Director, Sales & Account Management

JOB SUMMARY 

Develop and implement a comprehensive sales and marketing strategy that maximizes opportunities across all products and product lines. Directs Account Management and Sales team to meet company objectives and Profit & Loss goals for total customer satisfaction. Responsible for Regional Customer Satisfaction.   

• Initiate and implement customer engagement strategies, sales strategy, pricing policy and marketing strategy.
• Direct Sales and Marketing strategy and consequent plans and actions.
• Set direction for sales and account management strategy.
• Develop regional plans and participates in strategic and tactical planning.
• Define region Bookings and Sales MTP and BP 

• Responsible for region sales Profit & Loss.
• Responsible for region Bookings, Sales and Account Receivables
• Responsible to ensure contracts are executed as per company policy.
• Establish and responsible for hitting sales growth and profit targets for the region.
• Responsible to ensure company code of Ethics and Compliance are followed by team
• Support development & improvement of sales enablement process and tools
• Responsible for regional performance and updates reports
• Drive cross-regional and functional improvement

• Act as lead Sales for high profile, high complexity customers. Capable of handling certain key/critical accounts personally

• Manages through subordinate managers.
• Hire, lead, train, motivate, appraise performance, and develop Account Managers in assigned region 

• Familiar with the overall APAC airlines and aviation markets.
• Solid experience in dealing with airlines, especially having a good rapport and network with the major airlines (i.e. with ready contacts within the major airlines’ procurement, engineering, marketing/product and/or relevant departments) will be an added bonus
• Possess a good network and understanding of the aviation product distribution/management system in regional airlines and aviation market
• Proven track record in managing Profit/Loss and business strategies/plans for sales operations in region.
• Excellent command of written and spoken English.
• Excellent written and verbal communication skills as well as negotiation, persuasion and presentation skills.
• Ability to drive cross-regional and functional improvement.
• Proven leadership of account management and Sales team.
• Proven ability to set business direction and create effective Marketing and Account Management & Sales plans.
• Proven successful and seasoned direct sales skills, across large, complex accounts.
• Comprehensive commercial understanding of customer issues, and visionary in terms of how Panasonic can create a compelling value proposition to address these issues.
• Experience in successful team building and motivation; strong leadership skills.
• Possesses highly advanced analytical capabilities to assess strategic business and product placement issues.
• Expert ability to organize and implement department objectives.
• Proven experience with problem-solving, decision-making, and multi-tasking to response to inquiries or complaints from customers in a professional and timely manner.
• Seasoned ability to develop and maintain excellent working relationship with customers and internal company departments in order to effectively address customer needs.
• Comprehensive knowledge of Panasonic Avionics Corporation Product & Services

• Bachelors or Equivalent University Degree in Business, Sales or Marketing or Engineer  degree in related field preferred
• 15+ Years of successful direct & channel sales experience in IFEC, avionics or commercial aircraft cabin system industry
• 10+ years management & leadership experience

• Flexibility to travel +50 of the time