Manager, Aftermarket Sales - International

at  Bombardier

WHAT ARE YOUR CONTRIBUTIONS TO THE TEAM?

The Manager, Aftermarket Sales, is responsible for the management of the Regional Sales Manager team. The responsibilities include leading the sales team in international customer sales activities, focusing on selling maintenance, modifications, and other BAS service offerings as applicable.

In your role, you will:

• Support the Regional Sales Managers (RSMs) to strategically market, sell and negotiate the following after-market services to meet or exceed assigned goals:
• After-market maintenance and modifications for the BAS Service Center network.
• Smart Services and other Program offerings.
• Promote and sell any new products and service offerings, as introduced by Bombardier and our Partners.
• Continuously promote and sell the value of the OEM.
• Maintain accurate knowledge of competitor offerings and market requirements.
• Review Sales Pipeline with RSM’s in region to ensure accuracy and completeness.
• Review SOP with RSM’s in region on a regular basis. Provide guidance on increasing pipeline volume and closing deals. Elevate any concerns as required.
• Routinely visit strategic customers to build and maintain profitable long-term relationships. Provide support for their services needs with a goal of increased market share.
• Develop tailored sales strategies to attract new customers and increase sales capture for Bombardier’s existing customer base by:
• Profiling to understand customer operational needs.
• Consulting with A/C owner/operator to define parts and service needs in ensuring competitive, accurate, and timely proposals are presented.
• Lead commercial negotiations with customers and internal departments regarding pricing, downtime, incentives, and customer part provisioning.
• Initiate and drive campaigns within the team and in alignment with the VP Service Sales
• Participate in Bombardier and industry trade shows, as required.
• Actively support the optimization of sales processes and tools to bring about continuous improvement.
• Within the established guidelines, manage non-labor expense budget and submit expense reports in a timely manner.
• Assist in quarterly RSM compensation review.
• Other project work supporting the overall targets of Bombardier Service Sales.
• Ensures all BAS Service Centers are at full capacity throughout the network in coordination with the other Sales Managers and Service Centre Managers

HOW TO THRIVE IN THIS ROLE?

As our ideal candidate,

• You have a minimum of 10 years of experience working in an aircraft services role
• You have a minimum of 8 years of direct sales experience, or related role, with complete understanding of the dynamics of sales and the demands of a high level customer base
• You have a minimum of 5 years of experience managing a team, possessing the skills necessary to coach, mentor and motivate the Regional Sales Manager team in order to achieve optimal sales performance
• You have solid working knowledge of what drives business margin in the aircraft service industry
• You have a Bachelors degree or equivalent related work experience with strong business acumen
• You have an AME license or a technical training equivalent
• You have the ability to travel extensively and on demand to support the sales team efforts
• You have the flexibility to attend meetings before/after regularly scheduled hours
• You have leadership skills necessary to communicate at the upper management level as well as the skills necessary to confront sales obstacles in a professional manner
• You have computer skills necessary to learn and/or operate word processing, spreadsheet, database, email, and web-based applications (i.e., Microsoft Office, Salesforce, and Maximo for Aviation software)
• You have interpersonal skills necessary to establish and maintain effective working relationships with co-workers, employees, management, and customers
• You have basic knowledge of finance and ability to govern an expense budget
• You have knowledge of aircraft maintenance programs and aircraft maintenance requirements, with Bombardier product knowledge being preferred

In your role, you will:

• Support the Regional Sales Managers (RSMs) to strategically market, sell and negotiate the following after-market services to meet or exceed assigned goals:
• After-market maintenance and modifications for the BAS Service Center network.
• Smart Services and other Program offerings.
• Promote and sell any new products and service offerings, as introduced by Bombardier and our Partners.
• Continuously promote and sell the value of the OEM.
• Maintain accurate knowledge of competitor offerings and market requirements.
• Review Sales Pipeline with RSM’s in region to ensure accuracy and completeness.
• Review SOP with RSM’s in region on a regular basis. Provide guidance on increasing pipeline volume and closing deals. Elevate any concerns as required.
• Routinely visit strategic customers to build and maintain profitable long-term relationships. Provide support for their services needs with a goal of increased market share.
• Develop tailored sales strategies to attract new customers and increase sales capture for Bombardier’s existing customer base by:
• Profiling to understand customer operational needs.
• Consulting with A/C owner/operator to define parts and service needs in ensuring competitive, accurate, and timely proposals are presented.
• Lead commercial negotiations with customers and internal departments regarding pricing, downtime, incentives, and customer part provisioning.
• Initiate and drive campaigns within the team and in alignment with the VP Service Sales
• Participate in Bombardier and industry trade shows, as required.
• Actively support the optimization of sales processes and tools to bring about continuous improvement.
• Within the established guidelines, manage non-labor expense budget and submit expense reports in a timely manner.
• Assist in quarterly RSM compensation review.
• Other project work supporting the overall targets of Bombardier Service Sales.
• Ensures all BAS Service Centers are at full capacity throughout the network in coordination with the other Sales Managers and Service Centre Manager