Company Overview

Signature Flight Support is part of the Signature Aviation group of companies

Signature Aviation plc is a market leading, global aviation support and aftermarket services provider, primarily focused on servicing the Business and General Aviation (B&GA) market. We are a privately held Company owned by the consortium of private equity firms that includes Blackstone, Global Infrastructure Partners and Cascade. We have operations on 5 continents with more than 220 locations and approximately 5,000 employees worldwide.

Signature's worldwide network of FBOs delivers essential support services for business and private aviation, including refueling, hangarage, maintenance, repair and overhaul, and a variety of other world-class amenities with exceptional customer service.

General Purpose of the Job: The Director, Global Sales Strategy will be responsible for developing, implementing, and operating strategic and tactical programs to enhance sales segment penetration and deliver a significant competitive advantage for Signature Aviation. This position will manage key sales projects and processes, including designing, developing, and implementing programs that help the sales organization deliver on business objectives and operational expectations. In addition, this position is responsible for interacting with other parts of the sales organization and the broader organization to access and employ needed resources to maximize sales effectiveness by utilizing insights gleaned from performance, operational and transactional analysis. This includes sales, operations, revenue management, finance, and all centralized sales and support functions.

Essential Duties and Responsibilities:

(Other duties may be assigned)

Sales Strategy

Responsible (indirectly) for the achievement of top-line revenue with a focus on delivering strategic and tactical programs
Manage annual business planning process for the sales team, including setting revenue targets and overhead sales budgets
Develop and maintain Signature's segmentation strategy, based primarily on customer potential
Define and disseminate strategic growth priorities by segment and by sources of growth (increase penetration, cross-selling, new account acquisition, etc.). These strategic growth priorities will be utilized to influence the design our sales structure heavily
Work with external consultants, Human Resources, and the Sales Performance leader in supporting the design and administration of sales compensation plans

Sales Performance

Responsible for performance and business trend analysis by identifying, communicating, and advising on new business opportunities, analyzing sales strategy strengths and weaknesses, and identifying solutions
Collect and communicate sales performance to management (including PMO and board presentations)
Coordinate closely with the Commercial Planning team to ensure the broader global sales team leverages actionable sales analytics & insights to capture market opportunities
Collect, evaluate, and analyze complex sales data and interprets data to help decision-making across sales
Help drive effective pricing decisions and the effective and efficient production of proposals and contracts

Sales Technology & Project Management

Plan and lead the implementation of projects that support the sales organization
Champion system improvements increased automation and workflow that facilitates sales activities and improved reporting
Develop and maintain sales platforms and systems that drive overall effectiveness

Salesforce Design

Review and provide recommendations to improve the structure of Signature's sales force to drive sales effectiveness and alignment around growth opportunities. Work with other revenue team leaders to ensure that the team is aligned with how the buyer buys and that roles and responsibilities are clearly defined and understood.
Ensure account assignments are based on an objective and fact-based approach based on customer intelligence & segmentation.
Develop and maintain the process to determine the size of Signature's sales force and effort allocation based on fact-based estimates of workload and financial returns.
Develop and maintain an approach for territory design, ensuring that workloads are balanced and the coverage is optimized based on the targeted accounts, sales force capacity, and the need to maximize our growth potential.
Develop and maintain market, competitor, and customer insights, including customer needs and buying processes
Maintain detailed, segment-specific value propositions aligned with customer needs, buying preferences, and account potential.
Maintain a comprehensive database of account profiles, sales histories, and potential to support our marketing and sales strategy, tactical planning, and execution.

Supervisor and Financial Responsibilities:

Primarily interacts with Revenue Management, Finance, Marketing, and Operations
Daily interactions with individual contributors in professional roles
Regular interactions with key customers and other stakeholders

Minimum Education and/or Experience:

Bachelor's Degree or equivalent; plus 8 years related experience and/or training; or equivalent combination of education and experience in sales or strategy
At least 5 years of sales strategy experience with progressively increasing responsibility and complexity of work

Additional knowledge and skills:

Demonstrated proficiency in analyzing business trends and performance
Ability to manipulate large data sets and conduct scenario analyses/modeling. Keen to focus on accuracy
Working knowledge of customer relationship management (CRM) systems, preferably Microsoft Dynamics
Ability to manage a diverse range of projects simultaneously
Ability to influence key stakeholders and partners throughout the business
Excellent verbal, analytical, oral, and written communication skills, and interpersonal skills
Self-starter with exemplary organization and resolution management skills. Must possess a "can do" attitude
Demonstrated experience of successfully executing against tight deadlines, with a collaboration mindset
Must be able to prioritize and manage concurrent projects and issues skillfully
Experience in working with cross-functional/cross-departmental and virtual teams at a senior level
Ability to read, analyze, and interpret complex documents. Ability to respond effectively to the most sensitive inquiries or complaints
Ability to apply logical and critical thinking principles to a wide range of intellectual and practical problems
Independent judgment is required to recommend objectives, evaluate new problem-solving approaches, and assess changing facts or conditions
Advanced skills required in Microsoft Word, Excel, and PowerPoint

An Equal Opportunity Employer including Disability/Vets

Signature Aviation

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Director of Global Sales Strategy