Reporting to the UK Freight Manager, the role of the Business Development Manager is to expand the Air Partner client base in line with the company strategy and vision. This can be achieved by building an in-depth understanding of our client base, developing a sales plan, identifying and managing sales opportunities and managing the sales process to a successful completion. Once a sale has been closed, the account is passed over to a broker or account manager for ongoing management, however assisting with ongoing account management and client care over time is also a secondary responsibility of this position.
Job Accountabilities
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General responsibilities include, but not limited to:
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Compiling prospective client hit lists from desk research
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Establishing, implementing and documenting a sales plan targeting the following areas:
- Oil & Gas
- Freight Forwarders
- Emergency & Humanitarian aid
- Entertainment & Exhibition
- Government & Military
- Pharmaceutical
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Generating, contacting, meeting and developing new prospects to introduce the Air Partner portfolio of freight aircraft charter services.
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Assessing the wants and needs of the prospective clients and offering the most appropriate solution or mix of solutions from our product portfolio.
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Carrying out sales meetings with potential clients across your territory being: UK / Scotland / Ireland / Benelux / Scandinavia.
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Maintaining contact with and developing relationships with your prospective hit list on an ongoing basis and following up with clients to ensure customer satisfaction.
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Understanding and influencing the clients decision making process and lead the client to positive decisions on Air Partner sales proposals
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Providing accurate business sales forecasts and sales results
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Account management and client care in coordination with the freight broking team.
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Providing a professional and effective service to internal and / or external customers, and to meet client expectations in terms of quality and timelines.
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Assisting with client care events or other such after sales service
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Assisting UK and overseas colleagues who may need to seek advice on sales techniques and tactics
Job Challenges
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Dealing with the peaks and troughs of the aviation industry
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Remaining focussed and motivated in a competitive and challenging sales environment
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Dealing with demanding clients
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Finding the best solution for the clients in a short period of time
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Familiarising yourself with and having the ability to confidently describe and cross sell all of Air Partners’ products and services
Job Knowledge, Skills & Experience
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Experience in a cargo sales environment – preferably within an airline, broking company, or a freight forwarder
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Understanding and experience of selling aircraft space or dedicated charters to the freight forwarding industries
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Ability to communicate clearly and persuasively and capable of influencing others
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Ability to build successful relationships with clients, contacts and colleagues
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Competitive nature and attitude to work, with the ability to handle working in a high pressured environment
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Highly motivated and self confident with the ability to maintain high levels of enthusiasm
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Strong listening and problem solving skills
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Ability to sell face to face
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Assertive with a strong telephone manner
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Business / commercial acumen and a professional approach to work
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Experience working in an international environment would be an advantage
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IT literate with advance Microsoft Office Skills
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Flexible in your approach to your work and willing to travel (sometimes at short notice)
If you are interested in applying please send your CV and covering letter to careers@airpartner.com before the 30th of March 2012.
