Material Sales Director

Company:

Material Sales Director

In support of Boeing Global Services' (BGS) aspirations for global aerospace leadership and uncompromising customer focused products and services, we are seeking a passionate, motivated, and knowledgeable Outside Sales Representative who will help customers solve business challenges as it relates to aftermarket aircraft support in Dubai, UAE and Africa.

The Area Sales Director position develops, maintains, and interacts with broad scope of new and existing customers within the aviation market to increase sales and/or services through product knowledge, education and value proposition. In this role, you will develop sales strategies designed to demonstrate the features and benefits of the products/services to achieve increased sales and profitability.

You will be responsible for managing the full sales cycle for assigned accounts; from preplan to servicing the customer, while utilizing the full suite of communication technologies offered by the company.

Position Responsibilities:

• Leads the approval process by advocating the customer requirements and selling the business case to management to ensure quality deal.
• Balances the enterprise, business unit and customer goals to meet and drive Long Range Business Plan (LRBP).
• Leads negotiations and finalizes commitments, ensuring mutual benefit to the customer and Boeing by interfacing directly with customer decision-makers and influencers.
• Leverages detailed understanding of both customer and Boeing needs and resources to find areas of alignment and integration.
• Obtains commitment within parameters approved by management.
• Drives sales and campaign activities to successful completion by integrating multiple aspects of the customers' needs.
• Crafts campaign specific strategies, procures resources and secures management commitment to ensure successful execution.
• Review metrics to monitor campaign project status and budget requirements.
• Leverages company resources to support customer commitments, gain competitive advantage and foster business growth by using a comprehensive understanding (breadth and depth) of multiple Boeing products and services, process and operations and resources.
• Integrates knowledge into business strategies and solutions.
• Research, reviews and analyzes information about competitors' products and services to develop a comprehensive understanding (breadth and depth) of specific competitor activities and their impact on company strategy to improve our competitive position.
• Verifies, evaluates and applies detailed customer knowledge to advance campaign activity, supports the long-range business plan (LRBP) and contributes to strategy development (e.g., country, region and campaign).
• Establishes a broad network of contacts and knowledge base to act as a broker of knowledge to multiple customer needs.
• Provides guidance to more junior employees regarding capturing and documenting detailed customer knowledge and assists in network development.
• Initiates and advances customer relationships and works to be accepted as a trusted business partner by the customer.
• Establishes, maintains and expands networks to address customer needs and keep lines of communication open.
• Develop customer solutions by coordinating and integrating with internal and external processes and divisions to provide a competitive advantage and to foster business growth with acceptable margins. Coordinates packaging of Boeing and Industry products and knowledge into complete solutions that meets customer needs.
• Leads review process with management by balancing customer expectations and Boeing resources.
• Maintains and advances customer relationships to proactively address future needs.
• Identifies future business opportunities and promotes the value of Boeing portfolio and partnership. Provides networking capabilities to address needs beyond Boeing's resources and offerings.
• Takes consultative approach to help customers achieve objectives.
• Leads preparation of proposals by developing themes and discriminators and ensures correct members and resources are included in the team.
• Recommends alternative means of compliance with customer requests.
• Review and contributes to the final draft materials.
• Challenges recommended scope and cost to ensure compliance and competitiveness.
• Develop strategy and tactics using in-depth knowledge of customer needs, Boeing products and services and competitive environment to foster business growth with acceptable margins.
• Ensures strategic alignment with the customer, Long Range Business Plan and regional and country objectives.

Functional Excellence Competencies

• Drive to understand customers’ needs and priorities
• Places priority on understanding customer needs and takes ownership on finding solutions, effectively using empathy, patience and collaboration skills.
• Influence the customer and shape requirements
• Uses appropriate techniques to gain agreement and commitment to drive results.
• Natural customer and partner relationship building skills
• Develops and sustains productive customer and partner relationships.
• Product, Operational and Acquisition Process Acumen
• Confidently and effectively integrates product, operational knowledge and acquisition process into a customer discussion.

Technical Competencies

Boeing Knowledge

Knowledge of Boeing's organizations, processes, programming plans, policies and procedures, and products required to effectively perform functional responsibilities of the occupation.

Boeing/Vendor Agreements

Knowledge of theories and conditions of agreements between Boeing and various vendors (internal and external) and how they apply specific company policies, procedures, and practices.

Business Analysis

The methodical investigation, analysis, review and documentation of all or part of a business in terms of business goals, objectives, functions and processes, the information used and the data on which the information is based. The definition of requirements for improving processes and systems, reducing their costs, enhancing their sustainability, and the quantification of potential business benefits. The collaborative creation and iteration of viable specifications and acceptance criteria in preparation for the deployment of information and communication systems. The adoption and adaptation of business analysis approaches based on the context of the work and selecting appropriately from plan-driven/predictive approaches or more adaptive (iterative and agile) approaches.

Communications Planning

Ability to create communications plans, strategies, and tactics.

Contracting Process

Knowledge of negotiation and contracting processes.

Customer/Supplier Knowledge

Knowledge of customer's/supplier's organization, processes, policies and procedures, products, requirements, capabilities, practices, support resources, preferences, constraints, etc.

General Financial Knowledge

Knowledge of financial concepts, such as, time value of money, present value, future value, internal rate of return, annuity, and amortization table development.

Lifecycle Cost Analysis

Knowledge of lifecycle costs, cost benefits, and cost of ownership analysis, including Cost As an Independent Variable (CAIV) and through life support environment.

Non-Government Acquisition

Knowledge of the non-government acquisition process and related laws and regulations, including requirements identification, acquisition planning, customer budget process, solicitation preparation, source selection, and how that knowledge applies to securing new business.

Product Knowledge

Advanced knowledge of product/service value stream

Basic Qualifications (Required Skills/Experience):

•             5+ years of experience in technical outside sales and marketing

•             Proficiency with MS Office Suite (Word, PowerPoint, Excel, etc.)

•             Proficiency in CRM tools (MS-BI/Salesforce/Siebel, etc.)

•             Effective communication and presentation skills

•             A valid driver's license and clean driving record

•             Willing and able to travel domestically up to 50% of the time

Preferred Qualifications (Desired Skills/Experience):

•             Experience within the aerospace or aviation market

•             Demonstrated working knowledge of aviation material sales and services

•             Experience working with Major Airline customers, Maintenance, Repair & Overhaul (MRO) providers.

•             Bachelor's degree in technical discipline

Relocation assistance is not a negotiable benefit for this position.

This requisition is for an international, locally hired position in Dubai, UAE. Benefits and pay are determined at the local level and are not part of Boeing U.S.-based payroll and will be commensurate with experience and qualifications and in accordance with applicable UAE law. Employment is subject to the candidate's ability to satisfy all UAE labor and immigration formalities.

Language Requirements:

Education:

Relocation:

Security Clearance:

Visa Sponsorship:

Contingent Upon Award Program

Shift: