SUMMIT AVIATION, INC.
POSITION DESCRIPTION AND SPECIFICATION
POSITION TITLE: Regional Sales Manager DATE: March 2025
FLSA STATUS: Exempt DEPT: Sales
LOC: Remote (within 5 hours of Middletown, DE)
Home Based Location preferred: North Carolina, Tennessee
POSITION SUMMARY: Responsible for increasing maintenance and avionics sales for Summit Aviation in Middletown, DE. Focus make/models include Bell 206/407/212, Eurocopter AS350, B1/B2/B3, Sikorsky S76 A/B/C Sikorsky S92 and King Air series. Focus market would include NC, SC,TN,GA,FL,AL,MS, LA. Candidate should possess strong sales skills, knowledge of turboprop and helicopter systems, and solid team skills. Strong consideration will be given to Bell series experience.
JOB DUTIES AND RESPONSIBILITIES:
- Develop a sales plan based on Summit Aviation objectives and focus areas, market analysis on assigned target aircraft.
- Research and identify new prospects for the assigned role, using SalesForce CRM or Jetnet, and incorporate input from Maintenance, Avionics and Parts sales team.
- Organize sales trips to meet with prospects and set specific objectives for each trip. Follow-up with customers and provide timely verbal/written summary of results/opportunities/issues with direct manager.
- Generate sales opportunities through face to face, verbal (telephone) and written communications with the existing and potential customer base for their airframe. Emphasis and objectives are based on airframe maintenance, avionics and modifications/upgrades.
- Maintains aircraft status and customer information files in SalesForce CRM and/or other formats in order to identify and support the timely pursuit of opportunities and earn customer business.
- Manages territory sales pipeline in order to optimize hangar workload in network facilities.
- Assist customers with budgeting and forecasting maintenance and modifications on aircraft.
- Assembles MRO work package/statement of work including items such as maintenance due list, aircraft technical baseline configuration, functionality/integration needs/features for new systems/installation in a manner that supports quoting requirements. Provides important input regarding competitive situation, priorities of customers, etc., which will assist in developing a customized proposal for that customer.
- Research SOW items and develop quotes to best meet customer needs. Coordinates avionics components with the proper Sales Specialist. Takes special effort to coordinate interior opportunities with other Greenwich companies to meet customer needs.
- Present quote to customers; collect feedback and act upon it to tailor/alter quote to address negotiated items within limits of approval.
- Closes the sale with all customers and collects deposit payment from customers through the arrival date of aircraft at the service center when required.
- Solicit feedback from customers after departure via a survey program. Submits feedback to pertinent parties in the organization.
- Work effectively and proactively with Operations, scheduling, and Program Management teams to keep a general understanding of shop loading status, lead times for projects being sold, etc.
- Identify and act upon cross-selling opportunities in areas outside MRO activity, including OTC Parts, and specialty services from other Greenwich AeroGroup companies. Examples include landing gear overhauls (PAF), used avionics (Matrix), etc.
- Develop business and business relationships from "influencers" such as brokers, aviation consultants, local PAMA/business aviation groups, etc.
- Proactively look for new leads by networking, researching websites, asking customers for referrals, etc. Pass along new leads for aircraft represented by a different Greenwich salesperson to that person.
- Proactively stays current on Maintenance and Avionics, and competitive trends to help upsell/create solutions for customers.
- Acts as an advocate for the Customer when needed in line with our reputation or do "right things right". Proactively collaborate with proposal writer, scheduler and Service Managers as needed when challenges arise.
- Responsible for territory sales, forecasting, and will participate in annual budget process.
- Maintain a high level of customer service by responding quickly to customer questions, quote inquiries and initiating post-sale visit/follow-up.
- Actively participate in trade shows and handle follow-up calls/reports after the show. Assist where needed in trade show logistics, planning and setup.
- Summarize results in agreed-upon measured areas for coaching discussions with direct manager.
- Provide and/or coordinate facility tours and create cross-selling opportunities for new customers.
- Attend sales meetings: provide input on opportunities and issues in the department and company.
- Handle paperwork in a timely manner (obtaining signed quotes, handling expense reports, providing quotes, reporting results, etc). Stay at or below budget for travel, business entertainment, etc.
- Observes company rules and regulations, including housekeeping and proper use of safety methods and the safe operation of equipment.
