Commercial Director

Skywise is currently seeking a Commercial Director to join our growing team. The Commercial Director is responsible for an assigned territory and/or portfolio of customer accounts, with high potential of development and/or significant existing footprint of Skywise products and services solutions and/or featuring a list of strategic customers for Skywise. This role is responsible for all commercial related activities, including but not limited to, new sales, growing account revenue via up-selling and cross-selling and contract renewals. The Commercial Director will lead and contribute to all selling related activities including prospecting, qualifying, account planning, account development strategy, consultative selling, contract negotiation and signature, handover to delivery, while abiding by the Skywise standard operating procedures. Role Summary: Within the designated territory and/or portfolio of customer accounts, achieve new sales revenue and renewals to meet or exceed personal targets/quotas, and achieve specific business objectives as assigned by Skywise management.

Responsibilities

Achieve new sales revenue and renewals to meet or exceed personal targets/quotas and business objectives; Understand customer’s flight operations processes, procedures, tools, systems and services; Maintain expertise on Skywise and partner products to identify up-sell opportunities and solve customer pains; Build High-Wide & Deep relationships with decision makers; Establish and implement strategic account development plans for strategic accounts; Create new opportunities based on market potential, customer requirements and company capabilities; Seek opportunities for increased revenue via up-selling and cross-selling; Manage contract renewals through effective negotiation of terms, conditions, pricing and commitments; Develop commercial strategies, tactics, price target settings and action plans; Prepare and present clear, compelling and persuasive sales presentations; Effectively negotiate terms, conditions, pricing and commitments; Be proficient in the use of Skywise CRM tools; Attend trade shows and user conferences as required; Assist Portfolio & Program organization and Marketing with reviewing specifications, determining priorities and liaising with potential customers; Coordinate with Skywise internal customers to resolve invoicing/account receivables, contract/pricing issues or commercial issues

Requirements

Bachelor’s degree or equivalent experience; Minimum 10-15 years sales experience in SaaS within LAC region and the Airline Flight Ops or Operations Control Centre (OCC) field; Recent experience of working with leading airlines within the European region; Strategic or consultative selling skills; Spanish and English; Demonstrated knowledge of airline flight operations, or practical experience in flight operations; Demonstrated understanding of airline/aviation IT and application software; In-depth knowledge of airline industry; Demonstrated excellent customer relationship management skills, strong written and oral communication skills and strong listening skills; Project management and strategic account planning skills; Achievement and results oriented; Willingness to travel considerably as required; Able to function and work independently and confidently; Possess drive and perseverance to ensure all opportunities are uncovered and pursued; Display strong entrepreneurial and mature spirit; Highly independent and hands-on leader; Effective team player in the organization; Possess high level of energy and integrity; Excellent communicator, articulate and persuasive; Sales Force knowledge

Benefits

Being part of Airbus Network; Flexible hours; Vacation Days (15-24 days); Christmas Shut Down; 12 Sick Days; Training and Development Support; Strong work-life balance; Casual dress code; Competitive group benefits plan; Maternity & Paternity benefits; Work travel ability; Strong focus on mental health support benefits; Generous pension scheme; Access to Employee Share Scheme; Learning and Development support; Referral program; Summer Core Hours; Rewards and Recognition program; Monthly Lunch and Learns; Active Inclusion and Diversity Committee