Sales Vice President - AZ, NM, UT, CO

Purpose of Position

The Vice President Management Sales (VPMS) is responsible for increasing/expanding EJM’s Aircraft Management services activity/market share in a defined regional territory. Pro-active sales activities in which the successful VPMS is expected to engage include; Systematically pursue qualified management prospects including corporations, individuals, flight departments, charter brokers) through aggressive prospecting campaigns in pursuit of qualified customers.

Tasks and Responsibilities

• Preparing and communicating standard and customized Management Services presentations and materials/proposals to qualified prospective customers. Negotiating and entering into profitable long-term Management agreements.
• Meeting annual sales quotas established by the Senior VP Aircraft Management Sales and Owner Services while remaining within predefined expense budgets. Expanding EJM's Aircraft Management services business in the defined market through proactive selling techniques that include prospecting. Demonstrate comprehensive knowledge of the service offerings available through EJM and NetJets.
• Networking with aviation service provider representatives including aircraft manufacturers, maintenance facilities, refurbishment facilities, financing groups, Aircraft Sales Brokers, Consultants, FBO operators, local business members, Travel professionals, Charter Brokers, NetJets personnel (esp. NetJets sales representatives), flight departments (Chief Pilots, Aviation Managers, Dispatchers, etc.).
• Managing and documenting all sales activities within the EJM Sales database system, including timely synchronization with the company-wide system. Manage prospective sales call activity so as to maximize the number of visits conducted in a single travel event. Prepare weekly sales activity reports to include sales activity; including number and type of sales calls conducted, key prospect status/activity and future sales activity/forecasts. Attend and actively participate in scheduled sales meetings. Provide analysis of territory (market potential, competitor intelligence, etc.) to Senior VP Aircraft Management Sales and Owner Services. Provide Senior VP Aircraft Management Sales and Owner Services with accurate and timely expense report documentation.
• Note: It is not possible to list all required job duties on this form. There may be other important duties assigned, depending on the position. For a full list of essential job functions, please refer to the essential functions worksheet for that position.

Education

Bachelor's in Aviation or Business

Years of Experience

6-8 years of experience

Knowledge, Skills, Abilities and Other (KSAOs)

• This is a commissioned sales position selling to corporate executives and high-net-worth individuals. Must have an established track record selling products or services and experience building and maintaining strong, trusted client relationships.
• Experience leading a diverse team to achieve established sales goals and implement improvements
• Needs a strong boardroom presence and presentation skills as well as the ability to articulate value versus cost.
• Position will require self-generation of leads, robust and aggressive prospecting and disciplined management of pipeline.
• Position is focused on retail charter sales, not wholesale charter sales to charter brokers.
• Salesperson must be able to work independently with minimal oversight and solve challenges and overcome customer objections and obstacles to selling.
• Confidence in representing the EJM brand and selling EJM services.
• Must be comfortable addressing customer issues and service deviations 24/7/365.
• Must be willing to travel extensively within assigned territory to conduct customer/prospect meetings.
• Excellent verbal and written communication skills
• Strong computer skills: Microsoft Office, Salesforce.com (a plus)
• Ability to prioritize work to meet deadlines and function as a member of a team
• Detail-oriented person
• Experience/knowledge in the private aviation industry is a plus but not a requirement.

Benefits Package:

EJM offers a full complement of attractive benefits to our team members, including company-paid Medical, Dental, Vision and Short-Term Disability insurance.
Additional benefits include: