Location
São Paulo, SP | Brazil
Job description
Job Summary
This position will be required to maximize sales and profitability by leading and delivering the company's global and regional sales plan for your country, coordinating sales and commercial activities whilst ensuring full compliance with governance, policies and procedures from the company. Provide full responsibility for all commercial and sales activities in the country in close cooperation with commercial teams to achieve revenue, sales and profit targets aligned with financial objectives.
*** Aviation/Aerospace exposure is an essential***
Job Responsibilities
- Lead the development of short, medium and long-term sales strategies across the country
- Advise on policies related to pricing, yield improvement, contract negotiation, pipeline development and achievement of sales targets.
- Use CRM to monitor sales and manage new business pipeline
- Contribute to the development of sales, customer retention, advertising and pricing for the country
- Propose, develop and execute new sales plans to ensure the organisation’s sales volume and profitability objectives are met in line with CEMEA strategic plans
- Oversee the execution of business development objectives; new business bid preparation; proposals and agreements in accordance with policy and process.
- Develop sales plans and strategies to manage the day-to-day activities of the Commercial Team to implement the organisation’s overall sales strategy.
- Prepare sales forecasts and budgets; monitor sales volumes, revenues, and costs against forecasts to identify problem areas and adapt procedures or re-allocate commercial resources to improve the overall performance.
- Coach business units and sales teams on the technical aspects of pricing, negotiation and customer service, sales techniques procedures and standards that will help them achieve customer retention and sales targets.
- Manage and lead tender processes and coordinate input and approval from finance, operations and HR where appropriate.
- Ensure that newly won bids are profitable by implementing control mechanisms/ (pro forma) and share the profitability development with the respective departments (finance and management).
- Assist in developing sales plans for your country and airline customers that are aligned with the Company's goals.
Key Performance Indicators
- Yield Improvement
- Revenue per weighted turnaround
- Profitable Growth
- DSO
- Individual KPI’s
- Customer retention
Qualifications and Competencies
- Business Acumen: strategic and conceptual thinking and excellent interpersonal skills.
- Airport Ground Handling Services background is required
- Commercial acumen, comfortable with commercial activities, networking and dealing with customers
- Communication: build commitment and buy-in by communicating convincingly across all stakeholders.
- Building Partnerships: relationship building skills at all levels both internal and external.
- Key Account Management experience in relevant industry.
- Fluent English including business writing skills required. Arabic preferred.
- Track record and proven leadership skills in a multicultural environment.
- Track record in achieving results.
- Proven success in complex negotiations
- In-depth industry knowledge.
- Ability to travel between Company sites, with overnight stays when required.
- Computer literate – MS Office (Word, Excel, PowerPoint).
- Excellent attention to detail.
Job tags
Salary
