Job Description

XO is the leading end-to-end instant-booking platform giving customers the ability to book flights Worldwide. Providing a full spectrum of private aviation solutions from single seat purchase to full aircraft charter, XO flights are serviced through Vista Global's fleet of 200+ aircraft, including XO’s branded aircraft, or off-fleet, through an Alliance Fleet of over 2,100 aircraft.

As Manager of the Inbound Sales Team, based in London or Dubai, you will be responsible for growing and developing a team tasked with securing new XO membership sales & charter flights via the Inbound Lead Generation channel. Reporting to XO’s Vice President of Sales EMEA, you will work alongside the company’s entire sales, sales support, marketing, and service teams to deliver on an accelerated growth plan with a highly customer centric focus

XO is part of Vista Global Holding, the private aviation group founded by Thomas Flohr to become the worldwide leading provider in business flight services. Vista Global integrates a unique portfolio of brands, including VistaJet, offering asset-light flying solutions to serve every private aviation customer.

Your Responsibilities

Leadership/Management

• Create and execute short and long-term sales plans, goals, tracking mechanisms, compensation, and analytics to deliver the Inbound channel strategy and growth
• Drive the day-to-day sales operations and growth programs to achieve the required growth and targets set by the VP of Sales
• Effectively manage the Inbound Team KPIs, with a focus on the rigor of the Inbound Lead Management, and achieving meaningful calls with prospects, and accuracy of reporting for team and individual results
• Strong performance management of the Inbound sales team to ensure consistent rigor and performance, through development, mentorship, and coaching
• Champion the sales tech stack ensuring team adoption and streamlining the sales operation
• Lead the hiring, coaching, and managing of the Inbound Team. Recruit, train, and onboard new advisors as required
• Ability to identify, make recommendations and execute improvement in areas of process, content, efficiency, and productivity
• Identify and implement strategy to continually grow the business through effective inbound prospect engagement and acquisition of new XO clients
• Lead efforts of segmenting, updating, and managing the Company’s customer databases in partnership with the Salesforce Administrator and Sales Leadership
• Demonstrate the interpersonal skills required to maintain and grow relationship(s) with direct reports (inbound team), and other internal partners across Sales, Revenue Management, and Client Services
• Demonstrate a hunger for growth, both professionally and personally

Sales Efforts

• High closing environment and very clear pipeline management with great follow up
• Versed and comfortable with CRM tools and post sales process
• Subject Matter Expert on the terms and conditions of XO Programs
• Budget mindset focused on investments which produce results
• Drive high frequency contact efforts and new business development opportunities (both short and long term) within assigned territory
• Define and deploy best practice prospecting methodologies and processes across all aspects of the lead generation workflow to include coordination with Company leadership and marketing
• Work with sales team to consistently bring new business and transition clients into programs
• Responsible for establishing and equitably assigning sales force quotas and ensuring XO financial objectives are optimally allocated to all sales advisors
• Accountable for the timely assignment of all sales organization objects
• Partner with VP Sales EMEA and Sales Leadership to identify opportunities for sales process improvement
• Facilitate successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch; foster an organization of continuous process improvement
• Work with Human Resources and VP Sales EMEA to design sales incentive compensation programs that provide market-competitive pay, reinforces sales organization strategy, and aligns with business and sales organization objectives
• Direct and support the consistent implementation of Company initiatives

Required Skills, Qualifications, and Experience

• Minimum 5+ years of sales experience, preferably in private aviation
• University degree holder
• Creative and fast-moving individual, inspired by innovation
• Trusted team leader, with a high level of compassion balanced with a strong level of ownership and ability to maintain a high-performance culture
• Highly analytical and detail orientated; able to make data-driven decisions and establish the right process and correct focus for the team
• Ability to pivot in a high-volume sales environment, navigating ambiguity and fast changes
• Trustworthy and open minded to change and new ideas
• Outstanding written and oral communication skills, appropriate for engagement with High-Net-Worth individuals and/or at Board/Director/Executive level
• Proactive approach to problem solving
• Ability to prioritise and manage competing needs
• Leads by example
• Demonstrates outstanding service and customer-oriented behaviour
• High levels of tenacity and resilience
• Strong financial and business acumen and excellent negotiation skills
• Computer literate with proficiency in MS Office Applications
• A high degree of organisation and self-motivation is required

Skills Required

• Aviation
• Microsoft Office