Senior New Business Development Manager

Position Summary

As a Senior New Business Development Manager in the Aviation Industry, your primary focus will be on driving growth through strategic initiatives and client engagement. You'll play a pivotal role in identifying and cultivating relationships with potential clients and key decision-makers within the aviation sector. Through effective lead generation, client relationship management, and compelling sales presentations, you will contribute to the overall success of the business. Your responsibilities also include market analysis, strategy development, and staying abreast of industry trends to position our company as a leader in the aviation market.

From negotiation to deal closure, as well as ongoing customer feedback and service enhancement, your role is integral to achieving and exceeding sales targets while ensuring client satisfaction and loyalty. Your active participation in industry events and networking opportunities will further enhance our presence and business opportunities within the aviation sector.

Primary Responsibilities:

1. Prospecting and Lead Generation:

2. Conduct thorough research to identify potential clients and key stakeholders within the aviation industry.

3. Generate new leads through various channels, including market research, networking events, referrals, and online platforms.

4. Client Relationship Management:

5. Establish and nurture strong relationships with clients and key decision-makers within the aviation industry, acting as a trusted advisor.

6. Understand client needs, requirements, and pain points to propose tailored solutions for business challenges.

7. Sales Presentations and Solution Proposals:

8. Develop and deliver compelling presentations and product demonstrations to showcase our offerings to prospective clients in the aviation sector.

9. Collaborate with internal teams to craft customized proposals that align with client needs and effectively communicate our value proposition.

10. Negotiation and Deal Closure:

11. Lead negotiations with clients to finalize terms, contracts, and pricing that mutually benefit both parties.

12. Drive the sales process from initial contact to deal closure, meeting or exceeding set sales targets.

13. Market Analysis and Strategy Development:

14. Stay informed about market trends, competitor activities, and emerging technologies in the aviation industry.

15. Utilize market intelligence to develop effective sales strategies that position our company as a leader in the aviation market.

16. Sales Reporting and Pipeline Management:

17. Maintain a comprehensive and up-to-date sales pipeline, accurately tracking leads, opportunities, and deal statuses.

18. Prepare regular sales reports and forecasts, providing insights into the aviation sector's sales performance and growth projections.

19. Customer Feedback and Service Enhancement:

20. Gather client feedback to evaluate satisfaction levels and identify areas for service improvement and product development.

21. Collaborate with cross-functional teams to implement enhancements based on client feedback and market demands.

22. Industry Networking and Events:

23. Attend aviation industry events, conferences, and trade shows to network, represent the company, and identify new business opportunities.

24. Foster relationships with industry professionals and stakeholders to expand our reach and influence in the aviation sector.

Skills and competencies

Technical Skills:

• Market Analysis: Proficient in conducting thorough market analysis within the aviation industry to identify trends, competitor activities, and emerging technologies.
• CRM Management: Skilled in using CRM software, specifically HUBSPOT, for effective customer relationship management and sales pipeline tracking.
• Sales Reporting: Experienced in preparing regular sales reports and forecasts, providing valuable insights into sales performance within the aviation market.
• Proposal and Contract Development: Adept at collaborating with internal teams to develop tailored proposals and contracts for aviation clients, ensuring accuracy and competitiveness.
• Negotiation Skills: Strong negotiation skills for engaging with clients in the aviation sector, finalizing terms, pricing, and contracts to achieve mutually beneficial agreements.
• Aviation Industry Knowledge: Exceptional understanding of the aviation industry, including regulations, key players, and nuances specific to services related to flight and crew planning.
• Product Knowledge: Continuous commitment to enhancing product knowledge related to aviation-related offerings through ongoing training and collaboration with product development teams.

Human Skills:

• Communication: Excellent communication and presentation skills for initiating client outreach, conducting product demonstrations, and building relationships within the aviation sector.
• Networking: Strong networking capabilities demonstrated through attending industry events, trade shows, and conferences to identify and capitalize on new business opportunities.
• Relationship Building: Proven ability to initiate and maintain relationships with key stakeholders in the aviation industry, including decision-makers, procurement managers, and influencers.
• Strategic Thinking: Strategic and creative thinker with the ability to develop and implement effective sales strategies aligned with the growth objectives in the aviation sector.
• Adaptability: Ability to adapt to changes in the dynamic aviation industry, adjusting strategies to align with evolving market trends and client demands.
• Result-oriented: Driven by achieving and exceeding sales goals, consistently striving for excellence and success in every endeavor.
• Customer-Centric: Focused on understanding and meeting the unique needs of clients within the aviation industry, ensuring exceptional customer service.

Experience & Qualification

• Bachelors degree in business administration, Sales, Marketing, Aviation Management, or a related field (masters degree is a plus).
• 8+ years of relevant sales experience, preferably in the aviation industry.
• Exceptional knowledge of the aviation sector, encompassing market trends, regulations, and key industry players.
• Proven track record of consistently achieving or surpassing sales targets and successfully negotiating deals.
• Strong communication, presentation, negotiation, and interpersonal skills.
• Fluent in spoken and written English and French.
• Proficient in using CRM software and other pertinent sales and marketing tools.
• Experience of having worked for an aviation company or its subsidiary (with an established network) will be a distinct advantage or having worked for a company selling services into similar organizations.