Manager, Sales

Purpose of Position

The Manager, Frasca Sales is responsible for leading their assigned group of sales managers to ensure all company sales and revenue goals are met and other territory/specialty product goals are accomplished.

NOTE: Extensive travel is required to fulfill the requirements of the position. Preferred location is Champaign/Urbana, IL.

Tasks and Responsibilities

• Accountable for the development and execution of a sales plan to meet goals established by Sales Leadership in accordance with Company objectives.
• Manage and work with direct-reporting sales managers to meet and exceed sales quotas via prospecting, retainment growth and upselling efforts.
• Develop and coordinate with sales managers a strategy for obtaining the maximum possible Frasca equipment and services business from the assigned business vertical or specified accounts.
• Define and track applicable KPI metrics and analytics for continuous improvement, customer acquisition, and performance management of sales manager team; assure account accuracy.
• Support Sales Leadership and Company requirements for additional reporting as needed.
• Lead recruiting strategy and partnerships to support establishment of a high-performing sales team and related talent pipeline.
• Coach and develop sales managers on sales strategy, presentation skills, business acumen, product knowledge, that improve personal and team results, including participating in Customer meetings and visits with the sales team.
• Foster an energetic, healthy, competitive sales culture that actively carries out the FlightSafety core competencies and supports the current Flight Plan.
• Coordinate collaboratively with other FlightSafety sales teams on all improvement & development programs.
• Contact prospective Customers to introduce Company products and their potential benefits to the Customer.
• Contact Customers to maintain awareness of their needs and level of satisfaction.
• Capture any add on training, upselling and renewals from a contractual point of view
• Be proficient in all applicable Company applications and

Minimum Education

• Bachelor’s Degree required.
• Pilots License or industry experience preferred.

Minimum Experience

• 7 years in Direct Sales environment

Knowledge, Skills, Abilities

• Fluent in English with excellent verbal and written communication skills
• Excellent organization and time management skills with the ability to prioritize and/or pivot tasks in a fast-paced environment to meet critical deadlines.
• Ability to interact professionally with various levels of employees in a matrixed environment on a daily basis.
• Ability to communicate effectively including with all level of the organization to prevent and bring issues to resolution.
• Customer-focused and results-oriented
• Expertise in a variety of sales concepts, practices and procedures including needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Ability to identify complex problems and review related information to develop and evaluate options and implement solutions.
• Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems and develop solutions.
• Ability to consider the relative costs and benefits of potential actions to choose the most appropriate one.
• Excellent business acumen
• Excellent computer skills including MS Office suite and ability to quickly learn new applications and interfaces.
• General knowledge working with a business accounting system.

Physical Demands and Work Environment

While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; and communicate. The employee may be required to stand; walk; sit.

Specific vision abilities required by this job include the ability to view monitors, technical documents, and reference material.

The noise level in the work environment is usually low to moderate.