Ref: RP434-08

Job description / Role

Employment: Full Time

This position is focused on securing new business aviation training from prospective and current large accounts in an effort to meet sales objectives through solution based selling. The job holder is responsible for securing new business and supporting the sales team to deliver improved business volumes and yield, whilst also meeting the revenue targets for their assigned sales region.

Essential Duties and Responsibilities:

Governance / Reporting
• Provide weekly/monthly sales reporting activities within the defined time frame/process.
• Provide monthly revenue forecast inputs.
• Obtain necessary governance approvals for proposals, including any pricing adjustments.
• Use the sales tool Salesforce.com along with the customer scheduling and booking tool Gemini.
• Communicate and agree customer requirements as appropriate with other training centres.

Account Planning
• Achieve defined revenue, yield, retention, and growth goals for assigned accounts within your specified region. Maximize yield.
• Work closely with your assigned Account Executive regarding the scheduling of the training for new and existing clients.
• Be the final authority and have ultimate responsibility for all territory pricing decisions.
• Develop retention and growth strategies for existing active accounts, leveraging the entire CAE organisation.
• Manage territory and Account Executive to maximize the revenue and yield opportunity within the territory.

Sales Activity
• Achieve sales targets for territory.
• Execute activity dashboard (calls, proposals, win ratios, etc.).
• Maintain opportunities, activities, leads, and proposals to date in CRM (Salesforce.com).
• Responsible for the accuracy of the records relating to accounts in CRM & Gemini.
• Lead and manage a specific set of assigned business aviation accounts.
• Work closely with the Sales Leader to create a plan that drives sales within your territory.
• Promote and execute on solution sales (full portfolio) in accordance with the region’s objectives; lead and present value propositions for assigned accounts by engaging capture team resources as required. Identify competitive landscape, risk, threats, closely monitoring and identifying those assigned accounts who are being competitively threatened.
• Ensure customer relationship and satisfaction follow-up on wins/losses Action all assigned leads and respond appropriately.
• Identify business development opportunities and report opportunities to the Business Aviation Head of Sales.
• Establish regular interactions with all accounts and in-person visits to ensure revenue attainment and retention of clients Develop a strategy to monitor client visits on an annual basis.
• Establish close customer contact to determine customer needs and position CAE to optimize the portfolio sold to each customer.
• Travel as necessary within territory to ensure the achievement of revenue goals and retention of clients
• Ensure that each new account has signed a contract with appropriate terms and conditions.
• Be the final authority and have ultimate responsibility for all territory pricing decisions.
• Coach and mentor less experienced sales resources.

Other duties may be assigned.

Requirements

• Mandatory requirement of sales experience in the aviation sector.
• Significant knowledge of the market; monitor competitive landscape.

Drive for results:
• Results oriented and delivers on commitments
• Persistence and ability to close sales opportunities
• Ability to function both autonomously and as a team

Customer centric:
• Strong sales skills – communications, presentation, negotiations, listening, interpersonal, and influencing skills
• Cultivate and maintain deep, long-lasting customer relationships at multiple levels within assigned accounts (brick wall)
• Identify optimal customer solutions
• Cultural understanding and awareness
• Must be able to maintain professionalism in the workplace at all times.

Education Required
• Degree in engineering, business, aviation, marketing, or finance, or equivalent experience.
• Minimum 5 years sales or equivalent experience within the business aviation industry.

Experience Required
• Established relationships with key aircraft operators in the marketplace.
• Technical acumen, aviation knowledge
• Business acumen and financial literacy
• Intimate knowledge of pilot training
• Strong working knowledge of simulation products (Full Flight Simulator, Flight Training Device, Integrated Procedures Trainer, Virtual Simulator) preferred
• Ability to navigate CAE internal resources and network
• Creative and resourceful to deliver on customer commitments

Judgments And Decisions
• The job holder uses judgment to develop and retain customer/client contact at senior levels within the region.
• The job holder manages the budget as appropriate and decides how best to use the budget.
• The job holder is the main source of advice within the Company for potential and active bids, from a strategic and budgetary standpoint.
• Identifying and communicating key win themes/solutions from the customer into the company.

About the Company

Emirates CAE Flight Trainingwas founded in 2002, and is jointly operated by Emirates, a global connector of people and places, and CAE, a global leader in modelling, simulation and training for civil aviation and defence.

Located in Dubai, UAE, Emirates-CAE Flight Training is the result of CAE and Emirates joining forces to offer the highest-quality training to commercial airlines, business jet operators and helicopter operators in the Middle East, Europe, Africa and Asia. As a gateway between Europe and Asia, and the fastest growing economic hub in the Middle East, Dubai is an excellent location to train.

Emirates CAE Flight Training is an EASA Type Rating Training Organization (TRTO) and FAA part 142 approved centre. The centre has become recognized as a world-class facility for aviation training in the Middle East, and delivers safety and service excellence to clients across the industry.

At Emirates CAE, you will have the opportunity to work for a global leader in the delivery of training for the civil aviation, defence and security, and healthcare markets.

A cutting-edge technology company, CAE places customers and innovation at the center of its activities. This customer-oriented and innovation culture, along with the people who collaborate every day, make CAE a great place to work.

CAE is a world leader in providing simulation and modeling technologies and integrated training solutions for the civil aviation industry and defense forces around the globe. With annual revenues exceeding C$1.5 billion, CAE employs more than 7,500 people at more than 100 sites and training locations in more than 20 countries. We have the largest installed base of civil and military full-flight simulators and training devices. Through our global network of 30 civil aviation and military training centers, we train more than 80,000 crewmembers yearly. We also offer modeling and simulation software to various market segments and, through CAE’s professional services division, we assist customers with a wide range of simulation-based needs.

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Regional Sales Manager salaries in UAE

Average monthly compensation
AED 29,500

Breakdown available for industries, cities and years of experience