Regional Sales Manager

4 weeks ago

Miami FL USA, United States NPAworldwide Full time
Job Description

As a Regional Sales Manager at NPAworldwide, you will be responsible for leading the US sales team and driving the development of customers within the region. You will be accountable for individual performance and team results, ensuring that customer service and relationships are maintained to a high standard. You will collaborate with Operational and Financial Regional managers to ensure the vision and goals of the US branches are met year on year.

Key Responsibilities
  • Identify and convert profitable new sales opportunities within the region and effectively manage individual and team performance.
  • Develop and cultivate a strong prospect list to ensure continuity in new business being discovered and onboarded.
  • Arrange and attend customer visits and represent the company positively at trade shows.
  • Accurately forecast sales revenue and manage the overall sales pipeline through regular sales reviews and meetings via CRM.
  • Analyze existing lost and down trading customers to assess potential.
RFP / RFQ Development & Management
  • Ensure all content is in the company's central repository and manage this data to continuously improve for the regions.
  • Assess requests to ensure opportunities and risks represent a realistic chance to win new or additional business within existing or new aerospace customers.
  • Involve line managers in inquiries 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 and perform regular appraisals and monitor each team member's goals to ensure staff growth and retention.
  • Work alongside and manage internal resources to ensure all requests are answered within agreed deadlines using standard system format.
  • Act as a go-to person for all advice and guidance in preparation of proposals and projects.
  • Ensure all margins are accurate and within 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 to maximize 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 won and exciting opportunities within the team to be shared with the group.
  • Track and 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 objectives 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 the territory and team awareness.
  • Identify and evaluate industry trends, competitor activity, and market forces, reporting and recommending appropriate action.
Key Skills and Attributes

Solution sales driven with a hunger to engage prospective and new customers to articulate the company's capabilities, deliver, and exceed personal targets and objectives. Customer-focused with excellent attention to detail, commercially minded with the ability to design and implement customer solutions in aerospace logistics. Should have experience in building multi-level relationships and highly developed communication 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 that satisfy both customer and company objectives.
  • Excellent IT skills, including Microsoft Office suite, with the ability to produce presentations, analyze and report on data, and make and execute recommendations.
  • Work proactively using own initiative.
  • Previous experience dealing with a 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.

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