Commercial Account Director

FunctionSales, Marketing and Communication
- Location- Singapore
- Reference- Contract typePermanent
- Working timeFull Time

*Please note this role is known internally as Business Development Director*

The Business Development Director is accountable for securing customer leads and managing the assigned territory sales pipeline for continuous new sales. The job holder is responsible for securing customer leads and managing / developing business relationships in order to help achieve regional targets while abiding by the NAVBLUE standard operating procedures.

The Jobholder is in charge of establishing a strong “Services by Airbus” image with the customers of the region through top management meetings and intimacy.

This role does not have signing authority to execute Sales Contracts for the Region - to be completed in the Toulouse & Canada offices.

**Responsibilities**:

- Provide technical/commercial guidance for the strategy, capture plan and offer elaboration
- Contribute to region’s strategy through the annual NAVBLUE Operating Plan process in the identification & quantification of opportunities (OI);
- Update deals prioritization based on market status, teams’ feedback and marketing inputs
- Within the designated territory, achieve new sales revenue to meet or exceed personal targets/quotas
- Create new opportunities based on an in-depth understanding of market potential, specific customer requirements and company capabilities
- Understand the priorities of customer needs and requests; cultivate the business relationship between NAVBLUE and the customer; and, manage issues that may arise with regards to the sales pursuit process
- Development of strategy and action plan to penetrate and grow awareness and sales of NAVBLUE’s solutions in the assigned territory
- Prepare and present clear, compelling and persuasive sales presentations
- Effectively influence conditions and commitments that enhance profitability and the business relationship
- Coordinate with Airbus Customer Services, Airbus Customer Affairs, Satair and other affiliates for commercial activities in NAVBLUE’s best interest
- Manage the sales process to maximize the return on key ratios for visits and proposals
- Pursue meetings and build relationships with decision makers and maintain an awareness of issues affecting customers with regards to the sales pursuit
- Be a point of escalation for the customer on a 24x7 basis, bringing an understanding of the urgency of the issue and to act as a communication liaison between NAVBLUE and the customer regarding sales pursuit activities
- Create a plan for prospect identification and development
- Attend trade shows and user conferences as required
- Assist Product Manager as required with reviewing specifications, determining priorities and liaising with regards to the sales pursuit

**Job Requirements**:

- 7 - 10 years of assigned territory sales experience, including 3 - 5 years of complex sales / marketing experience
- Demonstrated knowledge of airline flight operations or practical experience in flight operations
- Display strong entrepreneurial and mature spirit
- Achievement and results oriented
- Able to function and work independently and confidently
- Possess drive and perseverance to ensure all opportunities are uncovered and pursued
- Effective team player in the organization
- Excellent communicator, articulate and persuasive
- Possess high level of energy, intelligence and integrity

This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.