L3Harris Commercial Aviation is looking to hire a Director of Global Sales – Aftermarket

L3Harris Technologies is currently seeking a Director of Global Sales who will be responsible for aftermarket business development and sales delivery for L3Harris Commercial Aviation Solutions (CAS) training systems worldwide. The position will be based in Crawley, UK. Please find an excerpt from the job posting below.

“Essential functions:

  • The successful candidate must have the skill and awareness to develop sales capture strategies to meet and exceed the CAS aftermarket sales target through the sale of the Training Systems portfolio of products and services ( simulators and training devices) in their region. They must be exemplary team players and be able to establish accountability for themselves and within the team while holding others accountable for their commitments. They must be able to create a performance-driven culture within 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 from aerospace companies, airlines and pilot training centers. The candidate must be self-directed and work under limited guidance to exercise strategic and independent judgment and autonomy in managing priorities and have the ability to coordinate and achieve concurrent goals, tasks, projects and clients. Domestic and international travel will be required in the role and the option to work from home 2 days per week is available. The remaining 3 days of the week will be based at our London training center in Crawley West Sussex.

Main responsibilities:

Duties include:

  • Establish and execute effective AM sales strategies and programs aimed at driving customer satisfaction, sales growth, product service, distribution channel optimization, pricing and staff development programs (including training, rep/customer meetings, marketing campaigns)
  • Define and execute capture strategy for all AM opportunities. Manage the bidding process, including price to win (PTW) and walk-in pricing approval
  • Collaborate with Engineering to define and agree on the technical scope of hours and costs to deliver solutions that meet customer requirements
  • Follow up with clients to ensure timely placement of contracts and aftermarket orders and services
  • Ensure that all AM proposals are sent by the client’s stipulated proposal date and ensure that follow-up orders are in place before 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 Commercial Managers
  • Identify, research and contact potential customers and build positive relationships that will generate future sales and repeat business
  • Respond to customer concerns about the company and its products
  • Responsible for ensuring orders are entered into CRM and Source of Truth (SoT) system
  • Work closely with Regional Sales Managers and CAS Demand Models to develop specific sales campaigns and tailored solutions for airlines and operators
  • Contribute to CAS service strategy with the goal of driving year-over-year revenue and EBITA growth

Additional skills desired:

  • Advanced Excel and analytical skills to identify market trends
  • A skilled presenter through the use of PowerPoint in the presentation of offers
  • Experience with tender development programs such as data analytics services

The successful candidate will work within a matrix organization with cross-functional teams from local divisions (Phoenix, AZ; Grand Rapids, MI, Burnsville, MN, St Petersburg, FL and Crawley, UK) providing leadership in implementing implement growth strategies. for the commercial market, including account management, price recommendations and tactical activities. Domestic and international travel is required (40% travel).

Qualifications:

  • Bachelor’s degree in Business Administration, Engineering or must have equivalent industry experience
  • The MBA is useful
  • 12 years of related sales and service experience, including customer facing experience
  • Strong computer skills in MS Word, Excel, Vizio, Access, PowerPoint and Outlook are required
  • Dynamic, business-driven sales professional who operates with a sense of urgency and a penchant for action.
  • Demonstrated and proven track record of meeting and exceeding sales targets through effective prospecting, relationship building, problem solving, solution development and negotiation
  • Exceptional written and verbal communication skills, must be highly articulate
  • Must be an energetic, resourceful and creative person
  • Must have experience selling commercial off-the-shelf (“COTS”) products and aftermarket services to airlines and OEM customers
  • Ability to effectively manage all stages of the sales cycle (forecasting, matching solutions and value propositions, developing solicitations, RFIs, sourcing approval requests, bids and proposals, building client relationships, negotiation and ability to close the deal)”

For more information, see the full job posting here.

Photo credit: L3Harris Commercial Aviation

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