Director of Sales responsible for developing strategic sales plans at SHI International. Leading a sales team, identifying business opportunities, and ensuring customer satisfaction while driving revenue growth.
About the role
- Senior Global Sales and Marketing professional at Boeing, fostering business growth in avionics systems. Engaging with customers, leading negotiations, and driving strategic alignment across markets.
Responsibilities
- Leads the approval process by advocating the customer requirements and selling the business case to management to ensure quality deal.
- Balances the enterprise, business unit and customer goals to meet and drive Long Range Business Plan (LRBP).
- Leads negotiations and finalizes commitments, ensuring mutual benefit to the customer and Boeing by interfacing directly with customer decision-makers and influencers.
- Leverages detailed understanding of both customer and Boeing needs and resources to find areas of alignment and integration.
- Obtains commitment within parameters approved by management.
- Drives sales and campaign activities to successful completion by integrating multiple aspects of the customers' needs.
- Crafts campaign specific strategies, procures resources and secures management commitment to ensure successful execution.
- Creates metrics to monitor campaign project status and budget requirements.
- Leverages company resources to support customer commitments, gain a competitive advantage and foster business growth by using a comprehensive understanding (breadth and depth) of multiple Boeing products and services, process and operations and resources.
- Integrates knowledge into business strategies and solutions.
- Researches, reviews and analyzes information about competitors' products and services to develop a comprehensive understanding (breadth and depth) of specific competitor activities and their impact on company strategy to improve our competitive position.
- Verifies, evaluates and applies detailed customer knowledge to advance campaign activity, support the long-range business plan (LRBP) and contribute to strategy development (e.g., country, region and campaign).
- Establishes a broad network of contacts and knowledge base to act as a broker of knowledge to multiple customer needs.
- Provides guidance to more junior employees regarding capturing and documenting detailed customer knowledge and assists in network development.
- Initiates and advances customer relationships and works to be accepted as a trusted business partner by the customer.
- Establishes, maintains and expands network to address customer needs and keep lines of communication open.
- Develops customer solutions by coordinating and integrating with internal and external processes and divisions to provide a competitive advantage and to foster business growth with acceptable margins.
- Coordinates packaging of Boeing and Industry products and knowledge into complete solutions that meets customer needs.
- Leads review process with management by balancing customer expectations and Boeing resources.
- Aligns third party deliverables.
- Maintains and advances customer relationships to proactively address future needs.
- Identifies future business opportunities and promotes the value of Boeing portfolio and partnership.
- Provides networking capabilities to address needs beyond Boeing's resources and offerings.
- Takes consultative approach to help customers achieve objectives.
- Leads preparation of proposals by developing themes and discriminators and ensures correct members and resources are included in the team.
- Recommends alternative means of compliance to customer requests.
- Reviews and contributes to the final draft materials.
- Challenges recommended scope and cost to ensure compliance and competitiveness.
- Develops strategy and tactics using in-depth knowledge of customer needs, Boeing products and services and competitive environment to foster business growth with acceptable margins.
- Ensures strategic alignment with the customer, Long Range Business Plan and regional and country objectives.
- Delivers results in the form of new ideas, projects and funded programs resulting in increased orders, revenue and earnings.
- Works with multiple product teams to provide technical guidance and strategic alignment.
- Maintains relationships and partnerships with customers, stakeholders, peers, and partners.
Requirements
- Bachelor’s degree or higher
- 5+ years of experience collaborating with sales, marketing, supply chain, contracts and/or operations (Engineering, Production, Maintenance, etc.)
- 5+ years of experience developing customer, competitor, strategy and product profiles
- 5+ years of experience developing financial Investment plans including capital, repair & maintenance and/or special project funding
- 5+ years of experience with technology or product/capability development using agile development
- Master’s degree with 12+ years of related work experience (Preferred Qualification)
- 12+ years of experience identifying ideas and building revenue for programs and service support in the aviation sector (Preferred Qualification)
- 12+ years of experience developing business cases, market research, product pricing, product position, and financial acumen (Preferred Qualification)
- Understanding and knowledge of the business aviation and general aviation marketplace (Preferred Qualification)
Benefits
- health insurance
- flexible spending accounts
- health savings accounts
- retirement savings plans
- life and disability insurance programs
- paid time off
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