Location:
Houston, TX
Salary:
$130,000 - $150,000
Job Type:
Fulltime, Permanent
We're En Route.
We're a welcoming bunch, with a down-to-earth outlook that helps build lasting relationships with customers and colleagues alike.
As global specialists in passenger solutions, supply chain services and sourcing for airlines and airline caterers, we operate globally as part of dnata, one of the world's largest combined air services providers.
En Route's expertise is one of the many reasons why we've enjoyed more than 20 years as a global food solutions partner, with offices in the UK, USA, Australia and UAE.
Are you ready to become part of our story?
Job purpose
This role is responsible for leading a team to meet and exceed sales & profit targets for En Route accounts for the region. Using your extensive commercial acumen and leading by example you will recruit, develop, and retain high calibre commercial talent. Ensuring the team achieves goals by developing and delivering business strategies for retaining current customers, increasing sales to current customers, developing business opportunities with new customers. Where required, you will provide coaching / guidance to support business development initiatives including tenders (RFQ/RFP etc.)
The Regional Account Director (RAD) will work within company guidelines, plans and investment parameters. The RAD will liaise with the Operational, NPD and other team members to ensure effective service delivery for customers and meet with customers on a planned basis to ensure their needs are being met.
Key responsibilities
Accountability for all budgeted costs and involvement in contract negotiations with prospective clients and caterers.
Grow market share, achieve, and exceed sales & gross margin targets.
Strategy and account planning for key accounts.
Drive the negotiation and strategy with Key Prospective Accounts taking responsibility for key decisions.
Forecast and monitor sales performance of key accounts and self.
Analyse competitor activity and use data to formulate proposals for changes in strategy.
Report through the CRM system. Oversee the operation of the US office and associated activities.
Work with the US and Global Commercial Team to create a shared vision and clear roadmap that drives performance to achieve growth in the region and supports global customer initiatives.
Maintain awareness of, and exercise judgment in, market conditions, competitive activities, and regulatory matters.
Identify new market and product opportunities and provide feedback to HQ as appropriate.
Provide inspirational leadership to the US sales team and engage, motivate, and drive the team to deliver growth while considering options for improving strategic relationships.
Ensure that the team has opportunities to learn, develop and progress, providing appropriate training.
Develop and execute strategic sales plan in conjunction with the Commercial Director to achieve sales targets and expand our customer base.
Proactively develop and maintain relationships with airlines, caterers and other targets to secure new business opportunities.
Acquire deep knowledge and insights into customer businesses and develop strategic alliances with key decision-makers.
Align team goals with the sales strategy to drive innovation that meets commercial needs while exceeding consumer expectations.
Involve in strategically developing solutions for prospective clients and leading sales activities through meetings and presentations.
Ensure all customer and prospective records and information are kept current in appropriate En Route systems.
Establish appropriate goals and measures for sales and overall growth in line with En Route vision and targets.
Develop and promote new business opportunities, innovations, and ideas with involvement and support of NPD and Creative Teams.
Collaborate with key functions (Operations, NPD, Creative and Finance) to ensure seamless project management and effective planning and delivery.
To undertake any other duties, which may be assigned. This job description is not intended to be prescriptive or exhaustive but is issued as a general framework.
Person Specification
Profile
An effective leader capable of coordinating resources to achieve organisational goals.
Able to work in a matrix organisation and balance competing resource demands.
A level of gravitas to deal with C level executives on major projects.
Strong business expertise with a good perspective on other functions.
Extensive knowledge of demand generation, sales activity, strategic selling, and account management techniques.
A structured and organised sales professional who can engage with all levels within a client-facing business.
An inquisitive listener with the ability to build trust and influence.
Qualifications and training
Educated to University Degree level or equivalent business experience.
Experience in managing sales and people management.
Sales and/or Airline Catering experience with at least 6-8 years in strategic sales or commercial account management.
Knowledge and skills
Proven sales ability and customer account development in Airline Catering or similar.
Strong commercial awareness.
Ideally food or airline sector experience or experience in a fast-paced environment.
Understanding of the Airline Industry.
Highly numerate for financial plans and account profit.
Good data and business analysis and reporting skills.
PC literate including Excel, Word, PowerPoint.
Able to construct and deliver influential commercial presentations.
Superior negotiation skills.
Native speaker level English, Bi-Lingual preferred.
Must have the right to live and work in the USA.
Job Dimensions
Geographic Responsibility: North America
Type of Employment: Full time
Travel Required, primarily within North America, willing to travel at short notice.
Benefits:
401(k)
Employee assistance program
Flexible schedule
Health insurance
Paid training
Work from home
Schedule:
Monday to Friday
Supplemental Pay:
Bonus opportunities
Ability to Commute:
Houston, TX 77032 (Required)
Ability to Relocate:
Houston, TX 77032: Relocate before starting work (Required)
Work Location:
In person
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