Regional Sales Director

General Accountability

**Reports Directly To**: Vice President, BU; Senior VP, Sales & Customer Service; Senior VP, Sector; VP, Sales

**Reports Functionally To**: Senior Vice President, Sales & Customer Service
Responsible for determining and implementing the tactical and strategic initiatives for a defined market segment. Owns and monitors the sales plan, account management, business development, and strategy for the market segment. Leads and directs the segment team members through the optimum sales and support process to ensure market segment goals are achieved.

**Direct reports may include**: Director, Customer Programs; Regional Sales Manager; Representative, Customer Program; Business Development (Segment); Representative, Sales Support
Immune Specific Accountabilities
- Recognizes and understands flight/product safety critical parts and processes.
- Responsible for immediately reporting flight/product safety concerns.
- Participates in proactive risk analysis of flight/product safety critical parts and processes.
- Recognizes and understands the Just Culture policy.

Specific Accountabilities
- Oversees all sales activity within an assigned region, including planning, directing and coaching sales teams; ensuring the accurate maintenance of customers’ records; assisting in the collection of problem accounts; and assisting in the preparation of financial packages for specific customers.
- Works in conjunction with the business units (BUs) to develop, recommend and implement annual and long-range strategic plans for sales and business development, including sales forecasting and budgeting activities, for the market segment.
- Working with the SVP Marketing & Communications and staff, develops objectives, policies and programs for the marketing activities of the market segment including trade shows, advertising and direct mail initiatives.
- In conjunction with the BUs, develops and implements policies and programs in the areas of sales, pricing, profit margins, and related activities.
- Coordinates between BUs and other defined market segments to achieve overall company objectives.
- Assists in overall strategic business growth initiatives of the organization, including identification of growth/acquisition opportunities.
- Assists BUs with the analysis and justification of product realignments and capacity/capability sizing.
- Monitors overall market profitability and individual customer profitability to ensure optimum sales volumes and profits are achieved.
- Directs and oversees the completion of market research studies on competitors and customers relative to capabilities, cost, structure, profitability, size, market penetration and future market opportunities. Monitors market trends within the assigned segment and provides responsive recommendations and insights for short-term and long-term planning.
- Coordinates the efforts of sales and customer service personnel to ensure achievement of the tactical/strategic segment objectives while maintaining positive customer relations.
- Approves Sales Intermediary selection.
- Monitors and analyzes customer needs and expectations and develops appropriate measures of performance for the market segment.
- Exercises authority in hiring, training, career development, performance appraisal, salary adjustments, promotion, discipline, health, safety and the general employee relations of direct reports.
- Responsible for management of assigned budget.
- Responsible for promoting and managing the continuous improvement process within the segment/sector.
- Actively participates in the appropriate management team(s), assisting with the development and realization of strategic plans, budgets, goals and outcomes.
- Manages customer complaints and monitors customer satisfaction.
- Carries out special projects as assigned.

Technical Requirements
- Strong planning, organizational, analytical, leadership, interpersonal, decision making, oral and written communication skills.
- Strong negotiation, conflict resolution, and customer service skills.
- Thorough knowledge of sales/marketing computer information systems.
- Working knowledge of production management computer systems.
- Working knowledge of PC's in the current company operating system environment.
- University degree in business administration, commerce, economics; or equivalent.
- Several years experience in marketing, business development and sales in an aerospace environment.
- Thorough knowledge of respective business segment.
- Up to 50% travel required.

Background Information
Directly/indirectly related work experience representing continuous learning required for someone to perform this job competently is six to ten years.
Ongoing work assignments typically have only generally defined goals, and provide no (or mínimal) direction with respect to what action steps to follow. The abstract nature of the work is such that the incumbent’s education, training, and previous experience are of limited value b