This role is responsible for executing a comprehensive marketing and sales plan for Training Services within the Commercial Aviation sector across an assigned territory in the Americas. The incumbent provides territory leadership, drives revenue growth, and applies a solution‑selling approach by leveraging the full portfolio of CAE products and services.
Responsibilities
Provide territory leadership to achieve defined revenue, yield, retention, and growth objectives.
Lead and coordinate territory sales activities to ensure alignment across sales and operations.
Apply a solution‑selling approach by leveraging CAE's full suite of products and services.
Provide market insight and monitor the competitive landscape to inform sales strategies.
Lead weekly and monthly territory sales reporting with operations to support revenue execution and accounts receivable alignment.
Manage sales activity, forecasting, order intake, and territory strategic planning.
Lead account management activities and support operations as required.
Identify business development opportunities and collaborate with Global Business Development teams.
Ensure compliance with established regional pricing and internal approval processes.
Ensure all customer documentation (agreements, amendments, proposals) is internally approved prior to submission.
Meet revenue and intake targets through account retention, increased wallet share, and new business generation.
Develop and execute account strategies, including appropriate customer segmentation.
Address client feedback to support continuous improvement of services.
Build and maintain strong customer relationships to ensure customer satisfaction.
Leverage subject matter experts as required.
Use Salesforce CRM to manage pipeline, activities, and reporting.
Analyze wins and losses to improve future sales performance.
Attend aviation trade shows, conferences, and industry events as assigned.
Work closely with operations teams to ensure client expectations are clearly defined and consistently met.
Travel regularly within the assigned territory.
Requirements
Proven experience in sales and business development.
Demonstrated ability to meet revenue and growth targets.
Experience managing customer accounts.
Strong communication and stakeholder management skills.
Experience with CRM tools (e.g., Salesforce).
Ability to travel regularly.
Experience in Commercial Aviation or training services.
Experience with solution‑based or consultative selling.
Experience in a global or matrixed organization.
Languages
English
Portuguese
Spanish
ESPAÑOL
Descripción
Responsabilidades Principales
Proporcionar liderazgo territorial para alcanzar objetivos definidos de ingresos, rentabilidad, retención y crecimiento.
Liderar y coordinar las actividades de ventas del territorio, asegurando alineación entre ventas y operaciones.
Aplicar un enfoque de venta de soluciones utilizando todo el portafolio de CAE.
Proporcionar conocimiento del mercado y monitorear el entorno competitivo.
Liderar reportes semanales y mensuales de ventas con operaciones.
Gestionar actividades de ventas, pronósticos, entrada de pedidos y planificación estratégica del territorio.
Liderar la gestión de cuentas y apoyar a operaciones según sea necesario.
Identificar oportunidades de desarrollo de negocio y colaborar con equipos globales.
Garantizar el cumplimiento de políticas regionales de precios y procesos internos.
Asegurar la aprobación interna de toda la documentación enviada a clientes.
Alcanzar objetivos de ingresos mediante retención de cuentas, aumento de participación y nuevos negocios.
Desarrollar y ejecutar estrategias de cuentas y segmentación adecuada de clientes.
Gestionar feedback de clientes para la mejora continua del servicio.
Construir y mantener relaciones sólidas con clientes.
Utilizar Salesforce CRM para la gestión del pipeline y actividades.
Analizar resultados de ventas para mejorar el desempeño futuro.
Asistir a ferias, conferencias y eventos del sector.
Viajar regularmente dentro del territorio asignado.
Requisitos Mínimos
Experiencia comprobada en ventas y desarrollo de negocios.
Capacidad demostrada para cumplir objetivos comerciales.
Experiencia en gestión de cuentas d
Additional Information
Behind every success is a team of dedicated experts driving us forward. Our corporate functions don't just support - they lead, shaping the company's path and preparing clients and employees for the moments that matter. Be part of a team where your work makes a difference, with opportunities to grow, collaborate, and thrive.
Cae · Bogota, Colombia