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Director, Specialty Sales Team

Company: Airbus Group
Location: Grand Prairie
Posted on: September 19, 2022

Job Description:

Airbus is an international pioneer in the aerospace industry. We are a leader in designing, manufacturing and delivering aerospace products, services and solutions to customers on a global scale. We aim for a better-connected, safer and more prosperous world.

A commercial aircraft manufacturer, with Space and Defence as well as Helicopters Divisions, Airbus is the largest aeronautics and space company in Europe and a worldwide leader.

Airbus has built on its strong European heritage to become truly international - with roughly 180 locations and 12,000 direct suppliers globally. The company has aircraft and helicopter final assembly lines across Asia, Europe and the Americas, and has achieved a more than sixfold order book increase since 2000.

AIRBUS requires that all new employees and temporary workers of Airbus be fully vaccinated against COVID-19. Airbus allows candidates who are not fully vaccinated at the time of hire a reasonable amount of time to obtain vaccinated status. This position requires vaccination against COVID-19 or, if applicable, an approved accommodation for religious or medical reasons.

Position Summary:

Direct and coordinate the activities of the Specialty Sales Team sales managers to include the sales of new and used helicopters, support & services sales products, and completion sales in North America. Manage assets (used aircraft) for Airbus Helicopters ensuring that revenue is generated with a positive profit margin. Oversee management of leased aircraft through Airbus Helicopters.

Primary Responsibilities:


  • Specialty Sales and Strategy Management: 50%


  • Able to negotiate and communicate the customer requirements necessary for the satisfactory completion of a sale, working with other departments as necessary.
  • Proficient in relevant US and Canadian Laws and Regulations that govern export (ITAR, EAR, FCPA).
  • Establishes and maintains relationships with industry influencers and key community and strategic partners.
  • Provides management and necessary information to develop the sales forecast, objectives, strategies, actions, and budgets.
  • Develop and implement sales campaigns in response to market requirements and changes.
  • Direct and supervise the day-to-day activities of the Specialty Sales Managers to achieve bookings and market share objectives, with a strong focus on developing new sales opportunities (prospecting).
  • Ensure the Specialty Sales Team is meeting departmental goals, operating within the sales plan and supporting the overall selling effort as outlined in the company goals and objectives.
  • Coordinate the exchange of pertinent information on the helicopter market and specific sales opportunities between the sales and marketing staff and applicable management team members.
  • Develop and initiate sales campaigns in response to market changes in coordination with the head of the Commercial Sales and the head of Marketing.
  • Provide regular and accurate updates to Sales Force in order to maximize the exchange of information and the flow of each opportunity through the sales funnel.
  • Continue to improve sales forecasting accuracy by continuously challenging and supporting sales forecast assumptions and the refinement of the sales process specific to opportunities.

  • Management of Used Aircraft in Support of New Helicopter Sale: 30%


    • Develop a strong bench in Asset Management;
    • Evaluate trade-in aircraft in support of new helicopter sale;
    • Manage trade-in of used aircraft throughout the complete transaction: evaluation, due diligence, resale; any maintenance which might be required; advertising, and closing on the sale;
    • Preparation of necessary Gate Reviews and attendance in support of disposition of the used aircraft;
    • Reports as instructed information to AH Asset Management team to ensure proper communications;
    • Coordinate any maintenance for the aircraft:
    • Maintenance tracking
    • Initiate procedure for allocation of WBS for work performed
    • Cost tracking
    • Ensure aircraft is ready for sale
    • Maintain weekly up-to-date prospect summaries.
    • As required due to customer relationship management, assist customers with disposition of used aircraft not associated directly with the sale of a new helicopter
    • Advise on leasing arrangements necessary to sell a new aircraft;
    • Manage leases by AHI of owned aircraft;
    • Oversee internal leases and lease-back arrangements;
    • Determine residual value calculations to be used in lease arrangements and for negotiation.

    • Team Development and Administration: 20%


      • Motivate and coach the Specialty Sales Team in attaining their individual sales objectives and support the department's goals.
      • Initiate training programs for the Specialty Sales Team to increase their technical and market knowledge and sales skills to increase individual and team effectiveness.
      • Manage and approve the Specialty Sales Team travel plans, expense reports and budget compliance in line with department and company goals.
      • Ensure coordination between the Specialty Sales Team and all elements of the Sales and Marketing Department.
      • Ensure on-going coordination with marketing staff in Marignane, France, so the Specialty Sales Team are utilized as subject matter experts in their respective segments for international events and sales opportunities, when required.
      • Conduct periodic performance evaluations, make recommendations for salary increases (promotion, merit, adjustment), transfer, hire and perform disciplinary actions, when needed.
      • Attend trade shows, customer events and other sales & marketing-related functions that showcase the Airbus Helicopters brand in all of the market segments.
      • Manage the elements of the Dallas Cowboys Marketing Agreement to maximize interaction with key existing customers and contact with new VIP and other customers.
      • Work with the Specialty Sales team, Regional Sales Managers, and Key Account Managers and shows and events staff to determine which shows and events will provide the most interaction with existing and prospective customers within budget limitations on an annual basis.
      • Focal point for the gathering of marketing intelligence to support the overall company efforts and the development of sales promotional material.
      • Assist in the coordination of flight demonstrations and demonstration tours with Specialty Sales Team, Regional Sales team, Key Account Managers, Shows & Events Team, Sr. Director of Commercial Sales, and Director of Marketing.
      • Support the Sales and Marketing Leadership team in obtain high performance function of the Marketing and Sales team by support other leader initiatives and providing input and recommendations for continuous improvement.
      • Build relationships within Support and Services team and Programs team to facilitate the smooth and aligned working relationship with Marketing and Sales team.
      • Is able to conduct periodic performance evaluations, makes recommendation for salary increases (promotion, merit, adjustment), transfers, hires, and disciplinary actions (terminations).

