The Satcom Direct Business Development Manager (BDM) - Europe is responsible for implementing Satcom Direct International’s (SDI) business development strategy throughout the assigned geographic territories. Complete territory management will require research, planning, analysis, cold calling, lead qualification, sales cycle management, following through on the development of targeted accounts, and recommending an overall SDI solution to address individual client requirements in a consultative fashion.
The job is focused on identifying new regional business opportunities, maintaining key industry relationships and negotiating and closing business deals. The BDM is responsible for an annual revenue quota to be achieved through sales to new prospects and existing SDI customers within an assigned government markets sales territory. Willingness to team up with additional SDI staff to ensure flawless execution during the customer fulfillment process.
COME ON BOARD THE SATCOM DIRECT EUROPE TEAM!
How will you make a difference?
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Develop and maintain a business plan to meet and exceed assigned goals for existing and new business accounts that clearly links the territory revenue commitment to forecasted revenue opportunities
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Design customer-specific, value-based solutions to ensure that sales objectives for new revenue are attained
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Create comprehensive tactics and strategies to maintain a high-value prospecting pipeline that includes minimum quantities of regular face-to-face client meetings, proposals and client presentations
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Hold sales calls, prepare/perform product delivery presentations, face-to-face meetings, support, training and other sales and marketing functions as needed. Coordinate with all internal departments
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Respond promptly to inquiries, expediting resolution of partners' issues, providing proposals or options for products and/or sales required to meet their needs
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Maintain current industry association memberships and trade show participation
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Execute the business plan and track performance of successfully closed leads and opportunities within SDl's standard reporting tools
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Conduct fact-finding research (through business periodicals and websites) to understand each prospect's business needs that align to SDl's solutions before offering any SDI services
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Influence the evaluation criteria to ensure successful bids then respond to requests for proposals in a timely and professional manner
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Attend industry trade shows, sales meetings, marketing workshops and other special events as required
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Keep abreast of products, applications, technical service, market conditions, competitive activities, advertising and promotional trends
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Work collaboratively with the SDI management team and customer support teams to continuously improve customer satisfaction and uncover new business opportunities
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Collaborate with the SDI Sales team and provide technical assistance on technology and hardware products as required
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Keep an up-to-date understanding of SDl's market positioning, messaging and strategy
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Build industry association relationships with strategic partners and other key contacts, as appropriate
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Provide pertinent information about key account, territory and industry changes to the leadership team, focusing on industry opportunities
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Review competitor plans and effect of products and services; prepare pricing strategies according to customer budgets and procurement methods
Qualifications
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Bachelor's Degree in a relevant field or equivalent work experience in Sales, Marketing, Aviation, or Procurement & Acquisition
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3+ years work experience in direct Field Sales or Technical Sales, preferably in the field of Satellite Communications, Aircraft Avionics, and Aviation Communications
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Maintenance of a current Driver's license and Passport is required
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Must be able to hold technical conversations, and convey complex solutions in English and German
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Some travel is required
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Must be legally authorized to work and live near Basel, Switzerland
Required Skills, Talents & Experience
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Demonstrated ability to sell intangible solutions in a professional manner
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Exceptional verbal and written communication skills with the ability to read, write, analyze, interpret, or present complex business documents or concepts and respond effectively to sensitive inquiries
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Mathematics aptitude with the ability to perform calculations to include; addition, subtraction, multiplication, and division in all units of measure, using whole numbers and decimals, and the ability to read graphs of all types
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Proficient with client relationship management tools; specifically CRM
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Cooperative and professional demeanor in working with the customers and co-workers utilizing the “chain of command” to communicate effectively within the organization
Preferred Skills, Talents, & Experience
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An emphasis on Commercial Business, Telecom, or Aviation is highly desirable
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Executive selling skills proven through experience in selling to senior executives and/or successful completion of formal sales training programs is a plus; or a comparable combination of both industry-related work experience and education
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Excellent working knowledge of general administrative tools such as Microsoft Word, Excel, PowerPoint and Outlook
Additional Information
Base Pay:
Based on experience and responsibilities.
Target Annual Short-Term Incentive:
Commission Plan
Eligible for Incentive Stock Program:
Yes
Benefits:
Gogo offers competitive benefits that can fit each employee’s needs. Visit the Careers page on our website for more information at www.gogoair.com/careers.
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Gogo is committed to equal opportunity. Qualified candidates will be considered for employment regardless of race, color, religion, age, sex, national origin, marital status, medical condition, or disability.
