Regional Manager

5 days ago

Miami, United States ACS Business Performance Full time

As Regional Manager you will manage the US team and will be responsible for the development of customers within the region, whilst improving commercial awareness. You will be accountable for your individual performance and the team meeting the company’s targets and ensuring that customer service and relationships are maintained to a first-class standard. You will collaborate with the Operational and Financial Regional managers to ensure the vision and goals of the US branches are met year on year.


New Business Development

  • Identify and convert profitable new sales opportunities within the region and effectively manage their individual and team’s performance.
  • Develop and cultivate a strong prospect list to ensure continuity in new business being discovered and onboarded.
  • Arrange & attend customer visits and be present at trade shows to represent the company positively.
  • Accurately forecast sales revenue, manage the overall sales pipeline through regular sales reviews and meetings via CRM.
  • Analyse existing lost and down trading customers to assess potential.


RFP / RFQ Development & Management

  • Ensure all content is in the company’s central repository, work to manage this data and continuously improve for the regions.
  • Assess any requests to ensure the opportunity & risk represents a realistic chance to win new / additional business within existing or new aerospace customers.
  • Involve line manager in enquires from new customers to ensure correct resources are allocated to the project.
  • Enforce fair global pricing.
  • Work with CS Teams to collect pricing in the region and guide on margin expectations.
  • Develop supporting documentation for the tender response, which may include technical operations information, transition plans, pricing models, etc.
  • Ensure all data is saved and logged on CW / SP for future reference.


CS Team Management

  • Mentor and motivate a high performing team to increase conversion rates and profitability.
  • Create a team culture & perform regular appraisals and monitor each team members goals to ensure staff growth and retention.
  • Work alongside and manage the internal resources to ensure all requests are answered within agreed deadlines utilising standard system format.
  • Act as “go to” person for all advice and guidance in preparation of proposals & projects.
  • Ensure all margins are accurate and within the company guidelines based on the opportunity.
  • Ensure appropriate team members are involved for complex and significant opportunities.


Marketing & Brand Awareness

  • Contribute to regional marketing content and communications via social media, maximise the company’s position within the industry.
  • Work alongside the marketing team to create new material to be used during the sales process.
  • Share new contracts win and exciting opportunities within the team to be shared with the group.
  • Track & improve brand recognition in the US through improved collateral and marketing initiatives.


Strategic Development

  • Identify new sales channels and customers within the aerospace vertical and actively contribute to the development of the customer solution offering.
  • Investigate and propose new opportunities for consideration within the aerospace vertical.
  • Develop presentations to convey the company’s credentials and capabilities to customers and internal stakeholders.
  • External meetings / QBRs to present to existing and new customers when required.
  • Be highly competent in presenting the company’s vision, credentials, and capabilities to all relevant audiences.
  • Collaborate with Regional Managers to ensure goals and objects are met timeously.
  • Prepare and attend the monthly regional executive calls with the board.


The Market & Competition

  • Collaborate with the Network team to develop a strong network of contacts in overseas offices to ensure we are maintaining our position as the market leader.
  • Collaborate with the Marketing team to drive brand awareness in territory and team awareness.
  • Identify and evaluate industry trends, competitor activity and market forces, reporting and recommending appropriate action.


Key Skills and Attributes


Personal Attributes

Solution sales driven with hunger to engage prospective and new customers to articulate the company’s capabilities, deliver and exceed personal targets and objectives. Customer focussed with excellent attention to detail, commercially minded with ability to design and implement customer solutions in aerospace logistics. Should have experience in building multi-level relationships and highly developed communication skills.


Key Skills

  • Extensive and proven sales experience in a customer-facing, targeted environment, preferably with aerospace logistics industry experience, with evidence of leading high performing teams, developing and converting business and commercial opportunities.
  • Proven ability to develop and maintain excellent client and prospect relationships in the market area to ensure high levels of client satisfaction and conversion.
  • Be an excellent communicator (English and Spanish), both written and verbal, with the ability to confidently and credibly engage, influence and motivate customers, partners and team members.
  • Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
  • Strong commercial awareness and must understand the impact of actions.
  • Strong analytical skills with the ability to review complex data to generate business solutions which satisfy both customer and company objectives.
  • Excellent IT skills, including Microsoft Office suite, with the ability to produce presentations, analyse and report on data and make and execute recommendations.
  • Work pro-actively using own initiative.
  • Previous experience dealing with varied customer base and building strong relationships.
  • Self-motivated with the ability to work in a fast-paced environment under continuous pressure and meet tight deadlines.
  • Be persistent, tenacious, and determined to win new business.
  • Excellent people-management experience, track record of getting excellent results through the development of the regional Sales teams.
  • Regular travel will be required as part of this role.


ACS are recruiting for a Regional Manager. If you feel that you have the skills and experience required in this advertisement to be a Regional Manager, please submit your CV including an outline of your experience as a Regional Manager. It is always a good idea to include a covering letter outlining your experience as a Regional Manager with your application as this will enhance your chances of selection and improve your prospects of landing the Regional Manager role you desire.

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