Regional Sales Manager - Vice President

Role Description

Initiate calls and/or meetings, drive new pitches, and maintain continuous contact with clients in order to maintain rapport, retain clients, generate new sales opportunities, etc. Communicate aviation financing strategy and product features and benefits to prospects.

Role Objectives: Delivery

Schedule and facilitate effective sales update meetings, new pitches, etc., with regularity in a wide variety of forums (i.e., corporate, off-sites, conferences, etc.) to maintain advisor rapport / relationships, generate new sales opportunities, cross-sell and cultivate new relationships (i.e., networking, referrals from existing clients). Deliver the underwriting, execution and contract management delivering comprehensive aviation finance solutions. Originate sales opportunities with new clients through calling efforts, networking and working with internal partners. Identify, tier and drive the management of end user accounts. Create incremental customer value through the origination and deployment of initiatives that increase acceptance and use of firm products and services. Review and analyze MIS reports to monitor sales performance and portfolio growth, in order to modify and optimize end user acquisition, sales and relationship management activities. Execute root cause analysis and implement corrective actions to enhance client service levels and, ultimately, satisfaction.

Role Objectives: Interpersonal

Partner with cross functional leadership and bid support to track / review sales reports, develop methodical approaches to build client pipeline, review opportunities within targeted segments, and assess sales / client services. Attend and/or frequently host / present at senior industry conferences, prominent business forums, trade shows, etc. to deepen / expand client reach and better understand macro themes, competitive landscape, and industry best practices, while strengthening client relationships and aviation finance brand. Coordinate and help oversee client service, including equipment acquisition process, liaising with equipment vendors, schedule servicing and maintenance, closing and documentation, administration and billing, and equipment return and auditing. Develop leads through phone calls, emails, and personal visits with prospective customers and existing customers. Deepen existing relationships with dealers, manufacturers, and end users. Drive personal revenue by growing existing relationships in existing portfolio of end users and acquire new business by using consultative sales and accounts management approaches. Cultivate an in-depth understanding of how each partner's business operates to generate customized and relevant offerings. Respond to incoming end user enquiries, initiating new applications and acquiring of new clients. Collaborate with internal colleagues in products, sales, and marketing. Serve as a key stakeholder on marketing materials to promote the aviation finance business and drive prominent display and product awareness at the end user level.

Role Objectives: Expertise

Apply (and broaden) knowledge of aviation finance products and strong presentation skills to cross-sell different products to deepen wallet share of existing clients. Maintain awareness and diligence in tracking data including CRM systems and partner management databases. Demonstrate a solid understanding of of the principles of commercial aviation, industry vendors and equipment types, market and operational challenges, and products and services available in the competitive market. Display knowledge of lease terms and structures, equipment life and maintenance cycles, seasonal variations, and general industry knowledge to advise on optimal product offerings. Use solid communication skills to construct written proposals, and basic negotiation skills to close transactions with equipment dealers and end users.

Qualifications and Skills

Recommended years of experience: 7

Additional Requirements