Summary:
AvL’s continued success and growth will depend on increasing opportunities, bookings and revenues while maintaining healthy, long-term profitability. Increased bookings and revenues necessitate the engagement with more and more diverse customers, especially in regions or large cities which tend to have a concentration of existing and potential customers. The Director of Sales - Americas is designed for strategic location of an AvL representative near these customer concentrations, allowing AvL to extend Sales/Marketing and Business Development functions to these locations/regions in a more efficient manner than having them located in the Asheville facility. In this “remote” role the Director of Sales - Americas will have unique access to the existing and potential target customers; however, this remote situation will require the individual to be able to perform his/her duties and manage responsibilities with minimal supervision. Success for both AvL and the Director of Sales - Americas will require significant knowledge of AvL products and the industry AvL addresses. It will also rely heavily on the ability of the individual to accept and embrace the responsibilities of an AvL Sales Account Director including but not limited to: Management and Growth of assigned Key Accounts (and other assigned customers within the region including achievement of sales financial targets (bookings, revenues, profitability), established at the beginning of the year. In addition to other factors listed herein the individual bonus compensation for the Director of Sales - Americas will be tied to this objective as well as overall Sales and Company performance goals with a heavy emphasis on individual performance. Locate and engage new AvL customers located in the assigned region to help achieve the growth objectives included in the sale’s financial targets. Provide weekly written updates (reports) of assigned territory and other related activities to the Chief Commercial Officer and other AvL Senior Managers. Attendance and participation in industry meetings as assigned. Participation in internal and/or offsite marketing activities as assigned by the Chief Commercial Officer including tradeshows and exhibitions. Assistance with other Marketing efforts as assigned.
Essential Duties & Responsibilities: Existing Accounts:
- Establish the critical role with the customer as the AvL primary point of contact for quotation requests, price lists, technical assistance etc.
- Lead the internal quotation and information request efforts for large significant opportunities requiring formal extensive proposals, the Director of Sales - Americas will initiate, organize and assist in leading any required proposal efforts.
- Facilitate subsequent Purchase order negotiations and closing.
- After contract award:
- Actively work with the Project/Program Manager on milestones and deliverables of the overall project.
- Work closely with various AvL department managers to develop, communicate, and achieve the contractual requirements of the program in a manner which meets customers’ expectations.
- Major Account Responsibilities and Requirements include but are not limited to:
- The AvL Technologies Director of Sales - Americas will primarily provide “extraordinary handling” and support of our most important customer(s) as assigned by the Chief Commercial Officer. Represent AvL in a professional manner consistent with AvL standards.
Weekly written updates of the assigned accounts and other related activities to the Chief Commercial Officer and other Senior Managers including Significant activities, issues or organizational changes within assigned accounts (example: change in key leadership).Provide timely pricing, technical and general proposal support to the Sales and Business Development teams.
Regular travel to major account facilities to maintain face to face communication with key personnel and promote broader opportunities for AvL.Development of new accounts in the assigned region
Regular visits to AvL headquarters for face-to-face collaboration with AvL staff and management
Other Responsibilities and Requirements include, but are not limited to, the following:
New Opportunity and pipeline management
Active participation in Sales Meetings
Support AvL marketing activities as assigned.
Collaboration with other members of the Sales/ BD team
Skills & Abilities:- Strategic sales and business development expertise
- Key account management and customer relationship-building skills.
- Strong negotiation, proposal development, and contract management abilities.
- Excellent verbal, written, presentation, and interpersonal communication skills.
- Ability to identify, qualify, and close new business opportunities.
- Strong analytical, problem-solving, and strategic thinking skills.
- Ability to manage multiple priorities, projects, and customer accounts effectively.
- Ability to work independently with minimal supervision in a remote environment.
- Ability to collaborate effectively with cross-functional teams and executive leadership.
- Technical aptitude and ability to understand and communicate SATCOM solutions and customer requirements.
- Proficiency with Microsoft Office Suite.
- Ability to travel domestically and internationally as required (25-50%).
Education & Experience:
BS/MS in Electrical/Mechanical engineering (Required) Seven to ten years of SATCOM industry experience (Required)
