POSITION SUMMARY
Facilitates sales efforts by offering specialized technical assistance to sales executives promoting Embraer Defense and Security. Serves as a product expert, delivering technical presentations and seamlessly guiding through the sales process. Prepares meetings and visits, aircraft performance analysis, ownership cost analysis, comparative studies, and any other aircraft/company-related material. Collaborates closely with marketing intelligence, business development, customer support and sales teams to translate customer needs into tailored solutions. Maintains detailed records and supplies comprehensive feedback on Embraer and competitors products to the product management department. Drives sales process development and improvement through the customer relationship management system to streamline the sales process and increase success rates.
JOB RESPONSIBILITIES
- Support sales executives with solution selling into prospect account base.
- Partner with sales executives to plan, prepare and execute strategic deals in complex sales cycles.
- Translates aircraft technical attributes into tangible benefits that cater to Embraer Defense & Security potential customers’ needs.
- Successfully match customer pain/requirements to proposed solutions.
- Coordinate with the back office to develop and collect the required data to prepare the commercial proposal.
- Create and deliver powerful presentations and demos that clearly communicate the uniqueness of the value proposition.
- Manage all technical aspects of RFP / RFI responses.
- Effectively communicate client needs to the R&D teams for future product enhancements.
- Prepares comparative studies between the Embraer aircraft and other models.
- Propose and lead sales processes improvements.
- Soliciting and logging client feedback and evaluating the data to create new sales and marketing strategies to target customers.
- Identifying areas for improvement and communicating these issues as well as possible solutions to upper management.
- Training other members of the sales team on the technical aspects of the companys products and services.
- Participates in sales meetings, tradeshows, events, and conferences.
- Participates in Embraer Enterprise Excellence (P3E) efforts.
ESSENTIAL KNOWLEDGE, SKILLS AND ABILITIES
Education:
- BA or BS Degree in Aerospace, Engineering, Aviation Sciences, Related Fields, or related fields
Experience:
- Individual Contributor on a functional group.
- Generally, 10 - 15+ years of experience in a sales engineering function is preferred.
- Aviation experience required.
Knowledge, Skills & Abilities:
- Good leadership and team working skills.
- Ability to work under pressure and highly dynamic scenarios
- Excellent written and verbal communication skills
- Excellent organizational and interpersonal skills
- Experience in sales and the technology field.
- Market and competition analysis
- Excellent analytical, and problem-solving skills
- Data analysis or data sciences (basic/regular)
- Knowledge in project management
- Interface with Multi-cultural, virtual/remote teams
- Knowledge of Embraer products and services
- Negotiation skills, communication and presentation
- Customer-driven / attitude
- Continuous improvement, PDCA / Lean philosophy
- Proficient in Sales Force (desirable)
- Proficient in all Microsoft Office applications
Working Conditions / Environment/ Special Requirements
- Ability to travel domestically and internationally in support of sales department. 15-20 travel required.
GENERAL COMMITMENT FOR ALL EMPLOYEES
- Commitment to company values.
- Adherence to company Compliance policies, directives, and procedures.
- Incorporates Lean and P3E processes and concepts into daily activities.
- Strives for continuous improvement to processes and procedures.
- Honors and protects confidential and proprietary documents and information.
- Satisfies work schedule requirements.
- The job description is not designed to cover or contain a comprehensive listing of all activities, duties or responsibilities that are required by the employee. Performs other duties as assigned.
This position is subject to the International Traffic in Arms Regulations (ITAR) which requires U.S. person status, or the ability to obtain a DSP5. ITAR defines U.S. person as a U.S. citizen, U.S. Permanent Resident (i.e. ‘Green Card Holder’) Political Asylee, or Refugee.
