Commercial Director

About the role

The Commercial Director is responsible for an assigned territory and/or portfolio of customer accounts, with high potential of development and/or significant existing footprint of Skywise products and services solutions and/or featuring a list of strategic customers for Skywise. 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.

Responsibilities

• Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.
• Maintain expertise on Skywise and partner products in order to help identify up-sell opportunities, and solve customer pains with Skywise 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 strategic 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 in-depth understanding of market potential, specific customer requirements and company capabilities.
• Seek opportunities for increased revenue via up-selling and cross-selling 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 Skywise 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.
• Be proficient in the use of Skywise CRM tools and apply the sales process to maximize the return on key ratios for visits and proposals.
• 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.
• Cook up between Skywise internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.

Requirements

Education: Bachelor’s degree or equivalent experience
Mandatory Experience: Minimum 10-15 years sales experience in SaaS within LAC region and the Airline Flight Ops or Operations Control Centre (OCC) field
Recent experience of working with leading airlines within the European region
Strategic or consultative selling skills
Demonstrated knowledge of airline flight operations, or practical experience in flight operations
Demonstrated understanding of airline/aviation IT and application software
In-depth 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
Possess drive and perseverance to ensure all opportunities are uncovered and pursued
Display strong entrepreneurial and mature spirit
Highly independent and hands-on leader
Effective team player in the organization
Possess high level of energy and integrity
Excellent communicator, articulate and persuasive
Sales Force knowledge
Travel Required: Up to 60% Domestic and International

Qualifications

Spanish and English
Demonstrated knowledge of airline flight operations, or practical experience in flight operations
Demonstrated understanding of airline/aviation IT and application software
In-depth 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
Possess drive and perseverance to ensure all opportunities are uncovered and pursued
Display strong entrepreneurial and mature spirit
Highly independent and hands-on leader
Effective team player in the organization
Possess high level of energy and integrity
Excellent communicator, articulate and persuasive
Sales Force knowledge
Travel Required: Up to 60% Domestic and International

Skills

• Spanish and English
• Demonstrated knowledge of airline flight operations, or practical experience in flight operations
• Demonstrated understanding of airline/aviation IT and application software
• In-depth 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
• Possess drive and perseverance to ensure all opportunities are uncovered and pursued
• Display strong entrepreneurial and mature spirit
• Highly independent and hands-on leader
• Effective team player in the organization
• Possess high level of energy and integrity
• Excellent communicator, articulate and persuasive
• Sales Force knowledge
• Travel Required: Up to 60% Domestic and International

Benefits

• Being part of Airbus Network
• Flexible hours
• Vacation Days (15-24 days)
• Christmas Shut Down
• Sick Days
• Training and Development Support
• Strong work-life balance
• Casual dress code
• Competitive group benefits plan
• Maternity & Paternity benefits
• Work travel ability
• Strong focus on mental health support benefits
• Generous pension scheme
• Access to Employee Share Scheme
• Learning and Development support
• Referral program
• Summer Core Hours
• Rewards and Recognition program
• Monthly Lunch and Learns
• Active Inclusion and Diversity Committee
• And much more!

Pay

As part of the family, you’ll get to enjoy the following benefits:

• Flexible hours
• Vacation Days (15-24 days)
• Christmas Shut Down
• Sick Days
• Training and Development Support
• Strong work-life balance
• Casual dress code
• Competitive group benefits plan
• Maternity & Paternity benefits
• Work travel ability
• Strong focus on mental health support benefits
• Generous pension scheme
• Access to Employee Share Scheme
• Learning and Development support
• Referral program
• Summer Core Hours
• Rewards and Recognition program
• Monthly Lunch and Learns
• Active Inclusion and Diversity Committee
• And much more!

Schedule

As part of the family, you’ll get to enjoy the following benefits:

• Flexible hours
• Vacation Days (15-24 days)
• Christmas Shut Down
• Sick Days
• Training and Development Support
• Strong work-life balance
• Casual dress code
• Competitive group benefits plan
• Maternity & Paternity benefits
• Work travel ability
• Strong focus on mental health support benefits
• Generous pension scheme
• Access to Employee Share Scheme
• Learning and Development support
• Referral program
• Summer Core Hours
• Rewards and Recognition program
• Monthly Lunch and Learns
• Active Inclusion and Diversity Committee
• And much more!