- Other duties as assigned.
- Ability to travel up to 60% of the time.
- This position does often require sales activity beyond the traditional 40 hours/week.
ESSENTIAL JOB RESPONSIBILITIES:
- Grow the top line/gross profit in Aircraft Services, in concert with Company profit objectives and strategy.
- Interact heavily with other operational contacts to ensure customer needs are met and we capitalize on all opportunities, including communications with Maintenance, Avionics, Scheduling, Purchasing, Proposal writer and Program management
- Analyze and control travel needs to conform to budgetary requirements.
- Track quotes and sales activities; prepare periodic sales reports showing sales volume and potential opportunities.
- Negotiate terms and pricing with customers with the goal of maximizing Gross Profit, while being competitive in the marketplace, and staying within assigned negotiation limits.
- Work effectively and proactively with Technical Services to ensure quotes are accurate, and skills/capabilities are present to handle the projects at hand.
- Collaborate with OTC Parts to maximize sales opportunities.
- Communicate with Scheduler to ensure labor resources are available for required
- Communicate with Proposal writer to ensure SOW alignment and Quote accuracy is achieved to support customer and sales goal achievements.
- work. Proactively collaborate with Scheduler and Service Managers as needed when challenges arise.
- Possess a solid understanding of aircraft maintenance, avionics and aftermarket upgrades in both turboprop and Rotary wing aircraft services being offered at SAI
- Attend sales meetings and scheduling meetings and proactively provide input to scheduling issues (understand how flexible some customers may be to alter schedule, brainstorm how to fill empty slots, etc).
- Represent company at trade association meetings to promote services; execute trade show plans, handle details of trade show logistics.
- Act as liaison between Sales Department and Operations departments to rectify customer issues, create quotes, and understand product offerings.
- Take initiative: search for continual growth and learning on turboprop/ RW aircraft and recommend/help implement ways to develop new and better programs for our customers' satisfaction.
- Handle paperwork in a timely and accurate manner (expense reports, quote requests, reports, Sales Force CRM population etc). Summarize quarterly results in agreed-upon measured areas for coaching discussions with direct manager.
EDUCATION:
- Airframe and Powerplant (A&P) license preferred
- Bachelor's degree in sales/marketing or aeronautical degree strongly preferred.
- One (2-3) year of aviation services representation or sales experience required.
- Three (3) years of aircraft maintenance experience preferred.
- Favorable consideration for Bell Aircraft service sales experience
JOB KNOWLEDGE, SKILLS & ABILITIES:
- Must possess a working knowledge of business aviation, maintenance, manufacturers, and marketplace trends.
- Possess an ability to work in fast-pace and occasionally stressful environment while maintaining a high degree of flexibility, accuracy, and attention to detail.
- Possess ability and willingness to work beyond traditional workhours to achieve sales success and customer support requirements.
- Must be able to handle multiple projects simultaneously: possess thorough organization to ensure that all details of each ongoing project are followed through and managed correctly.
- Must have good working knowledge of MS Office including the creation of spreadsheets, quotes/customer letters, databases, and reports (Excel and MS Word). Experience or ability to thoroughly learn SalesForce CRM software, and Outlook is needed.
- Ability to work well with others in different departments, even when challenges arise (Proposal writer, Program Management, schedule, budget, etc).
- Must have excellent sales skills: specifically in quality prospecting and profitably closing customers. Active listening, consultative selling and finding solutions for customers are more important than aggressively talking about Summit Aviation.
- Should hold excellent initiative and judgment to make recommendations for improvements in our processes and product offerings. Individuals will need to be assertive with vendors and be able to effectively deal with demanding customers.
- Must be willing to undertake new responsibilities as business needs change.
- Presents self professionally and courteously with internal and external customers.
- Ability to travel to trade shows and maintain a professional presence while demonstrating product knowledge during conversation with prospects and demonstrate follow-through after the initial contact.
- A proven achiever with strong team-building and interpersonal communication skills. The successful candidate will play a key role in developing strong relationships with new and existing customers
- Ability to travel up to 60% of the time.
- Must live within a reasonable drive of (within 5 hour drive) Summit Aviation in Middletown, Delaware.
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Summit Aviation
Medical, Dental, Vision, STD, LTD, Life Ins., 401k w/401k Matching
Mar 25, 2025 