Role and Responsibilities
Passionate about your field? Looking for a work environment where you can meet challenges, innovate, use state-of-the-art tools, and collaborate with experts from various sectors? Want to join a world‑class company and industry leader and be proud to contribute to our projects and mission? Come join our team and share your passion with us!
At CAE, our teams are committed to staying innovative and on the leading edge. It is therefore essential to keep improving all the tools and software we have developed. That’s why we need your expertise and passion to complete our team!
The role we are offering you:
This position is focused on securing new business aviation training from prospective and current accounts in an effort to meet sales objectives through solution based selling. The job holder is responsible for meeting the revenue targets for their assigned sales region.
The ideal candidate will be customer focused, detail and process oriented, highly organized, able to thrive in a dynamic time sensitive environment, and able to effectively communicate with both internal and external customers. This position will have a strong focus on driving customer satisfaction through leveraging internal relationships to help achieve client retention.
Governance / reporting
Provide weekly/monthly sales reporting activities within the defined timeframe/process.
Provide monthly revenue forecast inputs.
Obtain necessary governance approvals for proposals, including any pricing adjustments.
Use the sales tool Salesforce.com along with the customer scheduling and booking tool Gemini.
Communicate and agree customer requirements as appropriate with other training centres.
Achieve defined revenue, yield, retention, and growth goals for assigned accounts within your specified region. Maximise yield.
Work closely with the different stakeholders regarding the scheduling of the training for new and existing clients.
Be the final authority and have ultimate responsibility for all territory pricing decisions.
Develop retention and growth strategies for existing active accounts, leveraging the entire CAE organisation.
Manage territory (and Account Executive where in existence) to maximize the revenue and yield opportunity within the territory.
Achieve sales targets for territory.
Execute activity dashboard (calls, proposals, win ratios, etc.).
Maintain opportunities, activities, leads, and proposals to date in CRM (Salesforce.com).
Responsible for the accuracy of the records relating to accounts in CRM & Gemini.
Lead and manage a specific set of assigned helicopter aviation accounts.
Work closely with the Sales Leader to create a plan that drives sales within your territory.
Promote and execute on solution sales (full portfolio) in accordance with the region’s objectives; lead and present value propositions for assigned accounts by engaging capture team resources as required. Identify competitive landscape, risk, threats, closely monitoring and identifying those assigned accounts who are being competitively threatened.
Ensure customer relationship and satisfaction follow-up on wins/losses Action all assigned leads and respond appropriately.
Identify business development opportunities and report opportunities to the Head of Sales.
Establish regular interactions with all accounts and in-person visits to ensure revenue attainment and retention of clients Develop a strategy to monitor client visits on an annual basis.
Establish close customer contact to determine customer needs and position CAE to optimize the portfolio sold to each customer.
Travel as necessary within territory to ensure the achievement of revenue goals and retention of clients (approximately 2 weeks per month) Ensure that each new account has signed a contract with appropriate terms and conditions.
Coach and mentor less experienced sales resources.
Our ideal candidate has:
Knowledge of the business aviation market; monitor competitive landscape
5+ years of experience
Good command of both spoken and written English & Chinese including Mandarin or Cantonese.
Technical acumen, aviation knowledge preferred
Business acumen and financial literacy
Intimate knowledge of pilot training preferred
Working knowledge of simulation products (Full Flight Simulator, Flight Training Device, Integrated Procedures Trainer, Virtual Simulator) preferred
Ability to navigate CAE internal resources and network
Creative and resourceful to deliver on customer commitments
Good knowledge of Hong Kong and Asian aviation market and strong business sense
Pleasant personality with strong communication and negotiation skills
Strong strategic sales leadership skills
Quality driven, customer and business results oriented
Highly motivated, ambitious to drive for result and a good team player
Role involves travel which could be at short notice.
Drive for results:
Results oriented and delivers on commitments
Persistence and ability to close sales opportunities
Ability to function both autonomously and as a team
Strong sales skills – communications, presentation, negotiations, listening, interpersonal, and influencing skills
Cultivate and maintain deep, long-lasting customer relationships at multiple levels within assigned accounts (brick wall)
Identify optimal customer solutions
Cultural understanding and awareness
Must be able to maintain professionalism in the workplace at all times.