Sales Representative

Job Description

Major purpose:

Grand Rapids location
L3Harris Commercial Aviation operates an agile and rapidly evolving Digital and Data Services business, providing outsourced flight data monitoring, analytic services to aircraft operators worldwide.
We are seeking a Sales Representative to help grow our existing flight data recorder ('black box') aftermarket services sales team.
The successful candidate will sell the products via telephone or electronic means to customers. Generates prospective customers through cold calling and may qualify and follow up with sales leads. Sales can be made through multichannel, inbound and/or outbound sales activities. Requires application of in-depth technical knowledge of products, systems and services.
The candidate will be pivotal in identifying and pursuing new business opportunities and interfacing with customers to submit proposals close contract orders in line with our growth plans.

Major functions:

1. Delivering Orders and Revenue
Establish contact with airline and MRO engineering departments to propose and sell our services. Phone and Teams/Zoom based selling.
Submit quotes based on pre-defined templates and pricing parameters and follow up
Organize customer demonstrations of our services with our technical team, if required.
Negotiate with customers on pricing and payment terms, within defined limits
Follow up and secure Purchase Orders and hand over to the finance and delivery teams
Provide customers with the relevant start-up material and documents to enable them to use the services.
Keep track of all proposals and pursuits using our CRM tool
Provide forecasting of revenue and market trends to allow the operational and sales leadership to plan effectively for delivery

2. Contributing to the Commercial aspects of our services offering and its position within the changing market
Gain a working understanding of the competition's commercial offerings and provide feedback to the sales and commercial team.

3. Shape the Evolution of our Product and Services
Provide our talented data analysts and data science team with customer feedback that can enhance and evolve our flight data services

4. Working closely with our Marketing Team to define the required upstream activity
Provide periodic feedback and insight

Technical/Functional skills:

Education/Experience/Licenses etc.:

Qualifications:
Requires a High School Diploma or equivalent and a minimum of 6 years of prior relevant experience or 2 years post-Secondary/Associates Degree with a minimum of 2 years of prior related experience.
Minimum of 2 years of prior B2B sales or B2B customer facing experience.
Proven ability drive sales and seek out opportunities and customer contacts
Demonstrates experience of delivering customer satisfaction
Demonstrates a willingness to get things done and take responsibility

Preferred Additional Skills:
Demonstrable experience either delivering or selling services into aviation.
Background and relationships within airline and business aviation client base
Sales operational experience in data-based safety systems/services within aviation
A basic understanding of commercial contracting and negotiations
Works well and cooperate with all stakeholders
Experience of working within or closely with operational delivery teams