L3Harris Commercial Aviation is Looking to Hire a Global Sales Director – Aftermarket

19th Aug 2022

L3Harris Technologies is currently seeking a Global Sales Director who will be responsible for aftermarket business development and sales delivery for L3Harris Commercial Aviation Solutions (CAS) Training Systems worldwide aftermarket products and services. The position will be based in Crawley, United Kingdom. Please find an extract from the job post below.

“Essential Functions:

  • The successful candidate must have the competence and conscientiousness to build sales capture strategies to meet and exceed the CAS aftermarket sales target through the sale of the Training Systems (simulators and training devices) products and services portfolio in their region. 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. They must be able to create a performance driven culture amongst the sales 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 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 and the option to work from home 2 days a week is available. The remaining 3 days of the week wil be based at our London Training Centre in Crawley West Sussex.

Key Responsibilities:

Duties include:

  • Establish and execute effective 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)
  • Define and execute the capture strategy for all AM opportunities. Manage the bids ‘Gate’ process including Price to Win (PTW) and the approval of walkaway pricing
  • Collaborate with Engineering to define and agree engineering scoping of hours and cost to deliver 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 Regional sales directors
  • 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 Regional Sales Managers and CAS demand models to developing specific sales campaigns custom-tailored solutions for airlines and operators
  • Provide input in to the Service strategy for CAS with the aim of delivering revenue and EBITA growth year on year

Preferred Additional Skills:

  • Advanced excel and analysis skills to identify market trends
  • A skilled presenter through use of PowerPoint in the presentation of bids
  • Experience of bidding development programs such as data analytics services

The chosen candidate will work within a matrix organization with local divisions’ (Phoenix, AZ; Grand Rapids, MI, Burnsville, MN, St Petersburg, FL and Crawley, UK, ) cross-functional teams 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).

Qualifications:

  • Bachelor’s degree in Business Administration, Engineering or must possess equivalent industry experience
  • MBA is helpful
  • 12 years related experience in sales and services including customer facing experience
  • Strong computer skills in MS Word, Excel, Vizio, Access, 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
  • 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)”

For more information, check out the full job post here.

Photo Credit: L3Harris Commercial Aviation

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