Regional Sales Director

Job Title: Regional Sales Director
Reports to: Vice President of Business Development
Department: Business Development
Status: Exempt
Location: Regional Facility Office
Hours: Monday – Friday 8:00 - 5:00 - Additional Hours if necessary
Direct Reports:Client Services Group Manager, Regional Sales Managers

Job Summary:
This position will identify target accounts and develop effective strategies leading to the successful close and growth of qualified charter and aircraft management clientele. The position will have direct responsibility for the clients in the Southeast Region as well as work closely with the FlightWorks Regional Sales Managers to optimize sales and marketing efforts. The purpose of this position is to broaden the FlightWorks clientele base and grow profitable aircraft management and charter revenue. These duties include, but are not limited to the following:

Essential Job Functions:

• Maintain daily, monthly and yearly goals. Monthly and yearly goals developed in collaboration with the VP of Business Development and President.
• Uphold customer satisfaction standards established by FlightWorks.
• Work with Client Services Group to promote all aircraft availability including deadheads, transient availability and aircraft management opportunities.
• Responsible for the proper opening of new accounts in conjunction with the Client Services Group, issuance of customer info sheet / credit application, and coordination with FlightWorks Accounting Department / VP of Business Development for approval and credit limits. If credit has not been extended, the Regional Sales Director may be required to assist in collecting COD or prepayment.
• End of month charter sales and marketing reports. Commission calculation will be the responsibility of the Regional Sales Director. Proper backup must be attached to commission reports.
• Responsible for sales customer follow-ups and “thank you” calls / cards.
• Submit weekly sales activity report in complete and accurate form to the sales department including the VP of Business Development.
• Be available to take on on-call duties and meet after-hours responsibility required on an as needed basis.
• Quarterly focus memorandum completion. This will outline the area of focus for sales/marketing for the upcoming quarter in that region.
• Develop new customer opportunities while continuing to work with established clientele throughout his/her region. This will be achieved through outbound marketing calls and personal visits promoting FlightWorks services and dedication to customer service.
• Work closely with VP of Business Development on new aircraft management opportunities leading to “minimum check” approval and successfully maintain viable and active aircraft management and block charter pipeline to be reviewed weekly with Senior Leadership Team.
• Responsible for being familiar with established owner expectations relating to charter revenue, track and follow aircraft activity and be willing to adjust sales efforts to meet sales expectations.
• Focus will be on sales in his/her region primarily. However, as a secondary function be prepared to broker with an approved vendor or another FlightWorks aircraft in a different region as required. Be resourceful.
• Follow up on all leads, responsible for updating CRM. Documentation to include all client notes and correspondence.
• Establish and maintain list of network events, community functions, and industry. Regularly attend these events to promote FlightWorks (i.e. NBTA, NATA, local Chamber, etc.).
• Develop relationships with corporate flight departments and solicit business.
• Understand and gain intimate knowledge of all aircraft specifications and performance, block hour contracts and associated pricing structure for all FlightWorks products and services.
• Gather market intelligence. Be the eyes and ears of aviation activity at local airports within territory. Utilize and forward this information in collaboration with Director to identify niche markets and opportunities.

Qualifications:

• Bachelors Degree in business, marketing, aviation management, or related field
• 7 – 10 years previous field sales and/or territory management experience required
• 5 – 7 years previous experience managing a sales team
• Aviation industry experience a huge plus
• Proven track record of sales and revenue achievement
• Ability to travel extensively
• Reliable transportation
• Solid communication and presentation skills
• Demonstrated ability to build strong relationships

Reports:

• Weekly Activity Report
• CRM updates and management
• Annual Sales and Marketing Plan
• Quarterly 90/180 Day Action Plan

Key Evaluation Criteria:

• Revenue achievement.
• Client responsiveness and subsequent satisfaction/dissatisfaction.
• New account development.
• Teamwork measured by employee feedback.
• Customer Relations.

Note: This job description does not imply that the above functions are the only tasks that may be performed. Employees will be expected, if possible, to follow any other job-related instructions and perform any other job-related tasks as requested by Management.

To apply please send a resume and cover letter to:
hr@flightworks.com

FlightWorks is an Equal Opportunity Employer.