Company Summary

Aircraft Performance Group, LLC (APG) is a flight operations and aircraft performance engineering firm, established in 1999, that specializes in Runway Analysis, Weight and Balance, and Flight Planning solutions for business aviation, corporate flight operations, and the airline industry. The aircraft supported range from airline operated small turbo-prop aircraft (regional airline market) and narrow and wide body transport category aircraft to small, mid and large size business aviation jets and turbo-props encompassing more than 350 aircraft types. We maintain a current worldwide database of airport information (over 7000+ airports) and have experience in digitizing Airplane Flight Manuals for use within our own performance programs, as well as using aircraft manufacturer provided programs. We support providing data based upon FAR, EASA and CASA requirements. APG is headquartered in Castle Rock, Colorado. flyapg.com

The Opportunity

Aircraft Performance Group, LLC (APG) is seeking an accomplished, self-driven, highly motivated and ‘Do-it-Different’ Global Head of Sales for our global aviation vertical, to support our three main brands which are APG, RocketRoute and Seattle Avionics.

The Global Head of Sales will lead aviation sales across all products lines in the portfolio. This successful candidate will be measured through their leadership, building, and aligning the teams driving revenue growth with the ability to deliver immediate impact to the bottom line. They will represent and champion the team’s interests, enabling them to be successful, both individually and as a group. This role requires a measured and mature leader who is looking for the opportunity to shape, develop and market in a strategic manner. The candidate will have experience selling to small and large clients in the aviation industry in a large tier one software and data services organization.

As the successful Global Head of Sales, you will be responsible for sales growth across the globe. You will identify, qualify, and execute opportunities that will accelerate growth. You will be skilled at transforming the business into a sales center of excellence.

This individual will be a member of the senior management team within the Aviation Group and collaborate with AFV Partners advisors and with our operating subsidiaries. The position reports directly to the President of the Aviation Group. The position will require travel on a frequent basis to ensure customer engagement, growth and development as needed.

Key Responsibilities

• Define and meet team sales quotas and revenue targets
• Lead and manage regional sales teams on a global basis
• Be recognized as the market expert and lead and mentor sales team to exceed established targets and plan objectives
• Maintain and report of sales forecast based upon targets and prospects
• Be accountable to the end-to-end customer relationship and experience
• Drive sales team to the 75th percentile and above (20:1 return on capital)
• Take ownership of the regional quota setting and revenue to plan targets
• Drive sales campaigns in coordination with marketing and leadership
• Be customer facing and the representative of the company to the customer by organizing and planning for regular customer interactions
• Be the sales presence at regional and industry events as well as annual trade shows
• Conduct competitor analysis to ensure marketing strategy effectiveness
• Develop, maintain, and enhance all regional sales KPI’s to ensure alignment and track performance
• Lead and manage both integrator and re-seller business partnership development and maintain existing partnerships to continue revenue growth.

Desired Characteristics

• 10+ years of experience in a sales leadership leading and managing global software sales initiatives.
• Candidates must have demonstrated 10+ years of experience within the Business or Commercial Aviation industry leading software and data services sales initiatives. Navigational and charting data sales experience is required along with industry knowledge in data use within avionics.
• This candidate must have an executive presence with the ability to not only lead global sales initiatives but also be able to present and engage effectively with C Suite and Advisory groups on sales strategies with a clear direction on building and growing the platform.
• People management skills to hire, develop, lead, and manage regional sales teams in multiple geographies.
• Proven track record of leadership and inspiring a remote sales team.
• High levels of emotional intelligence and people management skills with an ability to manage diverse multi-cultural teams.
• Responsible for building and leading a world class team that will sell products and solutions via appropriate and value-based market penetration strategies.
• Build and expand a team of high caliber sales talent, introduce strong sales processes, supports the development of a full pipeline of sales prospects, engages customers and Partners at the executive level, motivates the sales team, resolve conflicts.
• Removes barriers and provides recognition in the pursuit and achievement of sales revenue and profitability.
• Demonstrate an outstanding execution track along the sales cycle, ensuring best practice sales methodologies and common processes are in place and defining clear territory engagement guidelines.
• Build a network of executive relationships across industry, community, and business groups, and with key partners and customers to stay current on issues impacting business and sales.
• Develop, maintain and monitor a global sales pipeline maintaining a 3:1 ratio.
• Utilize a disciplined approach for successful selling, establishing, and maintaining accurate, timely and documented sales revenue forecasting procedures, and providing required updates.
• Ability to negotiate with internal and external customers.
• Consultative sales skills and a deep understanding of pipeline management.
• Business acumen, strong analytical, troubleshooting, and problem-solving skills.
• Ability to manage multiple concurrent sales projects and initiatives in a cross-functional and multi-national environment.
• Hands on experience in quota setting, planning, and tracking using a CRM system – Salesforce preferred.
• Ideal candidate will have experience with Product Life-Cycle Management

The ideal candidate can take the 20 and figure out the 80, has situational awareness and understands the chain of command as he/she represents others before he/she represents him or herself. The ideal candidate is output-oriented, knows when to yield and when not to yield, has a relentless willingness to raise the bar, holds himself/herself and others accountable, and excels in a diverse international environment across different nationalities, geographies, and cultures. Be prepared to be unprepared when you apply!

What We Offer

• The chance to join a market-leading, vibrant technology business that is growing rapidly, working with some of the most innovative clients and partners in the world
• Competitive compensation package
• Health and dental insurance and other ancillaries
• A matched 401k contribution
• 15 days holiday per year
• Floating Holidays with additional recognized Holidays

Job Type: Full-time

Salary: From $170,000.00 per year

Schedule:

• Monday to Friday

Ability to commute/relocate:

• Dallas, TX: Reliably commute or planning to relocate before starting work (Required)

Application Question(s):

• What are your salary expectations for the role (base)?
• What is your notice period?

Work Location: In person

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