Menzies Aviation · 2 months ago
Commercial Sales Director Fuel Services - Americas
Grapevine, TX
Full-time
Onsite
Lead/Staff, Director/Executive
5+ years expMenzies Aviation is seeking a Commercial Sales Director for Fuel Services in the Americas to drive sales growth and manage key accounts across the USA. The role involves building relationships with key personnel in airlines and airports, proactively engaging in the customer procurement cycle, and leading efforts to secure new business while retaining existing accounts.
Air Transportation
Responsibilities
Responsible for Fuel sales growth within Americas region. (This includes ensuring that we retain our existing business on suitable terms)
Creating a network of contacts/influencers within each key account airline in their fuel services purchasing departments and 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
Qualification
Required
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
Significant experience in the commercial and/or operational arena
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
Company
Menzies Aviation
Menzies Aviation is a global aviation services company that provides ground handling, air cargo, and fuel services. It is a sub-organization of John Menzies.
10001+ employees
Funding
Current Stage
Late StageTotal Funding
unknown2022-08-04Acquired
Leadership Team
Mervyn Walker
Special Advisor to The CEO
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