Sales Account Manager

Harris Geospatial Solutions; Crawley; On-site; GBP 40,000 - 80,000; Full time

Job summary

An established industry player is seeking a dynamic Sales Account Manager to lead the Aftermarket Product Line within the Training Systems Business Unit. This exciting role involves developing and executing sales strategies, engaging with a global customer base, and driving customer satisfaction and sales growth. The ideal candidate will have a strong background in sales, excellent communication skills, and the ability to build relationships with high-level clients. Join a forward-thinking company that values innovation and teamwork, and take your career to new heights while making a significant impact in the aviation training sector.

Benefits

25 days holiday per year

Private medical insurance

Pension scheme up to 7% employer contribution

Life Assurance 4x salary

Group income protection

Flexible health care extras

Employee assistance program

Subsidized staff restaurant

Staff car park with EV charging stations

Qualifications

• 5-10 years of sales experience with customer-facing roles.
• Proven track record of meeting and exceeding sales targets.

Responsibilities

• Develop and execute sales strategies for aftermarket products.
• Engage with customers to identify training needs and solutions.
• Manage relationships with C-Suite representatives in aerospace.

Skills

Sales Strategy Development

Customer Relationship Management

Negotiation Skills

Market Analysis

Communication Skills

Problem Solving

Project Management

Technical Solution Development

Education

Bachelor’s degree in Business Administration

Bachelor’s degree in Engineering

Equivalent industry experience

Tools

MS Word

MS Excel

MS PowerPoint

MS Outlook

Job description

Job Title: Sales Account Manager- Training Systems Aftermarket

Job ID: 19137

Job Location: UK – Crawley – West Sussex

About this opportunity and L3Harris UK

From 12 UK sites, our team of over 1,400 people deliver unique capabilities across air, land, sea, space and cyber for military, security and commercial customers, worldwide.

L3Harris in Crawley specialise in technology and systems to enable quality pilot training from distance learning systems applications and maintenance solutions to training devices and full flight simulators, our technology covers the complete training spectrum.

We are currently seeking a Sales Account Manager (SAM) who will be responsible for securing Sale Orders and Business Development for the Aftermarket Product Line under the Training Systems Business Unit within L3Harris Commercial Aviation.

This role will be working in the Aftermarket Product line within the Training Systems Business Unit, which serves the International Business for over 300 Full Flight Simulators and Flight Training Devices owned and operated by our customer base worldwide.

A few of our employee benefits are:

• 25 days holiday per year (plus bank holidays), increasing with long service and with the opportunity to buy/sell up to 5 days
• Private medical insurance with optional family cover
• Pension scheme of up to 7% employer contribution
• Life Assurance 4x salary (flexible up to 10x)
• Group income protection
• Flexible opt-in extras such as a health care cash plan, dental insurance, gym membership, critical illness cover and cycle to work scheme
• Employee assistance program providing mental health and wellbeing support
• Subsidized staff restaurant
• Staff car park, incl. EV charging stations

Essential functions:

• The candidate must have the competence and conscientiousness to build, follow and execute sales capture strategies to meet and exceed the Training Systems Aftermarket Product Line sales target through the Aftermarket sales to support the Global footprint of Flight Training Simulator products.
• The candidate will be engaging with our Worldwide customer base, discussing their training needs and working with the customer and our internal Aftermarket Product Line team to identify solutions and services that meet and exceed these expectations.
• The Aftermarket Product portfolio will range from Spares & repairs, through to Aircraft System updates, simulator technology replacement and innovative service offerings.
• 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.
• The candidate will be working within the Training Systems Aftermarket Product Line, made up of a wide spectrum of functions including Software and Hardware Engineers, Technical Solution Architects, Bid & Programme Managers. They must be able to create a performance driven culture amongst this Product line team and have the grace and interpersonal skills to inspire and motivate their colleagues to exceed expectations.
• They will have the proven ability to manage and build relationships with International 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.

Key Responsibilities:

• Establish and execute effective Aftermarket (AM) sales strategies and programs aimed at driving customer satisfaction, sales growth, product service, optimizing distribution channels, pricing, and personnel development programs (including training, representative/customer meetings, marketing campaigns)
• Execute the capture strategy for all AM opportunities.
• Work with the wider Sales & Bid team to create and deliver professional proposals including definition of the win strategy.
• Collaborate with Engineering to articulate and define solutions to meet customers’ requirements.
• Follow up with customers to ensure the timely placement of aftermarket and services contracts and orders.
• Ensure all AM proposals go out in advance of customer stipulated proposal date and ensure follow up orders are in place by the renewal anniversary.
• Ensure timely and effective mitigation strategies to address assessed risk profiles with respect to cost and revenue.
• Support AM negotiations in partnership with Global Customer Director and the wider Sales Team.
• Identify, research, and contact prospective customers and build positive relationships that will generate future sales and repeat business.
• Respond to customer concerns about the company and its products.
• Accountable for ensuring orders are entered into the CRM system and Source of Truth (SoT).
• Work closely with the Global Customer Director and the wider Sales Team in developing specific sales campaigns custom-tailored solutions for airlines and operators.
• Provide input into the strategy for AM Product Line with the aim of delivering revenue and EBITA growth year on year.

Qualifications/ experience/ skills required:

• Bachelor’s degree in Business Administration, Engineering or must possess equivalent industry experience.
• 5-10 years related experience in sales and services including customer facing experience.
• Must have experience with selling commercial-off-the-shelf (“COTS”) products & aftermarket services to airline and OEM customers.
• 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).
• Strong computer skills in MS Word, Excel, PowerPoint and Outlook are required.
• Commercially driven and energized sales professional who operates with a sense of urgency and bias for action.
• Demonstrated and proven track record of meeting and exceeding sales targets through effective prospecting, relationship building, problem solving, solution development and negotiating.
• Outstanding communication skills both written and verbal, must be very articulate.
• Must be a high energy, resourceful and a creative thinker.

Preferred Additional Skills:

• Advanced excel and analysis skills to identify market trends.
• A skilled presenter through use of PowerPoint in the presentation of proposals.
• Experience of bidding development programs.

The chosen candidate will work within the Training Systems Aftermarket Product Line based in Crawley UK, providing leadership in the implementation of the growth strategies for the commercial market including, account management, pricing recommendations and tactical activities. Domestic and international travel is required (40% travel). This position reports to Training Systems Aftermarket GM for day to day activities and has a dotted line into the Global Customer Director for Sales lead activities and Governance.

Please note applicants who accept a conditional offer of employment must meet the requirement of right to work in the UK.