What are the responsibilities and job description for the REGIONAL SALES DIRECTOR position at Dassault Aviation?
Job Summary : Under the direction of the Senior Vice President of Sales of US & Canada, the Regional Sales Director (RSD) is responsible for all Falcon aircraft sales-related activity within a clearly defined territoryPrincipal Duties : Develop, maintain and execute periodic business plan with objective of maximizing Falcon salesAdapt plan as necessary to sell new Falcons and maximize Falcon market share, per metrics established by Dassault Falcon Jet (DFJ) management, as compared with sales of competing business aircraft in similar categoriesProvide annual and periodic sales forecastsPromote / sell Dassault Aviation (DA) and DFJ held pre-owned Falcon inventory as an alternative when buyer is not prepared to purchase a new FalconFoster growth of Falcon customer base in-territory even when DFJ does not have a suitable aircraft to offer a prospective buyer, via positive support of other entities selling Falcons against competing aircraftDevelop through thorough research in-depth knowledge of all entities (corporations, individuals, etc.) that are prospective buyers of Falcon business jetsDevelop, maintain and utilize network of resources within aviation transactional / services communities (decision "influencers" - technical, financial, consultative, etc.) to gain critical market-related informationUse network of resources / direct contact to establish relationships with prospective buyers, gaining opportunities to directly promote / sell Falcon aircraft and influence buying decisionsDevelop in-depth knowledge of Falcon aircraft features / benefits in areas including design, construction, systems architecture, performance, operating costs, etc.Develop in-depth knowledge of competitor aircraftApply such knowledge to effectively communicate strengths and advantages of Falcon aircraft over competing products relative to prospective buyer needsUtilize internal DFJ marketing resources (mailings, ad response, web inquiries) as tools to promote features, benefits, and brand recognition of Falcon aircraftProvide regular updates to sales management team regarding high priority / potential sales opportunities while suggesting / implementing courses of action to achieve successful sales; report primary buyer decision factorsMaintain comprehensive database of prospecting activities, customer contacts and sales opportunities using company-assigned tools and direct communication with managementArrange / conduct product presentations and demonstration flightsDevelop, manage and host customized promotional events for prospective Falcon buyers / influencersConduct facility / factory visits and completion center toursParticipate in (via product presentations, sponsorship / hosting, etc.) local industry functions to promote Falcon aircraftPromote advantages / benefits of products and services offered by DA, DFJ, Dassault Aircraft Services and affiliated companiesPromote special programs available (service, finance, training, etc.) to prospective Falcon buyers to ease purchase process / enhance ownership experienceProvide timely industry intelligence on competitors (aircraft pricing, availability dates, marketing strategies, special programs, new product development, technical issues) influencing prospective buyer decisionsGENERAL : Develop comprehensive understanding of DA's and DFJ's corporate history and functional organizationBuild effective working relationships with / develop understanding of responsibilities of the following DFJ departments : Flight Operations, Marketing Services, Specification and Design, Contracts / Legal, Finance, Pre-Owned Aircraft Sales, Completions and Customer ServiceProvide productive suggestions to DFJ management to further increase Falcon sales opportunities / successesNon-Principal Duties : As requested, provide industry / financial overview of assigned territoryMaintain close working relationship with DFJ support personnel responsible for activities within assigned territoryHelp develop new, innovative and effective Falcon sales and marketing techniques / toolsRepresent DFJ at industry events outside of territory (national events) as requiredOther duties as assignedMinimum Qualifications : BS degree or equivalent experience in technical / business disciplineFive (5) years of aircraft sales experience. In lieu of aircraft sales experience, may consider high-end capital goods sales experience selling to President / Chairman of Board level, in addition to aviation experience in marketing, customer service or other pertinent disciplineExcellent verbal and written communications skillsExcellent interpersonal skillsStrong presentation skillsAbility to effectively communicate aviation-related technical information and basic financial conceptsExperience managing / working with support personnel to meet strict project deadlinesAbility to conduct business while flying in an aircraft cabin environmentSelf-starter able to work independent of direct supervisionDetail oriented with good organizational skillsWorking knowledge of current Microsoft Office softwareAdditional Desired Qualifications : Thorough knowledge of Falcon aircraftPrivate pilot, A&P, and / or other aviation certificatesThorough knowledge of DFJ procedures related to Sales, Marketing, Specification & Design, Contracts / Legal, Finance, Completions and Customer Service DepartmentsWorking knowledge of current / relevant CRM Tools in use by DFJ sales team and industry database websitesWorking Conditions : Office environment, requiring use of telephone, personal computer, and various mobile communication devicesSignificant travel (approximately 40-80%)Aircraft cabin environment while conducting Falcon demonstration flights / during related travelWork under pressure to meet concurrent deadlines for multiple projectsRequires flexible hours (extra / off-hours work)Participation in various industry events
