain an opportunity pipeline that maximize opportunities to bundle offerings, differentiating CAS from its competition and creating a unique proposition for our customers. • Accurately forecast customer orders and deliveries to support the company’s manufacturing and financial planning. • Identify and develop the business cases and oversee bid and proposal activity for customer Requests for Proposal that meet the customer’s expectations and the specifications and terms of each customer request against tight deadlines and competing priorities. This will require flexibility and strong time management skills as internal collaboration is with teams located on the US West Coast. • Operate with pace, purpose, poise, and confidence while interacting and engaging with a highly educated, sophisticated, international workforce serving a global customer base. • Demonstrate technical knowledge of avionics products and market requirements and provide the expertise to selling diverse markets. • Ability to travel to support customer meetings, trade shows and off-site meetings, which will likely result in 30%-50% travel, Domestic and International travel. • Demonstrate excellent written and verbal presentation skills to facilitate communications with customers, team members, and senior leadership. • Other duties and responsibilities as requested by responsible manager. • Assist in developing sales KPI’s and metrics for selected market. • Business prospecting and opportunity tracking utilizing CRM tools. Qualifications: • Bachelor’s degree in Business Administration, Engineering or must possess equivalent industry experience. In lieu of a degree, minimum of 13 years of prior related experience. • Minimum of 9 years technical sales experience in systems, technology and manufacturing environment with knowledge of the aviation industry and avionics systems required and a track record of success in the commercial aviation business sector (airlines) including customer facing experience. Preferred Additional Skills: • Complete knowledge of sales and marketing principles and concepts, with additional knowledge of avionics, STC certification and airframe technology as well as domestic and international customer business environments • Prior Avionics sales experience such as TCAS Surveillance system and ADS-B technologyStrong computer skills in MS Word, Excel, MS Dynamics CRM, PowerPoint and Outlook are required • Exceptional organizational/project management skills • Experience with or aptitude for analyzing business processes and developing and implementing solutions • Strong ability to educate and collaborate with cross-functional colleagues at multiple locations • Experience in airline procurement or sales programs • Ability to work, manage and coordinate sales efforts in a matrixed organization • Ability to effectively manage all stages of the sales cycle (forecasting, matching solutions and value propositions, developing solicitations, requests for information, source-approval-requests, bids & proposals, building customer rapport, negotiating and ability to close the deal) • Outstanding communication skills both written and verbal • Must be a high energy, resourceful and a creative thinker • Foreign language skills are a plus • Candidate must be able to manage priorities and have the ability to coordinate competing tasks, projects and customers simultaneously and successfully The chosen candidate will need to work within matrix organizations with local and global divisions’ cross-functional teams providing leadership in the implementation of the airlines avionics strategies, account management, pricing recommendations and tactical activities. #LI-Hybrid