Job Title:
Turbo Prop Regional Sales
Salary Range:
Status:
Full time – salary exempt
Department: 360 – Sales/Marketing
Reports To: Director of Sales & Marketing
SUMMARY:
Edited Last:
1-12-15
Responsible for proactively contacting customers to generate RFQ’s updating
SF.com, delivering quotes and closing sales in the Turbo Prop marketplace.
KNOWLEDGE, SKILLS & ABILITIES:
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Must possess a working knowledge of business aviation, maintenance,
manufacturers, and marketplace trends.
Successful experience in selling maintenance, avionics and/or other products to
turbine aircraft operators.
Possess an ability to work in fast-pace and occasionally stressful environment while
maintaining a high degree of flexibility, accuracy, and attention to detail.
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 MS Office experience including the creation of spreadsheets,
quotes/customer letters, databases, and reports (Excel and Word).
Experience or ability to thoroughly learn CRM software, such as Salesforce.com is
needed.
Ability to work well with others in different departments, even when challenges arise
(schedule, budget, etc.)
Possess a solid understanding of aircraft maintenance, avionics and/or interior and
aftermarket upgrades in turboprop aircraft.
Should hold excellent initiative and judgment to make recommendations for
improvements in our processes and product offerings. Individual 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.
Strong communication skills in person, telephone, and in writing.
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 30% of the time.
RESPONSIBILITIES:
 Increase our market share on Pilatus and other turboprop aircraft by finding new
Aircraft Services prospects, proactively cold-calling, researching solutions for their
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needs, accurately quoting work as needed, handling objections, following up
continually, coordinating answers from various departments and closing the
prospect.
Increase the value of the average work order for turboprops by selling upgrades and
improvements to the operators, especially in interior and avionics areas.
Interact heavily with other operational contacts to ensure customer needs are met
and we capitalize on all opportunities, including communications with Maintenance,
Avionics, Interior, Scheduling, Purchasing, Aircraft Sales and Line Service.
Negotiate terms and pricing with customer with the goal of maximizing Gross Profit,
while being competitive in the marketplace, and staying within assigned negotiation
Research and identify new prospects for the assigned role, using AMSTAT or Jetnet,
and incorporate input from others.
Generate sales opportunities through verbal telephone and written communications
with existing and potential customer base for their airframe.
Maintains aircraft status and customer information files in CRM and/or other formats
in order to identify and support timely pursuit of opportunities and earn customer
business.
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.
Must be willing to learn how to use Corridor as a sales tool.
Researches SOW items to best meet customer needs. Coordinates interior and
avionics components with the proper Sales Specialist.
Proactively look for new leads by networking, researching websites, asking
customers for referrals, etc.
Proactively stays current on Maintenance, Avionics, Interior and competitive trends
to help up sell/create solutions for customers.
Maintain a high level of customer service by responding quickly to customer
questions and quote inquiries
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.
limits.
Work effectively and proactively with Technical Services to ensure quotes are
accurate, and skills/capabilities are present to handle the projects at hand.
Communicate effectively and proactively with WAI Scheduler to ensure labor
resources are available for required work. Proactively collaborate with Scheduler
and Service Managers as needed when challenges arise.
Utilize Salesforce.com to track sales activities and next steps with potential
prospects.
Meet and greet Pilatus or other King Air operators when they deliver aircraft for
services. Provide tours, and utilize time to get to know operator in person and
potentially upsell.
Provide updated marketing material and website information to Sales and Marketing
Coordinator as needed to educate operators on the latest news at
Western. Continually improve our presence to customers via marketing material and
educational pieces.
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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 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, etc.) Summarize quarterly results in agreed-upon measured areas
for coaching discussions with direct manager.
Performs other duties as assigned
EDUCATION/ EXPERIENCE:
 Bachelor’s degree in Business or an aviation-related study strongly
preferred. Otherwise four years equivalent working experience in the aircraft
industry
BEHAVIORS:
 Displays professional appearance and demeanor at all times
 Ability to work independently and as part of a team
 Good problem solving skills must be demonstrated with good follow-through required
on communication
 Able to handle change and deadlines well
 Must be organized and detail oriented
 Customer focused/Service Oriented
 Positive attitude
OTHER:
 Pass pre-employment drug screen
 Pass pre-employment background check
 Ability to obtain Airport Issued security badge
 Valid Driver’s License
WORK ENVIRONMENT:
 Work is performed in an office environment with minimal noise level. The employee
is frequently subject to inside environmental conditions, which provide protection
from weather conditions but not necessarily from temperature changes.
 Requires sitting at a desk for long periods of time, up to 8 hours
 At times, may be subject to aircraft hangar environment with moderate noise level.
 This position requires occasional fieldwork; the employee is exposed to outdoor
weather and industrial type noise conditions
 Constantly requires clear vision to read printed materials and computer screen to
accomplish work
 Frequent standing, sitting and walking – often for extended periods of time
 Constantly requires repetitive movement of the wrist, hands, and/or fingers.
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Constantly requires sufficient personal mobility and physical reflexes which permits
the employee to function in a general office environment to accomplish tasks.
Constantly requires clarity of speech and hearing, which permits the employee to
communicate effectively.
Employee may be required to travel on commercial airlines, adhering to TSA
screening procedures in effect at time and location of travel.
ESSENTIAL FUNCTIONS:
 Negotiate terms and pricing with customer with the goal of maximizing Gross Profit,
while being competitive in the marketplace, and staying within assigned negotiation
 Research and identify new prospects for the assigned role, using AMSTAT or Jetnet,
and incorporate input from others.
 Generate sales opportunities through verbal telephone and written communications
with existing and potential customer base for their airframe.
 Maintains aircraft status and customer information files in CRM and/or other formats
in order to identify and support timely pursuit of opportunities and earn customer
business.
 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.
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