        Additional Responsibilities:


        • Other duties as assigned.

          Qualified Experience / Skills / Training:

          Education:

          Required:


          • Bachelor of Science in Business Administration, Marketing or equivalent area; or equivalent experience

            Preferred:

            Experience:

            Required:


            • Minimum 12 years of experience, with a combination of operations experience, sales and marketing activities

              Preferred:


              • Minimum of 5 years of experience in the helicopter industry or similar industry with complex sales solutions
              • Minimum of 10 years of proven supervisory and/or management experience

                Licensure/Certifications:

                Required:


                • N/A

                  Preferred:


                  • Commercial Helicopter Pilot Certificate

                    Knowledge, Skills, Demonstrated Capabilities:

                    Required:


                    • Knowledge of the various markets of the helicopter industry and how to apply this knowledge to sales prospecting activity

                      Communication Skills (Spoken, Written, Influencing, Proficiency in Other Languages):

                      Required:


                      • Ability to communicate effectively in verbal and written form with internal and external customers (English).
                      • Ability to read and interpret various types of technical data, including flight manuals, performance charts and aircraft configuration data

                        Technical Systems Proficiency:


                        • Ability to utilize Microsoft Office tools and Sales Force is required.

                          Travel Required:


                          • 30-40% Domestic and International

                            Citizenship:


                            • Authorized to Work in the US

                              Clearance:


                              • None

                                Decision Making, Complexity:


                                • Must demonstrate a high level of independent decision-making capability regarding the supervision and management of Specialty Sales Team and the employment of sales and marketing strategies. Must have a high level of organizational agility in working with members of AHNA and AH departments and divisions. Effective interaction with all direct reports to VP of Sales & Marketing is critical to success. Must be flexible in continuing development of market segment strategies in response to changing market conditions, in coordination with Specialty Sales Managers, KAM's, RSM's and marketing staff.

                                  Organizational information:

                                  Direct Reports:


                                  • Exempt: 6
                                  • Non-exempt: 0

                                    Job Dimensions, Contributions to Success:


                                    • Direct responsibility to monitor expense reports and budget for each Specialty Sales Manager. Responsible to manage marketing and sales activity of Specialty Sales Team which results in maintaining or increasing market share. Influence in developing marketing strategies for each specialty segment. Assist with customer relations in individual sales meetings, trade shows and events.

                                      Nature of Contacts:


                                      • Internal Communications: Specialty Sales Team on a daily or weekly basis; Sr. Director of Commercial Sales, Director of Marketing, Director of Communications and VP of Sales and Marketing on a daily or weekly basis; other AHNA departments and divisions on a daily or weekly basis (contracts, programs, support and services, shows & events, flight operations, etc.).
                                      • External Communications: Customers on a weekly or monthly basis, as part of sales campaigns, shows and events or other requirements.

                                        Physical Requirements:


                                        • Onsite: must be onsite at least 60-70% of the time to work with sales/marketing/flight ops teams
                                        • Vision: able to see and read computer screen and other electronic equipment with screens, able to read documents, and reports.
                                        • Hearing: able to hear to participate in conversations in person and via teleconference or phone and to hear sounds on flight line and helipads including safety warnings or alarms.
                                        • Speaking: able to speak in conversations and meetings, deliver information and participate in communications.
                                        • Equipment Operation: Able to use personal computer, telephone, copies, fax machine, and related office equipment and using electronic identification card to enter building floors and internal doors.
                                        • Carrying: able to carry documents, tools, marketing materials, electronic equipment, up to 30lbs.
                                        • Lifting: able to lift documents, tools, marketing materials, electronic equipment, up to 30lbs.
                                        • Pushing / Pulling: able to push and pull small office furniture and some equipment and tools.
                                        • Sitting: able to sit for long periods of time in meetings, working on computer.
                                        • Squatting / Kneeling: able to squat or kneel to retrieve or replace items stored on low shelving or in a/c storage compartments.
                                        • Standing: able to stand for discussions in offices and for long periods during trade shows.
                                        • Travel: able to travel independently and at short notice.
                                        • Climbing: able to climb stairs to reach helipads; able to climb on and off of an aircraft.
                                        • Walking (include routine walking such as to a shared printer to retrieve documents): able to walk through office and production areas including uneven surfaces.
                                        • Personal Protective Equipment required: Required PPE includes, but is not limited to, Safety Shoes, Safety Glasses, Hearing Protection, Respirators/Masks, and/or Protective Gloves as required by site and/or customer site

                                          Equal Opportunity:

                                          All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status

                                          As a leader in our field, Airbus Helicopters, Inc. provides relocation assistance for qualified positions and a comprehensive compensation and benefits package.

                                          As a matter of policy, Airbus Helicopters, Inc. does not sponsor visas for US positions unless specified. Only applicants with current work authorization will be considered.

                                          Airbus Helicopters, Inc. does not offer tenured or guaranteed employment. Employment with Airbus is at will, meaning either the company or the employee can terminate the employment relationship at any time, with or without cause, with or without notice.

                                          NOTE: Airbus Helicopters, Inc. reserves the right to revise or change job duties and responsibilities as the need arises. This position description does not constitute a written or implied contract of employment.

Keywords: Airbus Group, Grand Prairie , Director, Specialty Sales Team, Executive , Grand Prairie, Texas

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