Director Sales

Opportunity

We have an amazing opportunity to join our fantastic Menzies Aviation team as a Commercial Director to deliver sales growth and general key account management activities across a designated portfolio of accounts, assuming USA-wide responsibility for all commercial opportunities, regardless of location.

If you love being in the heart of the operation and are ready to embrace the fast-paced environment of Aviation, then please read on!

Key responsibilities

To deliver such growth, the post-holder will be responsible for building and influencing relationships with important personnel in both airlines and airports and will be the subject matter expert in how to win and retain business within the USA marketplace. For key accounts based in the USA, the post-holder will also be the lead for that account and work with other regional teams to bring opportunities to fruition. This role will help to engineer a change in the balance of our sales activity from being largely reactive to an approach characterized by early and proactive involvement in the customer's procurement cycle, identifying and developing opportunities before they come to the market.

You'll put our people, our customers - and their customers, at the heart of everything you do.

What is in it for you?

Firstly, you will be working for the world's largest aviation services provider (by number of countries) and with some of the most prestigious airlines in the industry. You will have the opportunity to shape and develop the team around you, ensuring you have the best team of experts in their field.

In addition, medical and dental benefits, company matched Registered Retirement Saving Plan (RRSP) contribution, industry leading terms and conditions and full support and training throughout your career journey with us.

What's next?

If all the above has got you excited and you want to join Menzies Aviation, please hit the apply button!

About Us....

People. Passion. Pride. This is what has driven our teams since 1833.

We have been evolving as business since 1833 and have developed to become a critical partner in the global aviation industry, providing air cargo services, fuel services and ground services at airports on six continents.

Director, Sales - USA

Reports to: Director, Commercial

Location: Grapevine | TX

Salary: Commensurate with skills and experience

Overview

This role will deliver sales growth and general key account management activities across a designated portfolio of accounts, assuming USA-wide responsibility for all commercial opportunities, regardless of location. To deliver such growth, the post-holder will be responsible for building and influencing relationships with important personnel in both airlines and airports and will be the subject matter expert in how to win and retain business within the USA marketplace. For key accounts based in the USA, the post-holder will also be the lead for that account and work with other regional teams to bring opportunities to fruition. This role will help to engineer a change in the balance of our sales activity from being largely reactive to an approach characterized by early and proactive involvement in the customer's procurement cycle, identifying and developing opportunities before they come to market.

Main accountabilities include:

• Taking responsibility for Ground Handling, Cargo and additional sales growth within USA. (This includes ensuring that we retain our existing business on suitable terms).
• Creating a network of contacts/influencers within each key account airline, for example in departments such as Ground Operations, Procurement and Customer Experience, to fully understand airline strategy and specifications and to work with the airlines to develop proposals which will meet and exceed their requirements.
• Working with station, regional and other commercial/key account colleagues to understand local opportunities for new business, to create tender-winning proposals and to develop compelling proposals to retain existing business, ensuring the impact of new business wins is not undermined by contract losses.
• Ensuring that customer relationships are properly managed with structured Business Review meetings and proactive communications take place externally and internally.
• Working with station and regional teams to develop the sales pipeline, generating new sales leads and horizon-scanning for future opportunities.
• Managing sales opportunities for RFP processes and unsolicited proposals with the aim of securing as high a win rate as possible - working with other commercial and operational colleagues as appropriate
• Assisting in the production of regional and key account sales plans, ensuring these plans are as fully developed as possible.
• Creating and delivering high quality sales collateral to assist sales pitches and presentations, ensuring that the sales material is tailored to the customers' needs and meets their requirements and priorities.
• Implementing customer engagement plans, ensuring that customer review meetings are well prepared, properly structured and help to increase our chances of commercial growth.
• Maximizing the CRM system by ensuring that all sales opportunities and customer information is properly captured, tracked, and updated as required.

Safety, Security and Compliance

All employees have a responsibility and duty whilst at work to:

• Take reasonable care for the health and safety of themselves and of others who may be affected by their actions or omissions whilst at work.
• Fully versed in International Aviation Safety and Security standards and passionate about promoting them within the organization.
• Co-operate with their manager / supervisor to allow them to perform or comply with any legal requirements imposed on the company.
• Not intentionally or recklessly interfere with or misuse anything provided by the company in the interests of health, safety, or welfare reasons.
• Inform their manager / supervisor of any work situation, equipment or activity that represents a serious or immediate danger to health and safety.
• Report any hazards, near misses, incidents, accidents, or dangerous occurrences to their manager / supervisor, who will then follow the procedures contained in this manual.
• Carry out work in accordance with information and training provided and any specific workplace health and safety rules or procedures.
• Fully understand the company health and safety policy.
• Attend training courses as may be arranged by the Company.

Qualifications and Experience

• Degree in business or another relevant field
• At least five years of experience in the aviation sector, working in commercial and/or operational disciplines.
• Proven experience working with major customers.
• Experience of working in complex organizations with a global footprint and diverse structures
• Excellent communication and team-working skills
• Must be at least 18 years of age.
• Must pass pre-employment background and drug screen.
• Must be comfortable lifting 35lbs.

Key skills and competencies:

Significant experience in the commercial and/or operational arena, plus:

• Sales orientation - relishes the challenge of identifying and executing sales opportunities, helping to shape customer requirements, and delivering "win-win" solutions.
• Customer focus - the role holder must demonstrate an ability to engage with colleagues and customers at all levels and within a range of markets and situations and must be adept at fully understanding and interpreting customer requirements and end goals.
• Initiative - adopts a proactive approach to identifying opportunities rather than waiting for opportunities to come our way.
• Strong presentational skills - ability to pitch proposals and presentations in a compelling manner.
• Data driven - ability to co-ordinate and analyze various sources of information to form a clear picture.
• Influence - able to influence a wide range of groups and individuals to actively support a point of view or position; in particular to secure the "buy-in" of others who may hold a contrary view.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)