Sales Director

at  Embross

SALES DIRECTOR , CANADA

Who We Are
Embross delivers market-leading passenger automation and self-service technologies to the global travel market. That last flight you jumped on, there is a good chance an Embross hardware or software solution helped facilitate part of your airport experience. The world’s leading airlines and airports use Embross’ range of service technologies to help make the passenger travel experience faster, simpler, and less stressful. For our partners, that translates to offering more flights, more often with more (happy) passengers on board.

SO, WHAT’S GREAT ABOUT WHAT WE DO?

We get to think creatively across a diverse solution stack of hardware and software to solve service and operations challenges for the world’s busiest public transit spaces. If you like challenges, we should talk.

EXPERIENCE:

• Bachelor’s or higher degree
• Minimum five years experience managing and coaching sales and/or account management resources with demonstrated track record of hitting and growing financial target achievement
• Preferred to have knowledge of passenger processing solutions, gained from senior level involvement as either employee or supplier within the industry
• Preferred to have established executive level industry relationships
  Location : Home Office , anywhere within proximity to a hub airport would be preferred

WHAT YOU’LL DO

As a sales Director, your role is to establish and manage relationships, ensure that both existing and potential customers within the assigned coverage area are aware of Embross’ services ,collaborate with customer and company stakeholders’ alignment, maintaining and growing Embross’ footprint at both new and existing Embross accounts. The Sales Director will directly maintain responsibility for a limited number of key accounts.

KEY RESPONSIBILITIES :

• Maintain executive level relationships among key Embross accounts
• Coach and mentor team members, assisting with activities including the following:
• Understanding Embross solutions and points of differentiation
• Opening doors
• Building relationships
• Determining customer buying behavior and drivers, creating compelling value propositions that are tailored to the individual customer
• Closing deals, including negotiation
• Smoothing over delivery issues, recovery
• Ensure team compliance with Embross processes and procedures, including accurate and timely reporting of information within key Embross systems such as HubSpot (CRM)
• Monitor team and financial performance, making timely adjustments and taking corrective actions to address and close any performance gaps prior to end of year.
• Provide quality control function, ensuring pricing and quotations completed by team members are professional, accurate, without errors, within pricing discretion levels (or otherwise approved), providing clear and concise definition of scope that is easily understood by both the Embross delivery organization and the customer.
• Ensure team member compliance with Embross transition to delivery processes, including but not limited to completion of deal sheets and kick-offs within two business days of award.
• Responsible for setting team member goals that align with fulfillment of overall organizational goal achievement including revenue and profitability goals.
• Responsible for providing team members with periodic feedback, and the administration of the annual appraisal process for team members.
• Responsible for collaborating with Contract Manager, Bid & Proposal Director, Marketing Manager about activities within their region
• Responsible for maintaining good working relationship with the delivery organization, working together to address delivery needs, challenges and issues