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Sales Director
Panasonic
Lake Forest, CA, United States
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Sales Director, PTS
About PAC:
Who We Are: Panasonic Avionics takes entertainment to new heights. We’re the world’s leading supplier of (IFEC) inflight entertainment and communications systems that allow airborne passengers to get their fix of live TV, movies, music, interactive games, maps, and much more! We make traveling on airplanes more exciting!
What We Value:
As an organization, we value people who are motivated and driven. We value a collaborative work environment that enhances careers and positively impacts society. We value our diverse work culture committed to delivering products and achieving high results. Seeing our products bring delight to others is just one way we measure success.
Why You Should Join:
A job is only part of what we offer. See how you can flourish in a career while getting the support and resources from some of the most talented people in the industry. You will work on technology that makes traveling the world that much better. Lastly, you will be rewarded with world class benefits and competitive wages. Come aboard, we’ve been expecting you!
WHAT WE WILL BE LOOKING FOR YOU TO DO IN THIS CRITICAL ROLE:
Oversee the PTS business development and sales activities in the regions assigned. Accountable for the sales/bookings results and even more importantly the long term business development, customer satisfaction and program profitability in the assigned regions. Responsible for the performance management and employee development of the team members. Actively engaged in the development/improvement of business models and activities, as well as tools and processes, to grow the overall business and profitability of the PTS Organization.
WHAT YOU’LL BE RESPONSIBLE FOR IN THIS ROLE:
Business development & sales activities in the assigned regions
• Responsible for defining the PTS strategy for the regions he is assigned to. Work with the Regional Account Team to get the evolution of the business context and see how to develop the PTS strategy with the specifics of the given region. Review the proposed strategy with the PTS Executive Management Team.
• Lead the implementation of this strategy with the PTS Sales Managers. Be at the front end to validate the approach/requirements and guide sales managers all the way through P&L and proposal generation/approval and negotiation with the customers. Collaborate with the Regional Account Team to make sure adequate lead time and intelligence is available on the program. Communicate the proposal strategy and status to PTS Executive Management Team throughout the proposal process
• Ensure that the business targets for the assigned regions are met as per the annual objectives
• Ensure, through close cooperation with the other PTS teams, that the programs being contracted are executable, successful and profitable: clear documentation of scope and execution plans/timetables, customer satisfaction, profitability.
• Ensure that all business proposals are delivered on time and are of a high quality standard.
Business Model Improvement and New Development
• Actively contribute to the improvement of the current business models and the development of new areas for business/profit growth
Business Tools and Processes Improvement
• Actively contribute to the improvement, or new development, of the current business tools and processes in support of the business development and sales activities.
• Proactively engage other functional groups as required for the development and successful implementation of these processes
Team Performance Management
• Interview, hire and develop any employees assigned under their direct supervision; plan, assign and direct work; appraise performance; set performance objectives; reward and discipline employees; address complaints and resolve problems.
General
• Perform any other duties or projects assigned by Sr. Director, PTS Sales and Marketing.
WHAT YOU WILL NEED TO BE SUCCESSFUL:
KNOWLEDGE/SKILL REQUIREMENTS
• Solid working knowledge of the MRO (Maintenance and Repair Organization) industry
• Strong sales and negotiation skills that produce win-win results within a technology
environment.
• Independent self starter, with excellent communication skills. Ability to speak with
persons of various social, cultural, economic, and educational backgrounds.
• Ability to develop and maintain excellent working relationship with customers and
internal company departments in order to smoothly and effectively address customer
needs.
• Proven ability to work autonomously and present the business case to Management
for guidance/decision
• Excellent negotiation and presentation skills.
• Clear understanding of airline strategic objectives and ability to convey OEM value
proposition.
• Experience in analyzing, researching, and interpreting data required to produce sales
proposals and develop customized or new service offerings.
• Demonstrated success in a multinational organization with geographically distributed
operations and staff.
• Experience in working in a matrix organization is a plus.
• Ability to work on issues of diverse and complex scope where analysis of situations or
data requires evaluation of a variety of factors, including an understanding of current
business and market trends.
• Proven experience with problem-solving, decision-making, and multi-tasking to
respond to common inquiries or complaints from customers in a professional and
timely manner.
• Advanced knowledge of Microsoft Word, Excel, PowerPoint, and Outlook.
• Demonstrated and proven record of success in sales. Viewed as an expert in the field.
• Demonstrates good judgment in selecting methods and techniques for obtaining
solutions.
• Uses professional concepts while applying company policies and procedures to resolve
a variety of issues.
• Proven ability to manage customer accounts of high complexity and scope in creative
and effective ways.
• Exercises judgment in selecting methods, techniques and evaluation criteria for
obtaining results.
• Determines methods/procedures on new assignments and may provide guidance to
other sales managers.
EDUCATION/EXPERIENCE REQUIREMENTS
• 10-15 years of sales manager experience or 15-20 years of related experience in lieu of degree.
• Bachelor’s degree in related field preferred.
• Prior Experience in the sales of Maintenance services within an MRO and/or an airline.
• Technical understanding of In-Flight Entertainment systems and its related components preferred.
OTHER REQUIREMENTS
• May require travel, up to 50% of the time to domestic and/or international locations.
Panasonic is proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability status, protected veteran status, and any other characteristic protected by law or company policy. All qualified individuals are required to perform the essential functions of the job with or without reasonable accommodation. Pre-employment drug testing is required for safety sensitive positions or as may otherwise be required by contract or law. Due to the high volume of responses, we will only be able to respond to candidates of interest. All candidates must have valid authorization to work in the U.S. Thank you for your interest in Panasonic Corporation of North America.
Location/Division: 26200 Enterprise Way, Lake Forest, CA 92630, USA Job Requisition: CH7100