Sales Commercial Director

Navtech, Inc.; Gloucester; On-site; GBP 80,000 - 120,000; Full time

Job summary

NAVBLUE, an Airbus Company, is seeking a Commercial Director to enhance revenue through new sales, account management, and strategic partnerships within the aviation sector. This role demands extensive sales experience and a thorough understanding of airline operations, driving business growth by fostering relationships with key customers.

Qualifications

• Minimum 10-15 years of sales experience in SaaS in Europe, specifically in Airline Flight Ops or OCC.
• Recent experience working with leading airlines in Europe.
• Demonstrated knowledge of airline flight operations or aviation IT.

Responsibilities

• Achieve new sales revenue and renewals to meet/exceed personal targets.
• Develop commercial strategies and action plans to grow awareness and sales.
• Maintain expertise on NAVBLUE products to identify up-sell opportunities.

Skills

Customer relationship management

Sales negotiation

Strategic account planning

Consultative selling

Market analysis

Education

Bachelor’s degree or equivalent experience

Tools

Sales Force

Job description

NAVBLUE, an Airbus Company, is currently seeking a Commercial Director to join our growing team. 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 NAVBLUE products and services solutions and/or featuring a list of strategic customers for NAVBLUE. 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. The Commercial Director will lead and contribute to all selling related activities including prospecting, qualifying, account planning, account development strategy, consultative selling, contract negotiation and signature, handover to delivery, while abiding by the NAVBLUE standard operating procedures.

Responsibilities:

Within the designated territory and/or portfolio of customer accounts, achieve new sales revenue and renewals to meet or exceed personal targets/quotas, and achieve specific business objectives as assigned by NAVBLUE management (e.g. new product launch customer, market share target in assigned territory for a specific product or a portfolio of products, …). The Commercial Director objectives are set to have a significant impact on region’s business achievements.

Commercial Director Responsibilities are to

• Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.
• Maintain expertise on NAVBLUE and partner products in order to help identify up-sell opportunities, and solve customer pains with NAVBLUE 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 NAVBLUE’s 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 NAVBLUE’s 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.
• Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.

Education:

• Bachelor’s degree or equivalent experience

Mandatory Experience:

• Minimum 10-15 years sales experience in SaaS within Europe 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

Knowledge, Skills, Demonstrated Capabilities & Competencies:

• 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
• Able to function and work independently and confidently
• 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

Selection and Hiring Commitment

We thank all applicants for applying. Only selected applicants will be contacted.

Navblue is committed to creating an environment and a culture where everyone feels like they belong no matter who they are or where they are from. We are committed to providing equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job. We do not discriminate against any employee or applicant for employment because of race, colour, sex, age, national or ethnic origin, religion, sexual orientation, gender identity or expression, marital status, family status, genetic characteristics, record of offences, and basis of disability or any protected class. Accommodations will be available on request for candidates throughout the entire recruitment and selection process.

About Us:

NAVBLUE, an Airbus Company, is a leading global provider of flight operations solutions, including aeronautical charts, navigation data solutions, flight planning, aircraft performance software (take-off/landing, weight and balance), and crew planning solutions.You’ll be able to shape the future of the digital aviation industry by working on several of the best in the industry flagship products enabling pilots, dispatchers, flight engineers and other aviation personnel on a daily basis to deliver safe, efficient, and reliable flight operations all over the world. You’ll have the opportunity to support millions of flights each year and help NAVBLUE customers maximize efficiency, reduce costs, ensure compliance with complex national and international safety regulations, and effectively deliver their services.

You’ll join a team with a focus on digital and collaborative innovation that is passionate and customer-focused. Over the last few years, Airbus has been supportive of various initiatives such as Going Digital, Performance Based Navigation Services, Air Traffic Management Modernization Programs, FlySmart on iOS and other digital projects related to new aircraft technologies; the launch of NAVBLUE was therefore a natural step to further develop its Flight Operations and Air Traffic Management Portfolio.

NAVBLUE is a fully owned subsidiary of Services by Airbus, fueled by the agility of Airbus ProSky and Navtech (acquired in 2016), and the pioneering spirit of Airbus, NAVBLUE was created in July 2016 with one mission: lead aviation into the digital age.

NAVBLUE is based in Hersham (UK), Cardiff (UK), Toulouse (France), Waterloo, ON (Canada), Bangkok (Thailand), Malmö (Sweden), and Gda ń sk (Poland) with other offices all around the world.