Skywise - Head of Commercial - Americas

Job Description:

Skywise is a leading digital services company, wholly owned by Airbus. We deliver a first-of-its-kind offer that seamlessly integrates Planning & Operations Control, Flight, Technical, and Ground Operations. By providing interoperable digital solutions for end-to-end operations, Skywise combines aircraft manufacturer expertise and digital know-how to transform operational complexity into predictable and profitable performance, ensuring resilient and more sustainable operations.

The Head of Commercial - Americas is responsible for creating an annual sales plan which incorporates plans for achieving order intake and contract renewals. This role will also ensure that the appropriate sales strategy is in place for individual sales campaigns. They serve as the leader for a team of Commercial Directors, responsible for ensuring that the team is capable of meeting the organization’s current and future needs and engaging & motivating the team to achieve the organization’s objectives. This position will provide vision, direction, and management for the assigned group.

This role has direct accountability for sales process definition, sales sizing, territory management, efficiency planning, sales training, product training, and sales technology. The position will also be responsible for sales effectiveness reporting, methodology, and delivery mechanisms.

Primary Responsibilities:

1.) Order Intake and meeting business objectives:

• Organizing the region to deliver-on order intake
• Defining and executing a regional strategic plan
• Defining key accounts and delegate the execution of key account development plans amongst the team
• Identifying strategic opportunities and delegating opportunities amongst the team
• Assisting in closing deals, with an emphasis on key, strategic accounts
• Leading sales campaigns for larger, high-profile campaigns

2.) Customer Satisfaction:

• Escalation point for customer relationship
• Representing customer and market requirements within Skywise

3.) Manage team:

• Champion a motivating culture of sales excellence with the team and drive results
• Recruit, train, and lead a high performing sales team
• Provide ongoing coaching, mentoring, performance management

4. Other duties:

• Ensure CRM data is consistently up-to-date with high-quality data
• Balanced pipeline management to increase velocity of deals moving to closure
• Americas region leadership representation
• other duties as assigned by the Head of Region

Education: Bachelors Degree in Engineering, Aviation, Business or a related discipline / MBA Preferred

Minimum Experience:

• 10 years in sales within SaaS or aviation
• 5 years managing a commercial sales team
• Contract and commercial negotiations experience

• Internal and external communication: able to effectively communicate strategy and global information to Sales, Customer Success Managers, Product Managers, Product Support Representatives (PSRs), and management throughout the Americas

Decision Making, Complexity:

• Capable of evaluating product pricing & contract terms to assess value and profitability of a sale to the company
• Assembling sales proposals that help advance organization’s strategic position in the market
• Determine priorities within the team to maximize resources to best achieve revenue goals and ensure customer satisfaction
• Understanding of IT infrastructure and technical composition of products sufficient to instill confidence with customers
• Understands large commercial airline flight operations sufficiently to make informed decisions in the best interest of the organization and the customer. Includes familiarity with airline regulatory environments within the assigned sales territory.

Travel Required: 50 % Domestic and International

Eligibility: Eligible for employment in Canada or the US

Direct Reports: 6-8 direct reports

What we Offer:

Located in the heart of University of Waterloo’s David Johnston Research + Technology Park, Skywise is close to shops, restaurants, gyms, daycare, and many other amenities, and only 10 minutes away from Hwy 85. As part of our family, you will enjoy:

• Being part of Airbus Network
• Flexible hours
• Hybrid working environment (3 days in office)
• Free parking
• Vacation Days (15 - 25)
• Professional Development Day
• Christmas shut down
• Summer core hours
• Strong work-life balance
• Casual dress code
• Competitive group benefits plan
• Strong focus on mental health support benefits
• Sick and Personal days
• RRSP matching program
• Life Insurance
• Access to Employee Share Scheme
• Maternity & Paternity benefits
• Referral program
• Rewards and Recognition program
• Training and Development Support
• Monthly Lunch and Learns
• Fitness & Wellness reimbursement
• An active social committee
• Organized Volunteer Events
• Game room, including a flight simulator!
• Active Inclusion & Diversity Committee
• And much more
  

AI Disclosure: No artificial intelligence tools are used to screen, assess, or select candidates for this role

Selection and Hiring Commitment

We thank all applicants for applying. Only selected applicants will be contacted.

Skywise is committed to creating an environment and a culture where everyone feels like they belong no matter who they are or where they are from. We are committed to providing equal employment opportunities to all individuals based on job-related qualifications and ability to perform a job. We do not discriminate against any employee or applicant for employment because of race, colour, sex, age, national or ethnic origin, religion, sexual orientation, gender identity or expression, marital status, family status, genetic characteristics, record of offences, and basis of disability or any protected class. Accommodations will be available on request for candidates throughout the entire recruitment and selection process.

This job requires an awareness of any potential compliance risks and a commitment to act with integrity, as the foundation for the Company’s success, reputation and sustainable growth.

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Airbus is committed to achieving workforce diversity and creating an inclusive working environment. We welcome all applications irrespective of social and cultural background, age, gender, disability, sexual orientation or religious belief.

Airbus is, and always has been, committed to equal opportunities for all. As such, we will never ask for any type of monetary exchange in the frame of a recruitment process. Any impersonation of Airbus to do so should be reported to emsom@airbus.com.

At Airbus, we support you to work, connect and collaborate more easily and flexibly. Wherever possible, we foster flexible working arrangements to stimulate innovative thinking.