Job Summary:
Under direction of the Director of International Sales for territory of Mexico, the Inside Sales Manager (ISM) is responsible for supporting Director of Sales with all Falcon aircraft sales-related activity within a clearly defined territory, with special emphasis on developing new client opportunities. ISM will act as an assistant to the Director of Sales.
PRINCIPAL DUTIES/RESPONSIBILITIES (ESSENTIAL FUNCTIONS):
Reporting to the Director of Sales, supports in all aspects of the sales effort in the Mexico Region:
• Maintain and update a database of customers, and prospects with aircraft ownership relationship.
• Research, identify and track new Falcon sales prospects.
• Develop and execute marketing and mailing campaigns focused on new Falcon sales prospects.
• Maintain database of prospecting activities, customer contacts, and sales opportunities.
• Provide access and/or hand off account to responsible RSM at the appropriate time.
• Make cold-calls, prepare and send materials requested via hotline calls and web inquiries, follow-up with prospects, and coordinate activity with RSMs.
• Assist in arranging, preparing and conducting meeting and product presentations.
• Assist in the preparation and review of marketing materials, proposals pre-sale agreements and related documentation prior to prospect presentations.
• Assist with facility and factory visits and completion center tours.
• Develop an in-depth working knowledge of Falcon aircraft features and benefits in areas including design, construction, systems architecture, performance, operating costs, etc.
• Develop an in-depth working knowledge of competitor aircraft in order to effectively communicate the strengths and advantages of Falcon aircraft over competing products relative to prospect needs.
• Develop a comprehensive understanding of the parent company, Dassault Aviations corporate history and functional organization.
• Develop a comprehensive understanding of Dassault Falcon Jets corporate history and functional organization.
•Build effective working relationships with and develop an understanding of the responsibilities of personnel from the following DFJ departments: Flight Operations, Marketing Services, Specification and Design, Contracts/Legal, Finance, Pre-Owned Aircraft Sales, Completions and Customer Service.
• Develop a network of resources within the aircraft owner, operator and aviation services communities.
• Assist in obtaining and reporting to DFJ management intelligence on DFJs competitors activities including sales, pricing, availability, marketing strategies, new product development, etc.
• Develop an understanding and promote the benefits of other products and services offered by Dassault Aviation, DFJ and affiliate companies.
• Assist RSMs in providing timely reporting to sales management team and marketing services regarding Falcon sales opportunities won and lost including primary buyer decision factors.
• Participate in (via product presentations, sponsorship/hosting, etc.) various local industry functions in order to promote Falcon aircraft.
• Provide sales forecasts for assigned prospect base as requested.
MINIMUM REQUIRED QUALIFICATIONS:
- Four-year college degree or equivalent experience in a technical and/or business discipline.
- Some experience in market research or a related marketing, finance or business position.
- Excellent verbal and written communications skills
- Strong presentation skills.
- Ability to effectively communicate aviation-related technical information and basic financial concepts.
- Excellent interpersonal skills.
- Experience managing/working with support personnel from various departments toward meeting strict project deadlines.
- Ability to conduct business while flying in an aircraft cabin environment.
- Ability to work under pressure when required in order to meet multiple deadlines.
- Self-starter who is able to work independent of direct supervision.
- Detail oriented with good organizational skills.
- Working knowledge of current Microsoft Office software.
ADDITIONAL DESIRED QUALIFICIATIONS:
- Thorough knowledge of Falcon aircraft.
- Private pilot, A&P, and/or other aviation certificates.
- Thorough knowledge of DFJ procedures related to sales, marketing, specification & design, contracts/legal, finance, completions and customer service departments.
- Working knowledge of Siebel, CRM tools, and industry database websites.
NON-PRINCIPAL DUTIES/RESPONSIBILITIES (NON-ESSENTIAL FUNCTIONS
- Maintain a close working relationship with all DFJ support personnel responsible for various activities within assigned region.
- Develop marketing analysis and research studies, aircraft comparisons and financial analyses.
- Assist in arranging, preparing and conducting aircraft demonstration flights.
- Represent DFJ at industry events as required.
- Other duties as assigned by Director.
WORKING CONDITIONS:
- Office environment, requiring use of telephone, personal computer, and mobile communication devices.
- Aircraft cabin environment while supporting Falcon demonstration flights and during related travel.
- Requires flexible hours (extra hours/off-hours work).
- Significant travel (approximately 20-40).
- Participation at various industry events.
