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Vice President of Strategic Sales

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Job Details
Job Order Number
Company Name
The Wencor Group
Physical Address
Peachtree City
Peachtree City, GA 30269
Job Description

Job Title: Vice President of Strategic Sales

Department: Sales

Reports to: EVP, Global Sales and Services

Direct reports: 2-3

FLSA Status: Exempt


This role drives strategic sales at key of customer accounts, airlines; large scale commercial aircraft MRO companies, with particular focus on the development and maintenance of the relationship at the customer service level, the maintenance and expansion of the account, and the coaching and mentoring of the Wencor team to ensure we meet and exceed all customer expectations to ensure a long-term strategic and finically successful relationship.

Essential Duties and Responsibilities:

Understand the market, cutomers, and Wencor’s competencies to strategically target customers, develop a holistic account plan, and lead the exeuction of that plan
New market development
Align strategic intitives with core Wencor competancies and expanded product maangement capabilites
Extensive experience in selling within the international makertplace
Responsible for the sales of commercial Wencor Group Services
Managed airline customer relationships and market development
Work with and across all functions to develop and cultivate Strategic Accounts
Manage & lead strategic account teams and global strategic programs
Engage with customers on senior management / C-Level in close cooperation with sales department (“Find the advocate for Wencor”)
Develop understanding and high level of competency to identify and evaluate customer major pain points, manage solutions development process (internally and externally), coordinate preparation of all required material (presentations, legal documents, financial summaries, account plans, etc.)
Coordinates the adaptation of value solutions and services into broader customer solutions with sales and product management
Drives performance in line with established key company metrics.
Other Knowledge, Skills, and Abilities:

Previous commercial aviation sales experience.
Program Management experience
Business Development
Relationship Management
Market and Competitor Analysis
Global Airline industry knowledge
Territory expansion
Has solid understanding of the aviation industry.
Negotiation skills.
Able to make presentations to large groups at the highest organizational level
Ability to travel to live in the region. (Up to 50% travel).
Must be fluent with MS Office software and other computer applications generally.
Good English skills are required. Additional language skills would be a plus, though not required
Education / Experience Requirements: 10+ years of work experience in aviation, with 5 in a leadership role developing strategic accounts. Broad network globally with access to senior management. Experience in contract / commercial negotiations. Bachelor’s degree in Engineering or Business with MBA preferred or equivalent experience/training.

Other Qualifications:

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Language Skills: Ability to read, analyze, and interpret common scientific and technical journals, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to write speeches and articles for publication that conform to prescribed style and format. Ability to effectively present information to top management, public groups, and/or boards of directors.

Mathematical Skills: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Physical Demands: The physical demands described here are representatives of those that must be met by an employee to successfully perform the essential functions of this job.

Is occasionally required to stand; walk; reach with hands and arms; stoop, kneel, crouch, and crawl; and lift up to 10 pounds.
Is regularly required to sit and use hands to finger, handle, or feel.
Is frequently required to talk or listen.
Works in moderate noise levels.

Date: December 2018

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