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. The candidate must currently reside in Mexico.
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 spaneting 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 spaneting 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, spaneting 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 spaneting 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 spanet research or a related spaneting, 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, spaneting, 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 spaneting 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.
