Business Development Director

This role does not have signing authority to execute Sales Contracts for the Region – to be completed in the Toulouse & Canada offices.

Job Responsibilities

Within the designated territory and/or portfolio of customer accounts, achieve new sales revenue and renewals to meet or exceed personal targets/quotas, and achieve specific business objectives as assigned by NAVBLUE management (e.g. new product launch customer, market share target in assigned territory for a specific product or a portfolio of products, ...) The Business Development Director objectives are set to have a significant impact on region’s
business achievements.

• Understand the customer’s flight operations processes, procedures, tools, systems and services, understand the priorities of customer needs and requests.

• Maintain expertise on NAVBLUE and partner products in order to help identify up-sell opportunities, and solve customer pains with NAVBLUE solutions, updating customers on new products and technology where appropriate.

• Build “High–Wide & Deep” relationships with decision makers and maintain an awareness of issues affecting customers.

• For a limited list of strategic accounts within the assigned territory and/or portfolio of customer accounts, establish and successfully implement a strategic account development plan, and set up efficient coordination with Airbus global account management team for the said account, if and where appropriate.

• Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities.

• Seek opportunities for increased revenue via up-selling and cross-selling through additional product lines, features, and services.

• Manage contract renewals through effective negotiation of terms, conditions, pricing and commitments that enhance profitability and business relationship with customers.

• Develop commercial strategies, tactics, price target settings, and action plans to penetrate and grow awareness and sales of NAVBLUE’s solutions in the assigned territory and/or portfolio of customer accounts.

• Prepare and present clear, compelling and persuasive sales presentations.

• Effectively negotiate terms, conditions, pricing and commitments that enhance profitability and the business relationship.

• Be proficient in the use of NAVBLUE’s CRM tools and apply the sales process to maximize the return on key ratios for visits and proposals.

• Attend trade shows and user conferences as required.

• Assist Portfolio & Program organization and Marketing as required with reviewing specifications, determining priorities and liaising with potential customers.

• Coordinate between NAVBLUE internal customers as necessary to resolve invoicing/account receivables problems, contract/pricing issues or any commercial issues.

• Up to 70 Domestic and International

Job Requirements

• 7-10 years of complex sales/marketing experience

• Bachelor’s degree or equivalent experience

• Demonstrated knowledge of airline flight operations, or practical experience in flight operations

• Demonstrated understanding of airline/aviation IT and application software

• In-depth knowledge of airline industry

• Demonstrated excellent customer relationship management skills, strong written and oral communication skills and strong listening skills.

• Project management and strategic account planning skills

• Achievement and results oriented

• Willingness to travel considerably as required

• Able to function and work independently and confidently

• Possess drive and perseverance to ensure all opportunities are uncovered and pursued

• Display strong entrepreneurial and mature spirit

• Highly independent and hands-on leader

• Effective team player in the organization

  Possess high level of energy and integrity

• Excellent communicator, articulate and persuasive

• Sales Force