Embraer

POSITION SUMMARY

Coordinate activities in the commercial area of the Service and Support Unit, performing activities to open new markets, customer loyalty, strategic and operational marketing, maintain relationships with the main key players and market stakeholders, directing the product sales process and services developed, manufactured and supported by Embraer.

    JOB RESPONSIBILITIES

    • Commercial proposals and coordinated purchase and sale contract negotiation.
    • Relationship with key stakeholders, decision makers, partners, suppliers and competitors positively influencing sales campaigns
    • Understand the business perspectives (customized marketing, long-term processes, high value-added marketing, macro environment analysis, market dynamics, etc.).
    • Identify sales opportunities and manage key sales accounts within the product line.
    • Plan, execute and control the sale of Embraer Services and Support products and services.
    • Identifying viability channels for each client, outlining action priorities.
    • Identify factors (price, term, payment terms) that may interfere with closing the deal and recommend appropriate alternatives to resolve them.
    • Create and maintain a network to interface with the client's decision makers in order to identify sales opportunities.
    • Work with the Contracts department in the contract negotiation and administration phases to guarantee sales results and payment/delivery expectations.
    • Work with Customer Support and other related areas to ensure and increase customer satisfaction.
    • Work in partnership with Product Marketing and the Service & Support and Corporate Communication teams to promote the EMBRAER brand.
    • Work with the Marketing team to understand, build and sell Embraer's value proposition to potential customers.
    • Work in partnership with Product Marketing and the Service & Support and Corporate Communication teams to promote the EMBRAER brand.
    • Understand and work with the Sales Financing area to identify the best financing alternatives to close a deal.
    • Train other Sales Executives by sharing knowledge and experiences.
    • Work with Embraer's CRM tools and act in accordance with corporate programs and guidelines.
    • Work in accordance with Embraer's compliance guidelines and code of ethics.
    • Maintain relationships with key contacts, stakeholders and decision makers of portfolio clients
    • For CRM Defense:
    • Act as the main point of contact with customers in the aftermarket, establishing solid and trusting relationships.
    • Ensures region support is tailored to each customer. Defines, negotiates and implements actions and strategies to ensure the highest level of service, sales and customer satisfaction.
    • Oversee account results (customer satisfaction, Embraer delivery performance, financial results, sales) and work internally (at Embraer) and externally (with the customer) to maximize results and customer satisfaction.
    • Supervise daily support and service activities, intervening whenever necessary to re-establish adequate support.
    • Acts as an advisor/mentor for the Embraer teams, and in the dissemination of knowledge.

    ESSENTIAL KNOWLEDGE, SKILLS AND ABILITIES

    Education:

    • BA / BS degree required in Aeronautical Engineering, Aviation, Economics, Business Administration, or equivalent
    • Desirable postgraduate degree in Marketing

    Experience:

    • Prefer 7+ years of sales experience in a specialized functional discipline in sales and business development within the aerospace industry preferably in North America
    • Desirable internship in the areas of Sales Engineering / Contracts / Programs

    Knowledge, Skills & Abilities:

    • Proven sales experience, including complex deals.
    • Strong negotiation skills and customer relationship management.
    • Understanding of the aerospace and sales market (operations including maintenance), its competitors and products.
    • Ability to coordinate multidisciplinary teams in complex sales environments, seeking innovative business structures to improve company results and customer satisfaction
    • Understanding of financial market principles.
    • Strong sales management skills.
    • People management skills
    • Strong MS Office tools (Word, Excel, Power Point, and Access)

    WORK CONDITIONS, ENVIROMENT AND SPECIAL REQUIREMENTS

    Travel Requirements

    • 25%-50%

    Shift Requirements

    • Normal Business

    GENERAL COMMITMENT FOR ALL EMPLOYEES

    • Commitment to company values complies with department norms, policies, directives, and procedures.
    • Incorporates Lean and P3E processes and concepts into daily activities
    • Guarantees reliability and quality of information.
    • Maintains necessary internal and external contacts.
    • Suggests improvements to processes and procedures.
    • Honors and protects confidential and proprietary documents and information.
    • Satisfies work schedule requirements.
    • The job description is not designed to cover or contain a comprehensive listing of all activities, duties or responsibilities that are required by the employee. Performs other duties as assigned.

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