Job Summary:
Under direction of the Vice President Sales-Eastern US/Canada (VP), the Inside Sales Manager (ISM) is responsible for supporting Regional Sales Managers (RSMs) 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 VP and Sr. VP Sales-US/Canada (SVP)
Principal Duties:
Reporting to Regional VP, support VP and RSMs in all aspects of sales effort in Eastern US/Canada
Research, identify and track new Falcon sales prospects
Develop/execute spaneting and mailing campaigns focused on new Falcon sales prospects
Maintain database of prospecting activities, customer contacts and sales opportunities. Provide access/hand off account to responsible RSM at appropriate time
Make cold-calls, prepare and send materials requested via hotline calls and web inquiries, follow-up with prospects and coordinate activity with VP/RSMs
Assist in arranging, preparing and conducting product presentations
Assist in preparation/review of spaneting materials, proposals, pre-sale agreements and related documentation prior to prospect presentations
Assist facility/factory visits and completion center tours
Develop in-depth working knowledge of Falcon aircraft features and benefits in areas including design, construction, systems architecture, performance, operating costs, etc.
Develop in-depth working knowledge of competitor aircraft to effectively communicate strengths and advantages of Falcon aircraft over competing products relative to prospect needs
Develop comprehensive understanding of parent company, Dassault Aviation’s, corporate history and functional organization
Develop comprehensive understanding of Dassault Falcon Jet’s (DFJ) corporate history and functional organization
Build effective working relationships with/develop understanding of the responsibilities of the following DFJ departments: Flight Operations, Marketing Services, Specification and Design, Contracts/Legal, Finance, Pre-Owned Aircraft Sales, Completions and Customer Service
Develop network of resources within aircraft owner, operator and aviation services communities
Assist reporting to DFJ management on DFJ competitor activities including sales, pricing, availability, spaneting strategies, new product development, etc.
Develop understanding/promote the benefits of other products/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 to promote Falcon aircraft
Provide sales forecasts for assigned prospect base as requested
Non-Principal Duties:
Maintain close working relationships with DFJ support personnel responsible for activities within assigned region
Develop spaneting studies, aircraft comparisons and financial analyses
Assist arranging, preparing and conducting aircraft demonstration flights
Represent DFJ at industry events as required
Other duties as assigned by VP and SVP
Minimum Qualifications:
BS degree or equivalent experience in a technical/business discipline
Three (3) years of experience in aircraft sales or 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 to meet strict project deadlines
Ability to conduct business while flying in an aircraft cabin environment
Ability to work under pressure when required to meet multiple deadlines
Self-starter able to work independent of direct supervision
Detail oriented with good organizational skills
Working knowledge of current Microsoft Office software
Additional Desired Qualifications:
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 and industry database websites
Working Conditions:
Office environment, requiring use of telephone, personal computer and mobile communication devices
Aircraft cabin environment while supporting Falcon demonstration flights/during related travel
Requires flexible hours (extra/off-hours work)
Significant travel (approximately 20-40)
Participation at various industry events
