Manager - Sales - Aviation (10-17 yrs)

Role Summary:

- The Sales Manager will assist senior management in the development and implementation of the outbound (direct) sales function of the company focussed on selling high value products such as aircraft management contracts, aircraft sales and forms of aircraft ownership, Membership programs (subscription products) and future high value products aimed at frequent flyers.

- In this role the Sales Manager will work alongside the existing inbound sales function within the Commercial department which focusses largely on the air charter market. In this role the Sales Manager reports to and will initially work under the direction of the Chief Executive Officer (CEO) who built the business and remains the driving energy behind the companys new customer acquisition and sales success.

- In future the role will report to the Director of Sales when that position is filled.

- The Sales Manager will be responsible for managing a pipeline of sales leads generated by Marketing activity or through the CEO, managing the sales process to convert those leads to customers, achieving sales targets and delivering new revenues.

- In addition, the Sales Manager will manage customer relationships post-sale to ensure customer satisfaction with their first service experience and build customer retention and growth in share-of-wallet over time. Working closely with the VP Commercial, this

role will coordinate and align direct sales activity and new customer onboarding with the other revenue generation and customer management functions (Marketing and Commercial teams), and with fleet operations and aircraft management functions deliver an effective end-to-end customer experience.

- Based in our Hyderabad office, and as part of the sales and commercial team, this role will be expected to work closely with other members of the senior leadership team, such as the Chief Strategy Officer on the business and product development strategy, and with the Finance and Legal teams will ensure that sales success and contracts are delivered within the scope of all relevant policies and procedures, and market and commercial risks are carefully managed and mitigated.

- Over time the Sales Manager will assist with expansion of the direct sales activities of the company by recruiting further sales managers and executives in the Hyderabad office focussed on managing the outbound sales activities, in line with the achievement of growth targets for product sales.

- Some travel may be required for meetings with prospects and customers across key customer locations in India and to manage sales meetings.

Key Responsibilities:

Direct Sales Management:

- Assist the CEO & Director of Sales to develop the outbound (direct) sales function of the company to achieve sales goals and revenue targets established in the annual operating plan (AOP).

- Work closely with the CEO, CSO and Director of Sales to implement sales campaigns for the companys new products(Membership and Aircraft Ownership programs) targeting HNI frequent flyers with high levels of travel frequency and service need.

- Research industry trends and reports to ensure an up-to-date knowledge base about the market in India for private jet ownership, the charter market and new market opportunities.

- Respond to inbound enquiries about the company and its products and services, with a particular focus on aircraft management and ownership options and the Membership product for frequent flyers.

- Prepare pitch documents and presentations utilising a range of industry data sources and company resources to deliver winning proposals to prospects and customers.

- Manage and maintain a pipeline of leads for these products to ensure a steady flow of prospects in the sales funnel, managing a seamless transition of Marketing Qualified Leads (MQL) to Sales Qualified Leads (SQL).

- Nurture SQL, with direction from CEO or Director of Sales, to develop a close understanding of individual customer needs and build positive relationships with prospects.

- Manage requests for information and deal with objections in an informed, professional and engaged manner to build customer confidence in JetSetGo and its products and services.

- Maximise conversion ratesto achieve a high level of sales success in line with annual targets.

- Maximise gross margin on sales to achieve sustainably profitable revenue streamsfrom the companys products and services.

- Manage a sales database in order to effectively track, monitor and report on sales performance and future revenue potential and/or opportunity.

- By analysing sales pipeline and customer data, identify new business and revenue opportunities, proactively alerting the CEO, Director of Sales or VP Commercial to opportunities to win high value contracts or charter sales.

- Maintain strong relationships with high value clients, building the companys share of business and developing advocacy and referrals to develop new sales prospects through word-of-mouth promotion.

- Represent the company at important industry and business events as directed by senior management, and maintain a strong professional image at all times in line with the companys brand values.

Collaborations:

- Collaborate with the Marketing team in the implementation of the brand positioning strategy and provide customer data and intelligence to improve the effectiveness of marketing campaigns designed to generate leads for Memberships, fractional ownership and aircraft management.

- Work with the Marketing team to develop effective sales collateral and presentation materials, including powerpoint slides, product summaries and brochures.

- Collaborate with the New Product and Technology teams to provide market and customer insights in the development of new products and services, and represent the voice of the customer in the process.

- Collaborate closely with the operational functions of the business to ensure a successful customer experience and high satisfaction rates, ensuring regular customer feedback to help drive a culture of continuous improvement.

- Collaborate closely with the Finance and Legal teams to ensure all contracts and customer accounts are managed in compliance with the companys policies and procedures.

- Collaborate closely with the Accounts department to ensure all completed sales are billed and any queries or disputes are settled in a timely, accurate and professional manner.

Requirements and Skills:

- Proven track record in managing a sales pipeline with consistent sales success within high value products and services targeted at the High Net Worth (HNI) customer segment.

- Minimum of 10 years experience in a sales management role with a proven ability to manage and nurture leads leading to high conversion rates and revenue growth.

- Experience in private aviation, or the luxury goods and services (such as premium cars, high end property or hospitality services), or HNI financial (wealth management)services sectors is strongly preferred.

- In-depth knowledge of selling strategies and methods, and excellent relationship management skills.

- Bachelor's degree in a business-related field and a Master's degree would be advantageous.

- An ability to master complex and technical details, and make them accessible and easy to understand in interactions with prospects and customers.

- Excellent management, interpersonal, and organizational skills.

- A high standard of numeracy and creative thinking using numbers.

- Strong written and verbal communication and presentation skills.